BREAKING THE VOICE MAIL BARRIERWritten by C.J.Hayden, MCC
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Whenever you leave a message, include some incentive for person you are calling to have a live conversation. "I would like to introduce myself" is not a reason for prospects to talk to you. Why should they care? Tell them what it is you think you can do for them in their own unique situation. And do it in 30 seconds -- no one likes long voice mails from strangers, and delete key is at their fingertips. Look for some connection between you and person you are calling that you could put in your message. A mutual acquaintance, membership in same association, or having attended same event are all worth mentioning. If you have seen them speak, or read about them in news, compliment them on it. Be warm, friendly and upbeat, so your message is a pleasure to listen to. If you have called, left messages, and still can't get through to person you want, send an e-mail. Many people will quickly respond to e-mail because it is easy. If you can interest them in what you have to offer (without revealing all details), they may be willing to set up a phone appointment with you to find out more. When you don't have person's e-mail address, try finding it on company's web site or asking receptionist. Should you ever stop calling? That depends on value of potential sale. A $1000 sale might only be worth two or three calls to you, but a $10,000 sale would certainly pay for many more. Every salesperson has a story about a customer who finally said yes after 17th phone call, so if it seems worth it, don't quit!
C.J. Hayden is the author of Get Clients NOW! Since 1992, C.J. has been teaching business owners and salespeople to make more money with less effort. She is a Master Certified Coach and leads workshops internationally. Read more of her articles or subscribe to her free newsletter at http://www.getclientsnow.com
| | How to Use Public Speaking to Attract ClientsWritten by Steven Van Yoder
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Speaking gives prospects a taste of what you offer in a non-threatening environment. When they are in a room full of people, they feel comfortable. There's safety in numbers. They do not feel sales pressure of a one-on-one meeting. It's also low risk, as chances are, they didn't pay as much to hear you speak as it would cost to hire you. Get On The Program You don't have to be a seasoned speaker to put speaking to work for your business. If you're willing to speak for free, you'll find that there are more outlets available than you'll know what to do with. "If you can get up there and do a decent job you will immediately position yourself as an expert in minds of an audience," says business coach, author and professional speaker Caterina Rando. "You only have to be 'decent' to make an impact. Even though speaking can be scary at first, anybody can find groups to speak to and master basics of giving a good speech." Choose right topics Before you contact an organization about speaking, create sample talk descriptions with catchy titles. For example, a financial planner could avoid generic descriptions like "Planning Your Retirement," and use a more snappy title like "Enjoying Your Gold Years On A Champagne Budget". Targeting speaking opportunities Once you are clear about your topic and its benefit to audience, make some calls and offer yourself as a speaker. Here are ideas of where to look for a free podium. Many of these groups need speakers all time. · Chambers of Commerce · Service Clubs · Industry Specific Associations · University Extensions · Professional Associations Getting most out of your speech The promotional value of your talks goes beyond your time on podium. Often, when you speak to a group, group publicizes event. Many people who do not attend event will still read information, or will hear about you from other attendees, and may give you a call. Consistency is big thing. Getting out there and speaking on a regular basis keeps your pipeline full of prospects. When you're done, put a follow up mechanism in place, even if it's a simple mailing or newsletter. If you keep in contact with people who've heard you speak, you get more long-term leverage from your efforts.
Steven Van Yoder is the author of Get Slightly Famous (tm.). He teaches small business owners how to attract more business with less effort by becoming a mini-celebrity in your field. Visit www.getslightlyfamous.com to claim your FREE Slightly Famous Marketing Plan Workbook.
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