Greetings Friends,
Last week Wednesday, I had a great hour-long seminar
sharing some techniques and ideas for business owners and sales people. How to maximize their potential and have
massive results to attain the income they desire.
Here is a recap of what I spoke about.
I discussed three pitfalls that are very common by business
owners,
1.
No P.O.A. ( plan of action)
2.
They don’t know their
numbers
3.
They don’t know their
customer base
Let me expand a bit on each of these points.
No P.O.A. = there is a study done by ATT ,only 42% of
business owners write a business plan and from those, 69% contributed a great
part of their success due to their business plan.
I then expanded on some ideas how to put your genius to
work.
·
Have a clear vision where
you would like to reach
·
Believe you can achieve and
deserve to reach you desire
·
Plan practical steps how to
reach your goal
To start your creativity going remember, this quote
WRITING CAUSES THINKING- THINKING CREATES IMAGES – IMAGES CAUSES
FEELINGS – FEELINGS CAUSE ACTIONS – ACTIONS CREATE RESULTS
A great tool I suggested, was using mind mapping by Tony
Buzan, I find it a great tool to use when trying to plan an objective or to strategize
on an objective. In addition, mind
mapping helps you see everything you need in one glance and it helps trigger
your creativity.
Then we touched upon a crucial aspect of a successful business;
the sales department. We discussed one
of the obvious challenges that countless sales people face, The Follow Up.
Studies have shown that sales people do not follow up enough
to get the sale. Since the close of the
sale does not usually happen on the first call, following up is crucial. This frustrates sales people to no end,
constantly thinking and rethinking should they call the prospect, should they not
call the prospect. Should they call now
or later and then comes the big one, how many times should they keep on calling
the prospect and so on. The chase goes on, this all too familiar to all of us.
The idea I learned from my sales coach Chuck Bauer he calls
a T.O.M.A. campaign. Check him out at www.chuckbauer.com
there is endless amount of wonderful techniques and ideas to take your income
to the next level.
T.O.M.A. stands for T=top
O =of M =mind A =awareness. Do not let the acronym fool you; this is
actually a simple but brilliant way to keep in front of your prospect on a continuous
unique way.
The basic idea is, every time you start on a new prospect
you right away prepare pieces of mail
scheduled to go out on scheduled intervals . You do the work once and then
forget about it. You address and stuff the envelopes right away so the work is
finished. Use colored envelopes to trigger curiosity and uniqueness.
File the prepared envelopes In
a 30 day section folders ,in the appropriate date you want it to be mailed out.
The only thing to do every day is to mail all the mail in the section for that
day.
The same is with email, prepare as many drafts of emails
that you would like and every time you start on a new prospect, you right away
prepare the emails and schedule them for delay delivery to go out one email a
month.
You do the work once and for the rest of the time the work gets done on
its own. The genius behind it is, you
keep on touching your clients in a unique way without wasting any of your
precious time.
I must confess this
is a short overview and does not cover the complete psychology behind it. For several important guidelines to follow if
you want to get the highest results or for help to do implement this Technique and much more, reach out to me for more information, my email is pinny@pinnyziegler.com .
Successful Selling
Pinny
