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Member You - How to Double your Sales Appointments in Half the Time; Part 1
When you hear somebody say, “that Joe is quite a sales guy,” it is usually not intended as a compliment. Sales professionals have even been depicted as shady in children’s cartoons. They are typically saying that Joe is a fast-talking, glad-handing, person who can make you want something that you have heretofore had no need for, and will find no need for once you own one of each of the items he’s selling.If you are in Sales, you have probably heard these before:Q: “How can you tell a sales person is lying?”A: “His lips are moving.”Q: “Why do lawyers like sales people?”A: “They give them someone to look down on.”Sadly, the term sales professional is often seen as an oxymoron, in much the same manner as plastic silverware, accurate forecast, or affordable housing in the metro DC area.In the inte
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part
A press release is often your only chance to make a great first impression.Newspapers, magazines and trade publications receive them by the truckload. That means sloppy, inaccurate, pointless releases are the first to hit the newsroom wastebasket. To make sure yours isn't one of them, avoid these 7 Deadly Sins:1. Providing insufficient or wrong information on your press releases, particularly telephone numbers. Releases must be complete, accurate and specific. (Note: A news release is the same as a press release.)2. Writing too long. They should be no longer than a page.3. Sending it too late. Mail or fax it to local media at least two weeks before an event, preferably three or four. Major magazines work four to six months ahead of time.4. Sending a release with no news value. News is what happens that is dif
1. Increase the number of new sales
2. Increase the amount per sale
3. Increase the frequency of sales per account
If you look at the first step in increasing our revenue, you see it involves finding new sales. How do we do that? We set more appointments. In other words, you must start your sales process more often over a week, month and year.
Now you can do that one of two ways. You can call on more people or you can convert more initial conversations to appointments. The second is the only way to do it without killing yourself. And that is the focus of this workshop.
Before we get into that I want to go over a very simple (but very important) mathematical fact with you.
Here it is.
When you double your new appointments set, you double your revenue. (Regardless of your Closing ratio)
Now that sounds so simple. And it is. And right now you're probably asking yourself something like…Ok, Jeff, if it's that simple, why doesn't everybody just do it then? Or, "Hey! I only have so many hours in the day…if I double my appointments, I would have to double all of my work."
Not so fast. Obviously, I wouldn't have much of a career in this business if all I had to say to you was…"If you work twice as hard or put in twice the number of hours, you'll make twice as much money." No. What I'm talking about is a proven way for you to actually work less by wasting a lot less time, but STILL having twice the number of appointments to show for it. Less time…more Results.
What I'm referring to is ‘Skill-set’ improvement. That's right. Because it's our skills (or lack thereof) that keeps us grinding it out day in day out. It's the lack of effective skills that keeps you ineffectively busy, less productive and earning far below your potential.
Bottom line; Most of the sales people are just not good enough at setting appointments. And there's no reason for it. Because, it's just not that hard to do if you just learn a few PROVEN techniques.
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part
The steady growth and prospects of any company are to a great extent subject to the people working there. The survival and sustenance of the company in the market calls for adequate attention to different aspects concerning the employees. This entails proper understanding of the factors that not only ensures recruitment of skilful people but also their retention. In order to achieve this objective, companies undertake surveys.Given the availability of ample employment opportunities for skilled people, it becomes imperative for the companies to make sure that employees procured do not leave the organization. Attrition in any company leads to loss of revenue incurred in hiring and training of the personnel. So surveys help the companies to get a fair idea of employee satisfaction and their chances of providing continued service to the com
Now you can do that one of two ways. You can call on more people or you can convert more initial conversations to appointments. The second is the only way to do it without killing yourself. And that is the focus of this workshop.
Before we get into that I want to go over a very simple (but very important) mathematical fact with you.
Here it is.
When you double your new appointments set, you double your revenue. (Regardless of your Closing ratio)
Now that sounds so simple. And it is. And right now you're probably asking yourself something like…Ok, Jeff, if it's that simple, why doesn't everybody just do it then? Or, "Hey! I only have so many hours in the day…if I double my appointments, I would have to double all of my work."
Not so fast. Obviously, I wouldn't have much of a career in this business if all I had to say to you was…"If you work twice as hard or put in twice the number of hours, you'll make twice as much money." No. What I'm talking about is a proven way for you to actually work less by wasting a lot less time, but STILL having twice the number of appointments to show for it. Less time…more Results.
What I'm referring to is ‘Skill-set’ improvement. That's right. Because it's our skills (or lack thereof) that keeps us grinding it out day in day out. It's the lack of effective skills that keeps you ineffectively busy, less productive and earning far below your potential.
Bottom line; Most of the sales people are just not good enough at setting appointments. And there's no reason for it. Because, it's just not that hard to do if you just learn a few PROVEN techniques.
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part
News releases, also called press releases, are the most important selling tool of publicity. The release must capture the editor's attention, be precise and easy to read.A news release can go to just one newspaper or many publications at once. It can be a community notice about an organization's library sale or an international insight into inflation. The same standard form is used for every type of news, whether an executive promotion in the trade magazines, or a local event such as an author signing books at a neighborhood bookstore.If you want your notice to get into a special edition of a publication, be aware of the deadlines. Sunday news editions generally have more readers than the daily editions. Find out when your release must be received at the editor's desk. Never mix publicity with advertising. If your
Not so fast. Obviously, I wouldn't have much of a career in this business if all I had to say to you was…"If you work twice as hard or put in twice the number of hours, you'll make twice as much money." No. What I'm talking about is a proven way for you to actually work less by wasting a lot less time, but STILL having twice the number of appointments to show for it. Less time…more Results.
What I'm referring to is ‘Skill-set’ improvement. That's right. Because it's our skills (or lack thereof) that keeps us grinding it out day in day out. It's the lack of effective skills that keeps you ineffectively busy, less productive and earning far below your potential.
Bottom line; Most of the sales people are just not good enough at setting appointments. And there's no reason for it. Because, it's just not that hard to do if you just learn a few PROVEN techniques.
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part
Are you monochronic or polychronic in your work style?Let's find out...Does the thought of facing several tasks at once make you uneasy? You are likely monochronic. Do you systematically move from one completed task to another? ...monochronicOR...Are you capable of moving from one partially completed task to another easily? You are likely polychronic. Is your desk a maze of half completed projects? ...polychronicGet the idea?Do a google search on these terms for a more clinical study of what it means, but I have some specific advice for both personality types as it pertains to success with your online business.It's important to understand the difference if you want to maximize your success in business offline or online!NOTE: There has never been a definitive study conducte
What I'm referring to is ‘Skill-set’ improvement. That's right. Because it's our skills (or lack thereof) that keeps us grinding it out day in day out. It's the lack of effective skills that keeps you ineffectively busy, less productive and earning far below your potential.
Bottom line; Most of the sales people are just not good enough at setting appointments. And there's no reason for it. Because, it's just not that hard to do if you just learn a few PROVEN techniques.
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part
I have decided that you are weird. But, don't worry... it's a good thing! ;-)Please, let me explain... I promise there's a great marketing lesson in here somewhere... ;-)Throughout my life, I've been called "weird" on more than several occasions! At first, I thought something was wrong with me. I soon began to notice that I was "different" from others in many ways.And, being a kid in grade school, you can imagine how "horrible" that feels... to not "fit in" when everyone else around you is trying their hardest to fit in or be part of a "click" - any click.Fortunately for me, I soon realized that being different or "weird" wasn't necessarily a bad thing. Because I stood out! While others were trying their best to get noticed and be popular, I was usually sticking out like a sore thu
Look. The main reason we're not so good at "appointment setting" is because we don't identify and isolate the action of communicating to achieve a face-to-face appointment for initiating a sales process. (Or what I prefer to call the prospect education process).
That means you have to isolate it and treat it as a separate (but essential) part of your recipe for success. You have to dissect it like a surgeon. You have to analyze every component of it. You have to assign Powerful Routines to each possible scenario. Then you have to systematically train to a process so you operationally outperform your peers and your competitors.
In essence, you must be willing to raise your right hand and "swear" to become a "Master of Prospecting." You must make this commitment and follow through before you go on to commit to anything else.
You need to observe this act of communication as your first (and most important) core competency.
Face it. Without mastering the basics, you'll always be lost. And you'll never become very effective or efficient. If you were comparing selling to golf, setting appointments would be like hitting it off the tee. And if you can't consistently hit it "straight and long" off the tee, you can't play. And you certainly can't win!
Here is a foreign term to most sales people.
What is a "Conversation-to-Appointment Ratio?"
You know, I've been acquainted with a lot of sales organizations over the years, and not one of them has ever identified as an essential competency, promoted as, trained to, and measured this critical performance indicator called a "Conversation-to-Appointment Ratio." Well, just because no one does, doesn't make it right, does it?
So why is it important, you ask? Good question; and one worth going into.
It’s quite simple. The Achilles Heel of most sales organizations is not creating enough new opportunities on a routine basis. And that leads to 3 bad things; not meeting revenue objectives, not ramping a new-hire to Quota in a Pre-determined amount of time and unnecessary sales employee turnover due to low appointment activity.
All have ‘Hard Dollar’ consequences. The first one you leave on the table, and the next two go down the drain, never to be recovered.
Here is a hypothetical question. Let's say you're starting up a sales division for the new Widget Co
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