Dialing for Dollars: How to Get Appointments with Your Best Prospects

Written by Jill Konrath

Continued from page 1

Suddenly I realized I was talking to a human, not a machine. I was dumbstruck. The last thing inrepparttar world I expected was to getrepparttar 127272 Vice President of Sales in person. No one ever answers phones anymore.

My mind went blank; everything I planned to say totally disappeared. Words came pouring out of my mouth. I bumbled. I stumbled. I sounded like a blathering idiot. I would have hung up on me!

Sure enough,repparttar 127273 VP was quick to cut in, “We don’t need any of that. We handle it all internally.”

Under just about any other circumstances, I would have takenrepparttar 127274 comment in stride and addressed it easily. Instead, I sputtered, “Oh ... Well, thank you for your time,” and got offrepparttar 127275 phone as quickly as I could.

Shaking my head at my own incredibly stupid behavior, I started to laugh ... and laugh and laugh. It couldn’t get any worse. Now, I was ready to make calls.


1. NEVER, EVER call your best prospects first. When you’re selling something new, there are always glitches to work out and new obstacles to overcome. I tell this to every sales group with whom I work. If I’ve said it once, I’ve said it a million times. “Practice on your B or C prospects - ones you can afford to lose.”

2. Have a voicemail plan AND a real person plan Even though 95% ofrepparttar 127276 time you’ll probably get voicemail, you must have a contingency plan in case a human answers.

3. Be prepared for common obstacles too. When you’re selling you can almost count on hearing things like, “We don’t need any” or “We’re happy with our current vendors.” Don’t be stupid like I was and say, “Oh.” There are much better responses. Plan for them.

4. Makerepparttar 127277 process a learning opportunity. If you don’t getrepparttar 127278 reaction you hoped for or you run into some obstacles that are difficult to overcome, simply consider that feedback. Look at what you’re saying and how you’re saying it. Make changes and try again. Don’t let yourself be defeated by a few rejections. Figure out what needs to be different and experiment. It truly isn’trepparttar 127279 end ofrepparttar 127280 world unless you let it be.

5. Laugh at yourself - we all make mistakes. Sometimes I can’t believe I actually called my best prospect first. I knew better. I also can’t believe I didn’t prepare for talking to a real person. Again, I knew better. Don’t ask me where my head was that week. I guess I just wanted to get out there and make things happen. And I really did want to do work with that company.

Fortunately,repparttar 127281 conversation was so short I didn’t make any lasting impression. I think I’ll call Peter again soon and do it right this time!

Jill Konrath, President of Selling to Big Companies, helps small businesses win big contracts. She has FREE monthly e-newsletter, "Quantum Leaps Selling: Ideas & Insights to Increase Sales.” To sign up, send a blank email to mailto:jill@sellingtobigcompanies.com with SUBSCRIBE in the subject line.

For info on speaking, training or consulting services, please call 651-429-1922 or check out our web site ( http://www.SellingtoBigCompanies.com )


Written by Jennifer Johnson

Continued from page 1

Aren't there any other matters to consider in deciding whether to incorporate or not?

Higher administration costs to comply with company law, payroll and bookkeeping is one factor. Another issue is pension planning. Extracting profits out ofrepparttar company as dividends rather than salary means that there will be no "net relevant earnings" and therefore pension contributions can't be made. Butrepparttar 127271 advent of stakeholder pension plans has meant that contributions up to œ3,600 per year can be made withoutrepparttar 127272 need for any earnings. If a person does not wish to transfer funds in existing plans into stakeholder because of high charges, there is a way out:repparttar 127273 best net relevant earnings (i.e. salary) in five consecutive years can be used for making contributions forrepparttar 127274 next five years, even if there were no salaries inrepparttar 127275 remainder four years. It is comforting to know that entitlement to basic state pension is not affected by taking a salary fromrepparttar 127276 company atrepparttar 127277 level of a person's personal allowances i.e. œ4,615.

Furthermore, an individual may decide not to bother with pension plans and instead invest in ISA. Often, these can be more efficient than pensions but that's besiderepparttar 127278 scope of this article. If that option is taken, no salary is necessary.

Another factor is business motoring. It might be tax advantageous for an unincorporated business that owns many cars not to incorporate because if these cars have some private use there will be benefits in kind taxed onrepparttar 127279 users. These are generally higher thanrepparttar 127280 straight apportionment between private and business for all car running costs inrepparttar 127281 case of sole traders.

The conclusion is that there can be considerable tax savings waitingrepparttar 127282 sole trader who decides to go downrepparttar 127283 road to incorporation. But, one needs to proceed with caution and careful planning. And don't forgetrepparttar 127284 biggest advantage of incorporation, which is Protection from Personal Liability. Incorporating is one ofrepparttar 127285 best ways to protect a business owner from personal liability. Shareholders of a company are generally not liable forrepparttar 127286 obligations ofrepparttar 127287 company. Creditors of a company may seek payment from its assets, but notrepparttar 127288 assets ofrepparttar 127289 shareholders. This means that business owners may engage in business without risking their homes or other personal property.

Thank you for takingrepparttar 127290 time to read this Article. I hope you've found it useful. If you have, please drop me an email and let me know what you think.

You can email me at...


Alternatively, you can visit our website at http://www.tax-accounting-london.info and read a series of other full length articles that presentrepparttar 127291 complete picture on a variety of interesting topics.

If you would like to know how to save tax and make sure that more of your hard earned cash stays with you to expand your business and increase your profits, we have a Free Special Report addressed to small businesses either starting up or already in business. This Exclusive Free Special Report is available automatically when you subscribe to our regular series of Free Newsletters on finance advice and tax planning by visiting our subscription area on our website www.tax-accounting- london.info. It is complied from real life situations dealing with small business tax affairs for over 10 years and it is loaded with down-to-earth advice and practical, understandable examples.

LEGAL NOTICE Whilst every care has been taken inrepparttar 127292 preparation of this article,repparttar 127293 author cannot accept responsibility for any errors or omissions. Proper professional advice should be taken at all times.

We retain copyright forrepparttar 127294 contents of this article. Any unauthorized copying or onward distributions are prohibited without our consent.

Jennifer Johnson is the owner of Logo Design Zone. She can create a 100% unique, totally memorable logo for your business - for UNDER $200! Does your current logo make the grade? Take Logo Design Zone's free logo quiz and find out!

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