Customized Selling Model We completed an analysis of current one on one selling model he was using with customers in their home. What materials did he use? What was sales presentation? What were words used? How can this sales model be made more effective? What materials will help to distinguish his business from other bidders? The result of these efforts customized a sales model that made him more effective in his current selling situations.

Management System We create a simple management reporting process. This involved record keeping, goal setting and testing different strategies being used by business owner. The result of these efforts will be ongoing data on what is working and what is not working for his business.

By using these six steps over a 3 month period of time, business was able to increase number of customers and create foundations for building a business niche.

If you want to learn more about how you can use niche building strategies to increase your profits, email me at al@hanzal.com. For more articles on small business issues click www.innovativesellingskillsforsmallbusiness.com.

Copyright Al Hanzal, 2004. All Rights Reserved

Hanzal Enterprises, Inc. 4191 Granite Court Eagan, Minnesota 55123 651-495-3340

1.)Establish a written company policy for employee telecom usage. Make an inventory of all services and features that your company utilizes, then break it down and list acceptable usage for each company department. For example, sales people who are on road constantly will have more wireless usage or calling card privileges than someone who spends more time at home office.

2.)Block unnecessary pay-per-use features on local service plans. With exception of directory assistance, most local service providers can block unwanted pay-per-use features. Your local package may include some features that were previously billed on a per-use basis. Check with your local carrier to determine features you want, and then block others that can be easily abused. These would include features like directory-assistance call completion; call return, 3 way calling, and especially 900 number services.

3.)Block all inbound collect calls. Accepting collect calls can be a huge expense if done on a regular basis. Calls that originate from state penitentiaries are handled through a company called Correctional Billing Services. If you find this company name included on any bills, then an employee is accepting collect calls from an inmate inside a prison or correctional facility. If line is reaching a DID number, then it is easy to track culprit accepting calls. If not, it may be more difficult to determine just who is receiving calls. You can and should block collect calls from being accepted. Call your local exchange carrier and let them know all lines you would like blocked.

4.)Designate and train one or more employees to review bills on a monthly basis. Most employee abuses can be uncovered with routine auditing of local phone bills. Assign one or more employees to thoroughly review bills each and every month. In doing so, you will uncover not only employee abuses but also a wide variety of abuse and fraud by carriers themselves!

5.)Consider outsourcing your telecom department to an experienced telecom bill management firm. Many companies are now utilizing telecom bill management and consulting firms to take care of every aspect of their telecom departments. For a small fee per bill, you can have all headaches and time-consuming tasks of bill paying, moves/adds/changes, and monthly auditing done for you. They will uncover employee and carrier abuses and fix them as they occur. This kind of arrangement can easily pay for itself and eliminates need for a salaried employee to spend time reviewing and paying bills and especially dealing with telecom carriers each time a line or feature is added, removed or changed.

Telecom overspending can be a real source of waste in any company. The bigger company, chances for employee abuses grow. Make it a point to implement steps you need to take to identify and eliminate these abuses. Failing to eliminate employee abuses could be costing your company a small fortune in unnecessary telecom spending.