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Performance Appraisal Checklist: Raise Not Just Appraise Performance
It’s that time again! Perhaps the most dreaded management practice is the annual performance review. Whenever the subject comes up, out comes the groans from both managers and staff no matter what industry or type of company. Many say appraisals are like having a root canal – only more painful. It shouldn’t be.The following checklist is designed to guide managers and supervisors in preparing, conducting and following through on employee performance appraisal discussions.The Preparation: Give employee advance notice so that he /she can prepare for the

timulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

Real Estate Postcard Q&A - Postcard Frequency
About This Article This following question came from a postcard marketing Q&A survey I sent to over 3,000 real estate agents. From hundreds of responses, I compiled a list of most-frequently-asked questions. This is one of those questions.Question: How often should we send out different types of cards?Answer: That depends on the type of postcard you're sending.Some postcards are event-based and should be timed accordingly. For example, if you were promoting a seminar or open house, you would want to time your mailing to allow for del

You can't close sales unless you have access to the market! Market is defined as those who are ready, willing and able to acquire your products and/or services. Access to the market is known as leads. If your phone is ringing off the hook because of external conditions (inflation, interest rates, etc.), you're getting good quality leads with a potentially high close rate. You should close 65% of those kinds of leads, particularly if you have a sensible benefit package.

The reason these kinds of leads have a high close ratio is because they came to you. In other words, these people were predisposed to hear about a deal. One of the three buying forces of want, need or fear motivated them to take overt action to investigate the value of the product or service. Close rates on an appointment of 25% to 35% are acceptable with most progressive telemarketing or direct mail companies. Since 65% of mail-in or call-in leads should close (they know that they want what you have), and since 25% to 35% of "you-go-to-them" leads close, it's easy to see that the predisposition (or attitude of the client) is of paramount importance.

Example Referral:

Mr./Mrs.___________________ You have been referred to us by______________ They have recently acquired a ______. and feel that the value they received is something that you, too, would benefit from knowing about. Here is our information flyer. If you call us for an appointment, you will get a free gift worth $____ Look forward to meeting with you, _________________ , President Call and ask for me personally (or call and ask for _________________.")

Hint - Don't give too much information in the flyer - stick with benefits, not specifics.

I know of a salesman who closes 90% of all referral leads. I also know of a national sales company which closes 85% of all referral leads. The company salespeople must be at every installation site during the day, because the neighbors come by (and buy!) to see what's happening. I know of a dealer who was written up in a national magazine as a success story, who uses house parties at happy customers' homes as nearly his exclusive means of lead generation. Referrals leads are gold and few companies are milking them thoroughly. Be sure to include referrals as a major part of your market plan.

There are 3 Kinds of Referrals

1) client calls you,

2) client stimulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

Business, Opportunity & Success
How do you take the Opportunity to make your Business succeed? When a business decides to try and outperform the competition with their opportunity it is necessary to provide an alternative solution to what exists; this may seem obvious but is not so to most of the working world.What many businesses provide is a solution to these problems - indeed they have made a business out of it.One of the key aspects of any business is the need to transfer goods from one place to another (internet accepted)So on the subject of transportation of goods, if one is in the business of

to hear about a deal. One of the three buying forces of want, need or fear motivated them to take overt action to investigate the value of the product or service. Close rates on an appointment of 25% to 35% are acceptable with most progressive telemarketing or direct mail companies. Since 65% of mail-in or call-in leads should close (they know that they want what you have), and since 25% to 35% of "you-go-to-them" leads close, it's easy to see that the predisposition (or attitude of the client) is of paramount importance.

Example Referral:

Hint - Don't give too much information in the flyer - stick with benefits, not specifics.

There are 3 Kinds of Referrals

1) client calls you,

2) client stimulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

Corporate Suicide - Getting Bigger Instead Of Better
Work on becoming better and guess what, you naturally grow bigger. But pushing for size by itself makes you fatter, not bigger, less specialized and easier to succumb to the vagaries of internal and external forces. Often you lose what made you viable in the first place. A chicken that has wings does not mean it can fly. Similarly the big companies are not necessarily the better ones. Many Asian conglomerates learned this to their despair in 1997 financial crisis - there is no safety net in being big. As a matter of fact, the bigger they were, the harder they fell. The list inc

to us by______________ They have recently acquired a ______. and feel that the value they received is something that you, too, would benefit from knowing about. Here is our information flyer. If you call us for an appointment, you will get a free gift worth $____ Look forward to meeting with you, _________________ , President Call and ask for me personally (or call and ask for _________________.")

Hint - Don't give too much information in the flyer - stick with benefits, not specifics.

There are 3 Kinds of Referrals

1) client calls you,

2) client stimulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

Would You Hire Picasso as Your Company's Graphic Designer? Not If You're a Shrewd Business Owner
Legend has it that Pablo Picasso was sketching in the park when a bold woman approached him. “It’s you — Picasso, the great artist! Oh, you must sketch my portrait! I insist.” So Picasso agreed to sketch her. After studying her for a moment, he used a single pencil stroke to create her portrait. He handed the women his work of art. “It’s perfect!” she gushed. “You managed to capture my essence with one stroke, in one moment. Thank you! How much do I owe you?” “Five thousand dollars,” the artist replied. “B

closes 85% of all referral leads. The company salespeople must be at every installation site during the day, because the neighbors come by (and buy!) to see what's happening. I know of a dealer who was written up in a national magazine as a success story, who uses house parties at happy customers' homes as nearly his exclusive means of lead generation. Referrals leads are gold and few companies are milking them thoroughly. Be sure to include referrals as a major part of your market plan.

There are 3 Kinds of Referrals

1) client calls you,

2) client stimulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

How's Business? Don't Rush For the Life Boats
A couple of years ago I was having a bad time. Sales were down. Business was non-existent. The wind had gone out of my sails. I had a sinking feeling, like I was going down for the third time . . . and I couldn’t even recall the first two. Yet, each time someone asked me, “How’s business,” I would reply, “Good.” It’s kind of a natural reply to a rhetorical question. No one really expects an answer. No one wants to hear bad news, or so you would think.One day, however, a friend asked the same question and I replied, “Horrible.” His response was, “You, too?” We then openly shared info

timulated by mail to call you, and

3) client was sent mail piece and was called in a follow-up effort.

The sale rates are 90%, 75% and 30%, respectively.

Say, by way of example, that some friend, neighbor or associate of one of your customers calls you out of the blue because he/she saw your product/service, was interested, and you did nothing to actively attract this new customer - these are 90% plus close rate leads. They want to buy. In the case of a stimulated call, in the event that you mailed information to the referrals that you received from a happy customer, the anticipated close rate of such leads is 75%. Although several factors can enter into this kind of lead generation, the close rate should still be well above 50%. In the third case of referral leads, you will have sent the information to the referral, but, having not heard back, will call them. You will find the close rate of such a lead generation method to be in the 40% to 60% range.

A great many factors come into play in this type of lead: actual need (application), affordability, how well this person knows the one who referred you to him, and how strong your sales appeal is. That's a lot of factors. But there are basically three kinds of referrals. The first of them comes to you unexpectedly, the other two types are stimulated. "We have to spend money to generate leads. We'd rather pay you than pay the advertising companies." "We'll pay you $____ for any customer who does business with us" The "reward" should be something of high perceived value. You want to offer a reasonable incentive (consider the average cost of any other lead that you generate...).

Actual Referral Program

Customer Appreciation program

At Austin Photo-Lab, we have 2 ways to grow our business

1) We can pay the advertising companies
2) We can reward our valuable customers.

SO,

For every 1st time customer that calls and/or brings in a job and uses your name, we'll give you a COLOR PRINT.

Thanks for your business and your referrals!

Austin Photolab
Austin, Texas, (555)555-5555

The bearer of this coupon, or a First Time Customer gets a FREE 8x10 Color Print!

The person who referred me to Austin Photolab was:

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Name plates are used to display names and titles. They are used in houses, offices, meetings, conferences, training centers, dinners, product name displays, etc. Name plates serve as an identification mark. These give a professional look. Sizes of name plates vary according to the number of words necessary to satisfy the consumer.

In the United States we have some of the most pure iron ore on the planet and yet many of our iron ore mining facilities have closed. Some of this has been due to environmental reasons and some of this has been caused to keep other nations happy because they wish to sell their iron ore to us in the form of completed steel products.

The Denver Convention Center took this concept one step further and was using the same type of laugh track to lift people’s spirits before entering trade shows and spending money. I have to admit, it worked on me. By the time I reached the top of the escalator, I was in a better mood, and was busy having pleasant conversations with everyone around me.

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