Do you routinely achieve a 65% - 85% callback rate on the voice
mail messages you leave for prospects?
You can. But first you have to ignore the "conventional wisdom"
being taught by sales trainers who never actually cold-call or
by business consultants who teach rather than do.
In the course of my *research for my book, How To Get Your
Voice Mail Messages Returned, I came across a presentation
that some consultant gave on this topic. Like a lot of
consultants, she didn't base her techniques on ...Read the rest of this post »
Other than the current buzz words, customer service has changed
very little since commerce first began. If you want a customer
to buy from you again, and to recommend your product or service
to others, complaints or problems must be handled properly.
"A satisfied customer will tell five people about their
experience, a dissatisified customer will tell twenty-five!"
Customer Service on the Internet
The Internet is an impersonal place to shop. Because of this,
the online customer feels little ...Read the rest of this post »
When you create your profit and loss statement to assess the
health of your business, you will see:
Sales minus Cost of Goods Sold equals Gross Profit.
You pay for all of your expenses with the gross profit. If you
are finding that your gross profit is not enough to cover your
expenses, you have two options, you can either raise gross
profit by increasing sales or lowering cost of goods sold, or
you can lower your expenses. Certainly, that's an over
simplification, the art of business ...Read the rest of this post »
Sell more to each customer. Now there's a simple formula anyone
can easily understand. But many entrepreneurs and small business
owners fail to capitalize on the "sell more now" strategy to
maximize their returns. Yet, it's the easiest way to make more
money in virtually any business.
Converting prospects to customers is often a difficult
challenge. Moving them from a place of uncertainty and
indecision to a "yes -- I'll take it!" state of mind, means
using the full complement of sales tools ...Read the rest of this post »
Customer Service: fundamental to success... but so often
forgotten. No matter what you're selling, widgets or copywriting
services, business success is built on satisfying customers --
one at a time. It's about delivering great customer service.
Repeat business and referrals are fundamental to maximum
long-term growth and profitability. After all, repeat buyers and
referrals are the most profitable sales you can generate. If
every customer is a one-time buyer only, you'll need to
consistently ...Read the rest of this post »