In this Issue:
You Gotta Believe
The Sales Presentation - Prepare yourself Mentally
The New Home Owner - Your Best Source of New Business
You Gotta Believe
"You must believe in yourself if you want to
succeed." How many times have you heard these words? Do you
understand what they mean? And are you a believer in the power of positive
thinking?
If you don't truly believe you can accomplish a
particular task, you are doomed to failure from the start. Just like
any building project, you must have a foundation. The foundation for
making your dreams come true is holding the belief that you can
accomplish what you set out to do.
Volumes of books and articles have been written about the
need to believe in yourself. Self confidence and belief in yourself is the
first requisite to great undertakings. There will be challenges to face and
changes to make in your life, and it is up to you to accept them.
Constantly keep yourself headed in the right direction
for you.It may not be easy at times, but in those times of struggle you will
find a stronger sense of who you are.So when the days come that are filled
with frustration and unexpected responsibilities, remember to believe in
yourself and all you want your life to be. These
challenges and changes will only help you to find the goals that you
know are meant to come true for you.
In the movie "The Edge" an airplane
accident stranded Anthony Hopkins and Alec Baldwin in the Alaskan
wilderness. Their only tool for survival was Hopkins photographic
memory of facts and articles he had read about survival and the
Alaskan wilderness. While trying to make their way back to a base camp,
Anthony Hopkins uses this knowledge to survive the ordeal and deal with
living off the land. In one scene, the two men were being stalked by a
killer bear and the only way to survive was to kill the bear with whatever
weapons could be fashioned from their surroundings. Alec Baldwin
succumbed to a state of despair and futility not believing the bear could be
defeated. Anthony Hopkins, on the other hand, chastised Baldwin telling him
he MUST BELIEVE! making him repeat over and over the phrase, " If
another man can do it, so can I!" - louder " If
another man can do it, so can I!" louder, - "
If another man can do it, so can I!" - and louder, - "
If another man can do it, so can I!"
Needless to say both men were victorious and destroyed
the bear and continued their trek until the objective of getting to the base
camp was achieved.
The point of this scene was, if you believe you can, you
can.
When things become frustrating and results appear
impossible, continue to believe in yourself and you will find the answer!
"Believe in yourself!
Have faith in your abilities! Without a humble but reasonable confidence in
your own powers you cannot be successful or happy.
Norman
Vincent Peale
The Sales Presentation - Prepare Yourself Mentally
In the July issue of the Hangout, we discussed the use of the philosophy WIFM - What's In It For Me - and the various components of a successful sales presentation. the following month we discussed the value of preparing yourself mentally for the task of cold calling on prospective customers. With the assumption that you do believe in yourself and the course of action you have chosen, the following guidelines will help make the task a little easier and less troublesome.
Prepare yourself mentally
- Be Presentable
- Be comfortable
- Be assured and positive of yourself and your service.
- Be prepared for rejection - remember, the law of probability requires at least seven approaches before a prospect is converted to a customer.
- Be persistent - don't accept the first "no" but know when to exit gracefully. Leave the door open for further attempts
Be Presentable
First impressions are extremely important. If you
are perceived as slovenly, carelessly dressed, or a visible threat to a
prospect, you won't get to "first base."
Be Comfortable
Being comfortable is important, but don't take it to mean
that you can wear your lounging pajamas! Be comfortable means wear
clothes that you are comfortable wearing. Wear garments for the
season, If it is a hot summer's day, a pair or Bermuda shorts and nice
shirt may be very appropriate, light weight slacks or pants will be better, but
during those hot humid summer days you may be forced to dress a little more
casually.
Be Positive About Yourself
Self confidence is not a bad thing! Don't be
overbearing or self-centered, but be confident with your abilities and the
services you are offering. When talking to a prospect, convey your
desire to service their needs, tell why YOUR service is more beneficial than
that of the competition, and how you are the person capable of getting the
job done.
Don't THINK something can be accomplished, KNOW
that it can and react accordingly. Don't promise what can't be done, but
come up with alternatives solutions.
Keep a Positive Mental Attitude -PMA - about yourself and
your product at all times, and this attitude will be portrayed to your
prospect.
Be Prepared For Rejection
Not everyone is going to want your service. In
fact, you will hear the word "no" so often, you may come to
believe the word "yes" has been removed from the English language.
It hasn't! One "yes" will be worth a thousand
"no's".
Be Persistent
Being persistent does not mean being a pain in the ...
You should not accept the first or even second "no" when
soliciting your services, but you should know when to quit. Many
times, you will not get past the first "no". You services may not
be wanted, you picked an inopportune time to discuss drycleaning services,
or the prospect may have just gotten off the phone with a telemarketer.
Whatever the reason may be, some people flat out don't want to talk to you
or hear what you have to say. When this happens, politely say thank
you and leave. The occasion may arise when another encounter with this
person may be desirable and you want to be sure your last contact was
favorable.
On the other hand, a prospect may reject your sales
approach, but will be willing to listen to what you have to say and even
though they have said "no" to your first attempt, ongoing
conversation and benefits will help change
their mind.
Prepare yourself mentally and physically for the selling
process and you will soon find that selling is not really as difficult as
you were led to believe. In fact, you will find that with the right
attitude selling your services is really very easy and quite rewarding
personally and financially.
The New Homeowner
Find and solicit the new home owner or resident and your
prospecting ratios will skyrocket. New residents are eager for services but
rarely know where to find them. When you become aware a new
resident is in your area, contact them immediately.
Don't delay! New residents are rarely established in a
community and are receptive to any offers of service or conveniences that
make the transition easier. If personal contact fails, leave your sales
literature containing contact information and any offers you may be
promoting at the time at the residence. Keep active records of these
addresses and return regularly at different times until you find someone at
home. Each time you stop, leave a
business card or some other identifying literature where the resident
is apt to find it, yet without advertising to the rest of the world that
there is no one at home.
Finding new residents is relative easy, the best method
is observation:
- Observe and record all Realtor sold signs
- Watch for moving vans.
- Patrol new housing developments
- Observe bare windows and watch for new window treatments
- Watch for out-of-state license plates
- Ask your current customers if they are aware of any new neighbors
- Observe toys in a driveway where they never were before
- Talk to and become friendly with the local postman
- Many local newspapers list changes of home ownership in the Realty section.
New resident lists organized by zip code can also be
purchased from national and local marketing companies, Welcome Wagon, and
other resident marketing services, but usually that information is
dated and by the time you contact the prospect one or two months may have
gone by and local associations will have already been formed.
I am not saying that these marketing methods are
ineffective, but if you keep your eyes and ears open and are constantly
aware of the goings on in your market you will achieve better
results and save yourself a ton of money. Using new home owner lists are most
effective when applying mail or telemarketing programs
Start Your Journey Now!
Learn how to start and
operate your own
Mobile Dry Cleaning Business.
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Owning your own business and being your own boss is not for everyone, but for those who desire this rewarding challenge, there can be no greater satisfaction
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