Debbie Mayo Smith, International Motivational Speaker
Motivational Speakers, Sales, Marketing, Time Management, Productivity, Technology, Tips

Archive for the ‘APN’ Category

Cold call tip

Tuesday, February 9th, 2016

Do you ever have to make cold calls? here is a fabulous tip told to me by Sarah Reilly of ITL, New Plymouth

Most telemarketers (at least initially) work off a script. This script is invariably written by someone who has never actually made a cold phone call to a prospective client. This is obvious from how detached and verbose they are. The trick is to ascertain whether or not the customer meets your sales criteria before they realise you’re a telemarketer. There’s no need to be brisk (and it’s important to smile while talking) but for your sake and theirs get to the point – as an example this one little change moved me from minimum wage to over $40k p.a. commission only while working only 14-17 hours a week.

‘Hello my name is …………. and I’m calling from…………

Have you heard of us before?

We we are…………………………(insert company history – *yawn*) and we’re currently trying to locate mortgage holders in the area. Would you fall into that category?’

Aside from taking forever to find out that they didn’t have a mortgage, thereby rendering them ineligible for the promotion anyway, we were prone to wasting at least 1 hour per shift repeating that opening for teenagers and the elderly, who were obviously not mortgage holders either.

This is the new conversation-launcher:

Hi its Sarah calling from Home-Loan Solutions. We’re just trying to locate mortgage holder’s in your area this evening, would you happen to have a mortgage on the home there?

With the right tone of voice, speaking clearly and not too fast, this gets an excellent response. It lowers the number of ‘Not interested’ straight away because you’ve given them a concise yes or no question.

The conversation is now on your terms. You’ve also removed at least half of the people who say not-interested simply because you sound like a boring and long-winded telemarketer.

If they say no, that’s great – you can cross them off and you only used 10 seconds of your time. If they say yes you have the perfect platform to throw bait from. ’12 years off the mortgage with no extra repayments’. Now, they’re listening.

If you liked this tip please share with friends and colleagues.

Creative Email + Smartphone Time Saver

Wednesday, November 18th, 2015

Simple software functions can be significantly beneficial when you think about using them creatively to solve your problem of having ‘no time’.

So let’s look at a simple twist on what is a common function; a newish function and a moderately used feature. I’m going to be talking smartphone/tablet as well as Outlook here (as webmail won’t have the ability).

Think of the repetitive typing tasks you do now. Sending out the same details such as location, bank account deposit numbers, thank you’s, directions, clauses.

You have a choice. You can retype and type and retype. Or you can use these ideas:

On your smartphone, take of these repetitive phrases and save them in your notepad. The next time you need the information in a SMS or email, go to the note, double click to copy it all and paste it in your new SMS or email.

Outlook 2007-2013 use Quick Parts. First open a new email, type the text you would like to save. Highlight the text. On the Insert tab, in the Text group, click Quick Parts, then Save Selection to Quick Part Gallery. After you save your content to the Quick Part Gallery, you can reuse it over and over and over again in a new email by clicking the Insert tab, Quick Parts.

A few Quick Part thoughts:
• Thank you (for your enquiry, response, interest, request for more information)
• Lovely meeting you at the …
• Responding to a meeting request, applicants
• Segments of quotes
• About our company
• A Google map link to your location

Creating PROFIT

Wednesday, November 11th, 2015

Creating Profit

I think one of the reasons that I am often brought into small sales conference meetings is the fact that I am like each member of their sales team.

We each have 1001 things to do each day. We have to bring in more new clients, and keep existing ones happy. We often have long lead times and have to do much more with less resource. We have family commitments (mine being hubby, six kids and five animals).  Even with these constraints I’ve been able to grow a successful business, write sixteen business books and keep everyone happy.

PROFIT

Persistency

If someone has potential to do business with you, you never give up on a viable prospect no matter how long it takes.

Routine

Create your own systems, routines for following up such as phone calls and regular newsletters. You not wait for the phone to ring. Your activity creates success.

Offline/Online Communications

Develop a communication strategy. Mine has always been to put myself in my markets shoes and think of what information can make them more successful in many aspects of their life via tips. You’ll find this keeps people subscribed, reading and referring. In this day and age – priceless.

Information

Your most valuable business asset is an information rich database of existing and prospective clients. To use and to target.

Technology

Using your everyday business tools enables you to accomplish all the strategies above –in the office. On the road. By learning the features of your smartphone, your software and using mobility you can make magic happen.

Losing Your Sale On Price

Wednesday, November 11th, 2015

I’d like to talk about staff selling face to face with your customers. Do they need training?

I, who knows nothing about paint, went to the hardware store to buy white paint for the kitchen. My only guidance was my partner instructing me to purchase one that was water based. My first port of call was a small, local hardware store, not one of the mega stores.
The long story shortened to one sentence is when I asked about white paint, there was no questioning. The salesperson directed me to the cheapest paint. I walked out and next went for the longer drive to the Mega store.
Your takeaway? Your assistants, your clerks are not sales staff that receive training in sales. Help them to help your customers like this.

1. Find what their problem/needs are first
I would have loved the conversation to go like this: ‘What are you planning on painting? Things you should think about for the kitchen is x,y,z.’

2. Find what your customer’s level of knowledge is
‘You asked for water based paint. Why? Do you know about the different type of paint that would be suitable for the ceiling and walls?’

3. It’s not always about price
Price wasn’t my main consideration, yet that was the only point the sales assistant was working on. It might have been important for the customer before me, or after – but it wasn’t mine. So teach your sales people to remember not every customer is the same and listen in their questioning if; or when, price comes into it.

Great Inbox Shortcut

Wednesday, September 2nd, 2015

Here’s a quick and simple trick to learn if you use Outlook.

Control + N opens a new email.

Alt + S sends it.

How easy is that? No mousing

Making business friends

Wednesday, August 19th, 2015

When does one and one equal much, much more than two? When you develop the synergy of working with other likeminded businesses. Call it developing working alliances; strategic partnerships; networking; joint marketing. Call it what you want – but I can’t stress the importance of it enough.

Take a look at what you do and find a non-competitive partner whose services or products have an affinity with, or complement yours. Meet like-minded people with big email lists. Both of you can win by getting your names in front of a whole new audience. This would not only ring-fence both sets of clients from other competition, it also adds value and service to them. Not to mention the potential to significantly increase your income earning abilitly from this new alliance.

Thinking inside the square: • Financial services = Fire/general + Risk + Investments + Accounting • Marketing = Advertising + Printer + Web development + Direct Marketing Companies + Copywriters • Gifts = Flowers + Chocolates • Computers = Hardware + Software + Consultants Do think outside the square: • Think about your kids’ school. Many of the parents will be professionals. • Real estate agents – think of their contacts for insurance, architects, investors, etc. • Probus clubs • Clubs (RSA’s). Bowls. Tennis clubs. A language school. A local university with night classes. Speciality clothing stores. Sports clubs.

If you liked this tip please share it with your friends and colleagues.

Benefit of word of mouth

Friday, July 24th, 2015

Your staff need to understand the benefits of getting it right.

New Zealand research shows that when people have a great customer experience:

• 80% tell on average nine other people

• more than one-third actually give you more business

• 55% recommend you.

Best way to grow a business

Ask staff to help you create a customer experience so good it inspires people to tell others, which will bring in new customers – in essence free advertising.

London School of Economics research shows companies with a lot of people saying good things about them (and very few saying bad things) grow four times more swiftly than other companies.

If you like this please share it with your frineds and colleagues.

15 Business Changing Words

Monday, June 29th, 2015

Many years ago, if you were in the audience, you would have heard an Australian speaker – Winston Marsh tell a group of self employed professionals to ‘be a better marketer of what you do, than a doer of what you do.’ He went on to explain that you can be the best in your business – best agent, best accountant, best travel broker, but if no one knows about you – what good is it.

While I don’t subscribe to being a better marketer than practitioner of your chosen profession, there is no doubt that most could be more successful by simply being better at promoting their businesses.

The cheapest, easiest way to do this is to Keep a database and communicate communicate, communicate.

Never let any of your clients or prospects ‘go’. With all the work you do to create great customer service, marketing, advertising (if any) why waste the money and time and not keep a database to bring business back or keep the lines of communication open until they are ready to return or refer? A database can be your number one business asset – well next to your hands and mind of course. Communicate via email newsletters, social media or have an online blog that will resonate with your customer’s problems.

Want More Sales? Here’s How!

Wednesday, June 24th, 2015

A simple lesson to learn from a plumbing company

“Debbie, we had a large contract that was coming up in a few months. In the interim we needed to take up the slack with work so in order not to lay off staff. Naturally we thought we’d go to our customers first and see if we could get some new business from them.

We initially thought we’d contact 1000 of them with the idea of offering a complimentary check of their external electrical connection. Afraid of wasting our money on such a large mailing, we began with a trial of 100 letters. From those 100 we got 80 appointments! In fact we got so much work and were so flat out from that first mail out we were thanking our lucky stars we didn’t send the original 1000 planned!!!”

I know what you’re thinking. “Nice story Debbie. But I’m not a trade’s person. What’s this got to do with me?

What is your answer to these three questions?

  1. 1.     How detailed is your ‘marketing’ database? I didn’t say customer database because you should be thinking on a larger scale. Customers. Prospects (depending on your business).
  2. 2.     How closely can you target (relevance to them – not you?) How fast can you move when customer service or sales opportunities arise?
  3. 3.     How often do you use your database to add value to your service AND bring in $$$?

Cold Call Success

Wednesday, June 17th, 2015

Do you ever have to make cold calls? here is a fabulous tip told to me by Sarah Reilly of ITL, New Plymouth.

Most telemarketers (at least initially) work off a script. This script is invariably written by someone who has never actually made a cold phone call to a prospective client. This is obvious from how detached and verbose they are. The trick is to ascertain whether or not the customer meets your sales criteria before they realise you’re a telemarketer. There’s no need to be brisk (and it’s important to smile while talking) but for your sake and theirs get to the point – as an example this one little change moved me from minimum wage to over $40k p.a. commission only while working only 14-17 hours a week.

‘Hello my name is …………. and I’m calling from…………

Have you heard of us before?

We we are…………………………(insert company history – *yawn*) and we’re currently trying to locate mortgage holders in the area. Would you fall into that category?’

Aside from taking forever to find out that they didn’t have a mortgage, thereby rendering them ineligible for the promotion anyway, we were prone to wasting at least 1 hour per shift repeating that opening for teenagers and the elderly, who were obviously not mortgage holders either.

This is the new conversation-launcher:

Hi its Sarah calling from Home-Loan Solutions. We’re just trying to locate mortgage holder’s in your area this evening, would you happen to have a mortgage on the home there?

With the right tone of voice, speaking clearly and not too fast, this gets an excellent response. It lowers the number of ‘Not interested’ straight away because you’ve given them a concise yes or no question.

The conversation is now on your terms. You’ve also removed at least half of the people who say not-interested simply because you sound like a boring and long-winded telemarketer.

If they say no, that’s great – you can cross them off and you only used 10 seconds of your time. If they say yes you have the perfect platform to throw bait from. ’12 years off the mortgage with no extra repayments’. Now, they’re listening.

Search


Books

Marketing in Today's Wired World

Marketing in Today's Wired World alerts you to the many profitable and clever ways you can use email, txt, video and audio messages to boost revenues, recruit new business, cut costs, improve customer service and leapfrog in front of your competition.
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101 Quick Tips for Google and Email
101 Outlook and Google Tips Debbie's years of experience working with email and Google are packed into this easy to read #1 bestselling book.
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101 Quick Tips: Create a Great Customer Experience
101 Customer Experience Tips do you want more sales, referrals and repeat business? Then you need this book! You won't want to miss these 101 tips to place your head and shoulders above the crowd to build customer loyalty, word of mouth, and profits.
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101 Quick Tips: Surviving the Kids
101 Balancing Tips with nine children between them and busy careers, let Debbie and Mary Lambie use their experience to make this practical little book a goldmine of solutions for you.
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Conquer Your Email Overload Superb Tips and Tricks For Busy People
Save hours a week using clever, timesaving 'how-to' solutions to the top problems you have using email, your calendar, address books/contacts.
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