| |
| |
|
Marketing Information |
|
|
|
Burnout
Today I want to share a question from a reader who writes: How do I keep from being burned out while cold calling? My job is to call current customers and also call new business prospects. I have a quota of 60-80 calls to make per day, but it seems as though I cannot stay focused long enough to make even 50 phone calls. By the time I get finished calling my current customers and servicing their accounts, I am mentally burned out. I am in no state to begin calling for new business. What advice/strategy do you recommend to keep me "pounding the phone" and "dialing for dollars"? **** You ask an excellent question, and one that comes up for many people who conduct business over the telephone. Phone work can be exhausting! It is an intense experience. You must stay focused, listen carefully, assess prospects and respond quickly. Try making your new calls first. Set aside a specific time, such as the first hour or two in the morning (depending on how many customer service calls you need to make that day) and dedicate that time to making new calls and only new calls. When the time that you have scheduled is up-stop. Then, go on to your customer service calls. In addition, be sure to give yourself breaks throughout the day. Get up every hour and stretch. Walk around your office. Drink plenty of water throughout the day, so that you aren't dehydrated. Give yourself incentives. For example, every time you complete a predetermined number of calls, put some money ($1, $2, $5...) into an envelope. At the end of the week, take that money and treat yourself to something-even if it's only an ice cream cone! Find a mentor in your office (or outside your office) to whom you can go for a pep talk now and again. Maybe there are others in your office who are also feeling burned out. Form an informal support group. Gather testimonial letters from customers. (This is a great marketing tool as well!) Make copies and post them prominently near your desk. Take a yellow highlighter and highlight all the really good parts. This way when you feel a little burnt; you can remind yourself of all the wonderful things customers have said about you, your company and what you are selling. Recognize that what you are doing is difficult, and give yourself credit for what you accomplish! Remember that all your current customers were once new customers, and before that, they were probably new calls! Think about the all benefits you bring to your customers-you will bring those same benefits to the new calls you turn into customers. Make a list of those benefits, and also post that list prominently, so that you can look at it when you need a boost. Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com. © 2004 Wendy Weiss
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
Direct Mail Offers: Eight Steps to Making them Effective Every direct mail package you drop in the mail should contain an offer. The offer is the incentive or reward that motivates prospects to respond to your mailing, either with an order or with a request for more information. Why Most Marketing Videos Dont Work Every now and then I will meet someone who has commissioned a marketing video that did not work for their company. It is a sad state of affairs and it is avoidable. 4 Steps to Successful Offline Drawings There are many different ways to market offline, each important to your success. One of these being drawings. 3 Strategies to Market Your Business Even When There's No Money Many small and home based businesses know they need to market and yet, have little or no money to do so. Sadly, many use this as a reason not to market. Make More Sells With Colors How Colors Effect Our Emotions?One of the most interesting things to me is how colors effect the way we think and feel. They effect us whether we are aware of it or not. How To Start With Absolutely Nothing And Create Wealth online in 30 days or less. Without a doubt, if you asked me, Shane if there was only 1 marketing strategy that you could use on the Internet, what would it be? Without hesitation I would say joint Ventures. Joint Ventures are easily the most lucrative Marketing Strategy ever invented and if you learn to do it right, will likely be the ONLY marketing strategy you will ever need to use. Maximize Your Lead Generation Efforts by Recycling Your Leads The basic lead generation process is pretty much the same from company to company. Inquiries come in?they're qualified?and then sent to the sales team. 7 Ways to Evaluate Your Marketing Plan Business owners often find it difficult to know whether their marketing tactics are working. This can be especially tricky when you use a combination of marketing activities simultaneously, or if using personal-contact tactics such as networking. Mortgage Marketing - How to Find Your Niche Ann Landers, Dr. Phil and Roger Ebert take pleasure in being recognized as leading experts in their respective fields. Can Message Board Marketing Work For You? One of the things that makes the Internet fun is all the message boards and forums. You can sound off about nearly anything, get and give advice, and even build a relationship or two. Developing the Unique Selling Proposition The "Unique Selling Proposition" advertising campaign was developed by Reeves in 1961. Reeves proposed that marketers offer products different from their competitor' offerings by developing products that have a special formula, design, or feature. How Prince Connects With His Target Market! While Internet legend (and young pup) Frank Kern would have you believe that I'm so old I should be confined to a wheelchair, I'm still on the good side of 100! And I can stil enjoy a good concert from time to time. My daughter - Rachel, my wife and I had the good fortune to score some last-minute tickets to the recent Prince concert here in Atlanta. Winning At Business With Your Marketing Game Plan Stuart from Colorado had talked to a number of marketing firms and gotten estimates for designing and printing his marketing materials and building a web site for his business producing promotional cds. One firm quoted $100,000 to build his web site alone. Direct Mail Postcard Rules It's a fact that your customers are your best leads. This means that the most likely people to purchase your products and/or services are the ones who have paid for them before. Specialized Mailing Lists Make All the Difference If there is one thing I can't say enough it is that the most important part of your mailing campaign is your mailing list. It is vital that you put the right amount of energy into learning about lists - who to mail to - so that your mailing efforts aren't wasted. Radio Ads That Get Results Radio advertising can be a small business's best friend. It's relatively inexpensive, very effective, and allows you to target your audience pretty specifically. How to Put the Profit Producing Power of Couponing to Work for You Coupons have proven themselves to be highly effective sales tools for every conceivable size and type of business.Because coupons "pull in the business" they have gained remarkable acceptance and popularity among astute marketing managers. Whats In a Business Card? Over the years as I have attended trade shows, networking meetings, chamber events and more; I have noticed a few things about the successful and the not so successful. First of all, do you have a business card? If you belong to a large corporation, you were probably issued business cards as a matter of course, almost as if it was a company perk. The Advantages of Full Color Brochure Printing A brochure can be a great promotional tool, whether it is for is a real estate listing, a trade show handout, a data sheet, or another application. The most professional and eye-catching brochures are usually those that are full color. Marry Your Marketing Plan Make a vow to keep up your marketing schedule in good times and not so good times.I have said it time and time again that marketing, no matter what type you choose, is a building process.
|
| home | site map |
| © 2006 |
