Geek Speak II - The Awakening

Written by John Warzecha

Geek-Speak or techno-babble is pervasive. It seems that we are so impressed with our technical knowledge and expertise that we forget our audience. As I stated in my first article "Geek- Speak," it is important to simplify, simplify, simplify. This applies, not only to e-mail or on-line business, but to everyday usage as well. Recently I observed a salesman in a computer store mesmerizing an elderly couple with his techno-babble. They had come intorepparttar store looking for a computer for some very basic needs. The salesman was very impressive with his knowledge. He talked aboutrepparttar 127445 clock speed ofrepparttar 127446 computer. He comparedrepparttar 127447 various processors and showed themrepparttar 127448 3-D Graphics capability ofrepparttar 127449 computer. Then they were told aboutrepparttar 127450 56K,V.90 modem, that they could get a DVD ROM and that, if they wanted to, they could upgrade from 64MB of RAM to 128MB of RAM. It was obvious that he knewrepparttar 127451 product extremely well. His technological knowledge was encyclopaedic. Just as impressive was his monumental lack of knowledge ofrepparttar 127452 customer. He never listened to them at all. They smiled and agreed with his evaluation, thanked him for his time, and proceeded to look at other products. A few minutes laterrepparttar 127453 same salesman cornered another couple and proceeded withrepparttar 127454 same techno- babble or Geek Speak. A few minutes later this same elderly couple were approached by another salesman who offered assistance. They seemed reluctant to talk to him. I could only assume that they were afraid ofrepparttar 127455 same barrage of Geek -Speak that they had been subjected to before. His first question to them had nothing to do withrepparttar 127456 computer other than asking what they were looking for. Duringrepparttar 127457 next thirty minutes he talked to them about their interests. He discovered that they had a son in Australia and a daughter in England, not to mention an extended family throughout North America. They informed him that they were both history buffs. He also found out that she enjoyed cooking. He discovered that they would like to stay in closer touch with their family. This was one thing that he focused on.. Not once did he talk about DVD, RAM, ROM, clock speed, or pixels on a screen. They had heard about e-mail but never really investigatedrepparttar 127458 possibilities. They had believed that they were pastrepparttar 127459 point of obtaining any serious knowledge of computers. The first salesman reinforced this belief that computers were too complicated.

How To Use The Phone And Your Smiling Face To Turn Leads Into Sales

Written by Kahlia Hannah

Times have been a little lean for many businesses. You may need to generate cash fast.

Here are simple effective ways to multiply sales quickly with nothing more thanrepparttar telephone and your smiling face.

I'm not talking about canvassing from one neighborhood torepparttar 127444 next gettingrepparttar 127445 door slammed in your face. These techniques work best to get sales from:

* Customers who have bought from you recently. * Old customers who haven't purchased in a while. * Prospects who have shown an interest, but never bought. * People who have a good reason to buy from you, but haven't heard about you yet.

You can already see you are in pretty friendly territory. Seventy-five percent ofrepparttar 127446 people in this list are VERY likely to buy. So why not get in touch? Give themrepparttar 127447 opportunity to let you help them.

Start by making a list of customers and prospects you will contact. Unless you have a team of helpers, keep your list small enough to service overrepparttar 127448 course ofrepparttar 127449 next few weeks.

When working alone, I usually make my list no longer than 10 customers per week with a maximum of 50 to reach in five to six weeks. This is fairly lesurely. If you haverepparttar 127450 desire or needrepparttar 127451 money, you might go for 30 to 50 per week.

Start with a phone call. It can sound like this:

"Hello John! This is Melinda Smith at Smith Technology. We talked last month when our guy was out to fix your computer. How are you?.......John, if you have just a moment---This month we're offering a PC tune-up that increases your computer's speed and eliminates all those crashes."

If John is interested, you are off and running toward a sale. But what if John is a bit hesitant? Tell him you have several different things that can save him time, hassles, and money. Offer to stop by and show him in a face-to-face visit.

"John, this will only take a few minutes and it could save you a great deal of grief for months. Would Monday at 2 or Wednesday at 10 work for you?"

I like to give customers a choice of two appointment times. You are giving them a choice while using a firm hand to get a commitment.

What happens if you can't reachrepparttar 127452 customer? You will have this problem with half or more ofrepparttar 127453 people you call. Be sure to leave a message on their answering machine or voice mail.

Cont'd on page 2 ==> © 2005
Terms of Use