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Other Added - Learn to Prospect Like a Pro
Cold Calling Success for Cleaning Companies Most people recoil in fear at the thought of cold calling in order to make sales for their business. But if you spend your time sitting in your office waiting for people to come to you, you're going to have a long wait. If done properly, cold calling can be an effective sales technique for your cleaning business.The following tips won't eliminate your fear of cold calling, but they can help to make it a more positive, successful experience for you.Remember the purpose of a cold call. Many people think that the purpose of a cold call is to get the sale - wrong. The purpose of the call is to get an appointment so you can get a chance to make the sale. Believe that what you are offering is going to benefit the person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice. If you believe in what you are offering, you will be much more enthusiastic. Smile while you are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice. Don’t be discouraged by negative responses. It is not personal. They just don’t want what you are offering. If you find that you are getting a lot of negative responses and you have a good offer, then change your script. Never give up. The more calls you make, the better you will become. Remember, th Temporary Agencies Help Pay the Bills and Teach New Skills Mark Victor Hansen, co-author with Jack Canfield of Chicken Soup for the Soul and other Chicken Soup books, says, "Everyone has to have a big list of who they’re going to call on."If you're in need of money and haven't found the job you want yet, try using a temporary employment agemcy. Temp agencies can supply you with various filler jobs to bring in money while you still look for that permanent position. Some jobs offered by temp agencies are even temporary to permanent, meaning if it works out between you and the employer, the job can be yours permanently.Most general temp agencies offer two basic kinds of jobs, office or light industrial. Office positions include mainly jobs working as a clerk for accounting, auditing, data entry, and other cubicle-based work. Light industrial jobs are factory-based, such as warehouse work, box packin The product or service you are selling will determine where you get your list of prospects. For example, if you are selling ear identification tags for cattle, you’d start with a list of members in the Cattleman’s Association. If you were selling tongue depressors, you would start with a list of doctors, clinics and hospitals. If you are in sales or trying to find clients, sooner or later you are going to have to try cold calling. To someone who has never done it, cold calling is a scary concept. Picking up a phone and calling someone you do not know and trying to interest them in your product or service is nerve wracking at the beginning. Believe me when I tell you that you can learn to enjoy it once you realize that it is no different than talking to an acquaintance that you only talk to once in a while. In 1994, I got a part time job calling people to see if they were interested in changing their long distance phone company. Because the job also involved having prospective customers complete an application form, I decided to use a Henderson’s Directory for my prospect list. For those of you who have never heard of a Henderson’s Directory, it contains a list of all the streets in a city. Each street is then broken down by address numbers. Each address lists the names and phone numbers of each occupant plus their occupation. Then, using a map of the city, I called each address in an area of the city. One day would be spent calling prospects and the next would be spent delivering application forms to the addresses where the prospective customers lived. I dialed the first number on my list and got an emphatic "NO" from the homeowner. Fifty calls later, I had 45 "NO" responses and five phones slammed down in my ear. I felt like quitting. Since that was not an acceptable option, I sat down with a cup of coffee and rethought my approach. I decided that instead of asking if they would like to change to a less expensive long distance provider, that I would pre-screen them. Before getting back on the phone, I spent several minutes practicing smiling while I read out the new script I had just written. When I felt that I was ready, I picked up the phone and called the next number. A lady answered and I said, "Hi, my name is Gilbert Griffiths. I’m doing a survey. Do you do a lot of long distance phoning?" She said, "Well we do some." I asked, "How many calls would you make in a month?" She said, "Oh, about eight to 10." I asked, "How long would these calls be?" She replied, "Well, I phone my mom once a week and those calls are 20 to 30 minutes long, and the rest would be 10 minutes or less." I said, "How would you like to make those calls for 10 cents a minute?" She said, "That would be great, I’d save at least $10 a month." I then explained how she could do it and she told me to bring the forms over. The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while you are talking, you will have more positive responses regardless of which script you follow. Here are several tips to make your cold calls more successful from someone who has made thousands of these calls. Believe that what you are offering is going to benefit the person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice. If you believe in what you are offering, you will be much more enthusiastic. Smile while you are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice. Don’t be discouraged by negative responses. It is not personal. They just don’t want what you are offering. If you find that you are getting a lot of negative responses and you have a good offer, then change your script. Never give up. The more calls you make, the better you will become. Remember, the Goal Setting - Before You Begin - Start Here n I tell you that you can learn to enjoy it once you realize that it is no different than talking to an acquaintance that you only talk to once in a while.Before we can begin setting goals, we first have to establish a couple of pretty important things. Goals are where we what to get to, aren’t they?First, before we can figure out where we want to go, one of the things we need to figure out is where we are now, plus why do we want to get to the goal?Try this. Grab that trusty note pad and a pen or pencil. On the left side of the page make a list of all the things that you would like to see different in your life. Be as specific as you can. Now I have a word of caution here.As you write the list, you might be tempted to focus on what you haven’t got in your life yet. This makes some p In 1994, I got a part time job calling people to see if they were interested in changing their long distance phone company. Because the job also involved having prospective customers complete an application form, I decided to use a Henderson’s Directory for my prospect list. For those of you who have never heard of a Henderson’s Directory, it contains a list of all the streets in a city. Each street is then broken down by address numbers. Each address lists the names and phone numbers of each occupant plus their occupation. Then, using a map of the city, I called each address in an area of the city. One day would be spent calling prospects and the next would be spent delivering application forms to the addresses where the prospective customers lived. I dialed the first number on my list and got an emphatic "NO" from the homeowner. Fifty calls later, I had 45 "NO" responses and five phones slammed down in my ear. I felt like quitting. Since that was not an acceptable option, I sat down with a cup of coffee and rethought my approach. I decided that instead of asking if they would like to change to a less expensive long distance provider, that I would pre-screen them. Before getting back on the phone, I spent several minutes practicing smiling while I read out the new script I had just written. When I felt that I was ready, I picked up the phone and called the next number. A lady answered and I said, "Hi, my name is Gilbert Griffiths. I’m doing a survey. Do you do a lot of long distance phoning?" She said, "Well we do some." I asked, "How many calls would you make in a month?" She said, "Oh, about eight to 10." I asked, "How long would these calls be?" She replied, "Well, I phone my mom once a week and those calls are 20 to 30 minutes long, and the rest would be 10 minutes or less." I said, "How would you like to make those calls for 10 cents a minute?" She said, "That would be great, I’d save at least $10 a month." I then explained how she could do it and she told me to bring the forms over. The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while you are talking, you will have more positive responses regardless of which script you follow. Here are several tips to make your cold calls more successful from someone who has made thousands of these calls. Believe that what you are offering is going to benefit the person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice. If you believe in what you are offering, you will be much more enthusiastic. Smile while you are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice. Don’t be discouraged by negative responses. It is not personal. They just don’t want what you are offering. If you find that you are getting a lot of negative responses and you have a good offer, then change your script. Never give up. The more calls you make, the better you will become. Remember, th Financial Strategies for Transitioning from Salaried to Solo tion forms to the addresses where the prospective customers lived.7 Financial Strategies for Transitioning from Salaried to SoloA 40’s something woman was talking to me the other day about her growing sense of frustration with “working for someone else” and her longing to “do my own thing, drive my own wagon”. But, she said with consternation, “I have family counting on me and a standard of living I don’t want to sacrifice.”Everyone has to decide for themselves what level of sacrifice and risk they’re willing to undertake in order to enjoy the satisfactions of working independently. Knowing some strategies for managing the risk will allow you to make a well-informed decision.Of the seven strategies include I dialed the first number on my list and got an emphatic "NO" from the homeowner. Fifty calls later, I had 45 "NO" responses and five phones slammed down in my ear. I felt like quitting. Since that was not an acceptable option, I sat down with a cup of coffee and rethought my approach. I decided that instead of asking if they would like to change to a less expensive long distance provider, that I would pre-screen them. Before getting back on the phone, I spent several minutes practicing smiling while I read out the new script I had just written. When I felt that I was ready, I picked up the phone and called the next number. A lady answered and I said, "Hi, my name is Gilbert Griffiths. I’m doing a survey. Do you do a lot of long distance phoning?" She said, "Well we do some." I asked, "How many calls would you make in a month?" She said, "Oh, about eight to 10." I asked, "How long would these calls be?" She replied, "Well, I phone my mom once a week and those calls are 20 to 30 minutes long, and the rest would be 10 minutes or less." I said, "How would you like to make those calls for 10 cents a minute?" She said, "That would be great, I’d save at least $10 a month." I then explained how she could do it and she told me to bring the forms over. The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while you are talking, you will have more positive responses regardless of which script you follow. Here are several tips to make your cold calls more successful from someone who has made thousands of these calls. Believe that what you are offering is going to benefit the person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice. If you believe in what you are offering, you will be much more enthusiastic. Smile while you are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice. Don’t be discouraged by negative responses. It is not personal. They just don’t want what you are offering. If you find that you are getting a lot of negative responses and you have a good offer, then change your script. Never give up. The more calls you make, the better you will become. Remember, th How To Develop Higher Levels of Emotional Effectiveness For Greater Sales Success! do some." I asked, "How many calls would you make in a month?" She said, "Oh, about eight to 10." I asked, "How long would these calls be?" She replied, "Well, I phone my mom once a week and those calls are 20 to 30 minutes long, and the rest would be 10 minutes or less." I said, "How would you like to make those calls for 10 cents a minute?" She said, "That would be great, I’d save at least $10 a month." I then explained how she could do it and she told me to bring the forms over.Everyday, people dismiss the role that emotions play in the cold hard reality of today’s business as well as in our personal lives. People’s excuses for acting irrationally come from focusing too much on feelings. Let’s be honest – the coldest, hardest truth is that, like it or not, emotions play a major role in every area of our lives and wishing it wasn’t so accomplishes nothing.Emotional Effectiveness is what keeps you in balance for achieving, manifesting and reaching higher levels of performance in all areas of life.Often you hear people refer to highly successful people as having emotional intelligence. A term used by many leading researchers to The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while you are talking, you will have more positive responses regardless of which script you follow. Here are several tips to make your cold calls more successful from someone who has made thousands of these calls. Believe that what you are offering is going to benefit the person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice. If you believe in what you are offering, you will be much more enthusiastic. Smile while you are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice. Don’t be discouraged by negative responses. It is not personal. They just don’t want what you are offering. If you find that you are getting a lot of negative responses and you have a good offer, then change your script. Never give up. The more calls you make, the better you will become. Remember, th HAZWOPER - Understanding the Standard Many materials used in industrial processes are potentially dangerous to our health and to the environment. With the increasing complexity and sophistication of modern industrial processes, the use hazardous materials, such as chemicals, solvents and rare metals, are also on the rise. The wastes produced by these industries are equally hazardous, if not more so. Improper handling of hazardous materials can have disastrous consequences. It is, therefore, vital that employees know how to recognize these potentially dangerous substances, how to handle them safely, and how to dispose of them correctly. |