Atricle Dump - Business

How To Use Publicity To Create National Expert Status
1. Make a list of all of the topics you can discuss along with sub-categories. For example, a Workplace Expert would compile a topic list that included how to deal with gossip in the workplace, the dos and don’ts of asking for a raise, workplace etiquette, tips for traveling with the boss, harassment, climbing the corporate ladder, handling burn-out . . .2. Create five talking points for each of the topics you list in #1. Talking points are stateme

lly stop and make the calls.

A Blitz Call should only take about 4 minutes. If you make 3 a day that is 12 minutes, we should all have time for that.

If you make 3 Blitz Calls on Monday, Wednesday, and Friday, that is 9 per week. If you work 40 weeks a year then you will make 360 Prospecting this year. How would 360 Prospecting calls change your life this year?

You can see how simple it is, if you are making 360 Prospecting calls, then there is no pressure on you, since no one call is that important. If you are only making 10 Prospecting calls this year or are making them all in one month, then every one is critical.

Take the pressure off and enjoy selling, start Blitz Calling.

Sell Well and

Leadership With Vision - The Spark That Counts
All leaders need to have vision because it is vision that leads leaders. Being a leader is not an appointed position! Being a leader means that there are people who are following you: they may be people on your team, other people in your organization, even clients and customers. As you lead and as people look to you for leadership, a vision gives you the spark that others want to catch.1. Vision starts with you. Leadership development

The one aspect of selling that all of us seem to hate is Prospecting. It is easy to visit with customers or even with folks with whom we have a relationship other than that of a customer. But when it comes to Prospecting, we come up with the greatest reasons as to why we don’t have time.

Yet, the only way to significantly grow our business, increase our incomes, grow our customer base, is by Prospecting. That is “calling on people and companies we don’t know with the intent of making them customers.”

So we know we need to Prospect, but we hate to do it. As a salesman for 35 years I have come up with many ways to Prospect without really prospecting. One way is mailings. That is actually an effort to get more customers, but it seldom yields any benefit.

Another way is networking. What a great buzzword. Networking can actually yield results, but when you look at it, networkingis really Prospecting, just done another, more indirect way.

It is much easier to simply make what I call BLITZ CALL®s. Our system for Prospecting addresses several basic facts about selling in the commercial/industrial market place.

First, prospects don’t buy on the first call, so don’t try to make it a sales call, it should be for introductory purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I have found to be most effective, even in the 21st century. Face to face Blitz Calling is still the best method for the field sales professional.

If you are in the field and driving past a Prospect, stop in and make a Blitz Call. You may actually get to meet the Prospect. If not, you can do some “field intelligence” on the company. (If you simply make a phone call and get voice mail, what have you learned?)

Look at their facility, what condition is the parking lot, the lobby, the grounds? What kind of vehicles are in the lot and is there the right number for the size of the facility. (A big plant with only a few cars may mean they are in trouble). Is there lobby welcoming, clean, up to date? Is there a receptionist, if so, she/he may be a good source of information about the company if you can’t get to your Prospect.

If they have a phone in the lobby, make a Blitz Call over the phone to the Prospect, he may come out to meet you. We get this a lot.

These things can tell you a lot about the company and people with whom you will be dealing.

I spend a lot of time in the field working with salesman one on one making Blitz Calls. We make a lot of calls in a day. Some get us only information, but we get to see Prospects more often than you would think. But that only happens because we actually stop and make the calls.

A Blitz Call should only take about 4 minutes. If you make 3 a day that is 12 minutes, we should all have time for that.

Take the pressure off and enjoy selling, start Blitz Calling.

Sell Well and

Bootstrapping Your Business - Get Real - Get Started
Ditch the business plan and buy a lottery ticket. That's what I tell new entrepreneurs who seek angel or venture funding. The odds are probably better, you will save yourself a lot of time and grief and you'll get results sooner with the lottery. If you have a great idea that can change the world, then bootstrap your way until you can prove it. Funding will come just when you don't need it.I've mentored and helped fund dozens of entrepreneurs over the

customers, but it seldom yields any benefit.