I know a rep who’s about to seriously stand out from her competitors.
She’s not going to compete by lowering her prices or offering special promos.
She’s not going to compete by having deep pockets for advertising slick marketing pieces.
She’s going to stand out because she knows;
Exactly HOW she’s going to communicate her message.
How she’s going to mix up her forms of outreach so she ISN’T just hitting them up via phone and email (the two noisiest channels by the way)
And HOW she’s going to vary her message so she DOESN’T condition people to disregard and delete her.
She’s going to be heard, she’s going to stand out and she’s going to be remembered.
Why?
Because 99.9% of the sales population thinks about their messaging as they’re reaching for a phone or keyboard.
The result is that typically, the message becomes, well, typical!
That WON’T be the case with Elizabeth!
Elizabeth has taken the time to create a “communication map” outlining;
The type of outreach (phone, email, snail mail, FedEx, drop in, drop off, social networking, traditional networking, content, creativity, referral/warm intro)
The type of message (intro, resource, invite, idea, introducing two people who should know each other, info, helpful hint etc)
When these forms of outreach occur with regard to the other “touches”.For example, how long will Elizabeth wait after she’s sent that FedEx or that LinkedIn invite?
Now because Elizabeth has taken the time to create her “communication map”, she can now use each “touch” in concert with another “touch”. For example, in her email, she can tell the recipient to watch for something from her in the mail or simply let them know what they should be on the lookout for next, (and when they should expect it). I call this a “reverse call to action” and it results in more people taking your calls etc.
So how can you be more like Elizabeth?
Create your own “communication map” and . . .
Maybe You Need To Hunt For Business Differently
So there you are, with phone in hand, calling potential customers.
The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . .
You actually get through to someone!
They listen to what you have to say and you actually have a dialogue. Things are looking good, there’s some degree of interest but for whatever reason, you still don’t get the appointment.
Bummer. Right?
And Now The REALLY Sucky Part . . .
They’ve probably forgotten about you within seconds of that call!
Just think about all the things that are going on in their world.
They are dealing with internal and or external customers.
Lots and lots of work!
How many more calls and voicemails will they deal with that day alone?
FastCompany Magazine says they will be exposed to over 3,000 advertising messages each day.
They will consume 100,000 words of content (University of California, San Diego)
If they are to be considered an average user of email, they will send and receive over 100 emails each day. That’s at least 100 opportunities to forget about you. No?
They will be interrupted an average of 7 times each hour according to Wendy Cole from Time Magazine.
And since a report by the BBC states that the average attention span is 8 seconds;
They’ve probably forgotten about you . . . mighty quick.
So how do you keep in touch in a way that . . .
Doesn’t bore the hell out of your prospect?
Doesn’t condition them to continually ignore you?
That’s why you need to hunt for business more effectively and that’s why I created a really cool, online program to help!
Here’s the plan . . .
In Session 1, we’re going to explore 10 ideas to help you hunt for business differently. I promise that in this session alone, there will be several ideas that will make you think differently about your hunting practices!
In Session 2, we’ll discuss how you can master this thing we call “email”! I have tips that will help you with your subject lines, overall message, how to improve your response rates and a few tactics that will forever change the way you approach emails going forward!
In Session 3, I’m going to show you exactly how I use “snail mail” (and FedEx too) to stand out and get mucho responses in the process! And no, we’re not talking about massive direct mail campaigns here gang. We’re talking about simple, inexpensive things you can do on your own without that pesky marketing department getting involved.
In Session 4, we need to have a serious heart to heart on how we can marry social networking into your overall sales efforts. I’m going to show you how to listen for important “clues”, how you can stand out and how you can transition your relationships off your computer screen without the conversation “getting weird”!
In Session 5, I’m going to show you how you can use traditional networking to create some pretty powerful relationships. I’ll share some common mistakes (and how you can avoid them) and I’ll even show you how you can jump start conversations and gracefully end the ones that are going nowhere fast!
In Session 6 we’re going to cannonball into the money pool you can create by learning how to get more referrals from your existing business. I’ll show you a system I use that can double and triple the amount of referrals you’re getting. We’ll talk about when to ask for referrals and how to condition your clients to keep giving you more in the future!
In Session 7 We’re going to talk about how you can use creativity to stand out and capture the attention of your prospects. I’ll share numerous real-life examples of what sales reps are using in the field as well as a technique you can (and really should) use with your top prospects!
In Session 8 I’m going to show you how you can work the phone into this entire process and as a bonus, warm up the “cold calls” quite a bit!
In Session 9 you’ll learn 2 absolutely lethal techniques called “mixing” and “mapping” and how you align all of the various “touches” into an effective communication plan.
When?
Whenever you’d like to attend! How’s that for respecting your busy schedule? Since this is an on demand course, you go at your own pace. Once you sign up, you’ll receive the pre recorded sessions once a week.
Where?
On your computer screen! Enjoy the program from your favorite chair!
Here’s What You Get . . .
(9) 60-75 minute pre recorded sessions
Worksheets
Additional reinforcement links, eBooks etc
Email access to me during the program to answer any questions, bounce ideas off of etc!
How Much?
$695
And yes, I discount (and offer special extras) for 2 or more. Email me for special pricing paul@yoursalesplaybook.com
Click HERE to download this program instantly!
