tag:blogger.com,1999:blog-5687624597396035682024-03-29T04:20:59.155-05:00FCMSalesVisit this blog to receive strategic sales tips and reinforcement of fundamental selling skills. This blog was created for the organization that is committed to growing their market, business or idea with integrity. We recognize that each individual and company has unique strengths. You'll learn here to accentuate those strengths and not compromise them. It's your competitive advantage.Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.comBlogger79125tag:blogger.com,1999:blog-568762459739603568.post-19552474554178541552010-03-22T08:17:00.001-05:002010-03-23T14:50:49.951-05:00Giving Up Too Soon<div align="center">“Great things are not done by impulse,</div><div align="center"> but by a series of small things brought together.” </div><div align="center">Vincent van Gogh (1853–1890) Dutch painter </div><div align="center"> </div><br />Business owners I meet complain they tried coupons and they didn't work, or the bought an ad or hired a <a class="zem_slink" title="Sales" href="http://en.wikipedia.org/wiki/Sales" rel="wikipedia">sales</a> force and didn't get the results they were expecting.<br /><br />A couple things are going on:<br /><br />1.) inconsistency and<br />2.) unrealistic expectations<br /><br />It takes time for new initiatives to take hold and your message must be consistent and you have to be invested in it.<br /><br />What is your business objective? If you cannot write it down in one or two sentences it's too complicated. If it's complicated, your market won't understand it. Once you pare it down to one or two sentences, select the channels - direct sales force, advertising, facebook, linkedin, twitter, youtube, coupons, etc. etc. etc.<br /><br />Invest in whatever channel you choose and make sure it supports the one or two sentences you've outlined. If it doesn't re-evaluate and start again.<br /><br />This approach will not fail you.<br /><br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/cc9e9f31-12f4-489b-9c1d-59bfc4c29f38/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=cc9e9f31-12f4-489b-9c1d-59bfc4c29f38" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com8tag:blogger.com,1999:blog-568762459739603568.post-72122435901558698012010-03-15T04:45:00.004-05:002010-03-15T04:45:00.421-05:00Creative Marketing<a onblur="try {parent.deselectBloggerImageGracefully();} catch(e) {}" href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilM91CtOkGDK0XUSu1P-Vs97koap72MU7KtOVW61FLYQrPzDoWoKU7tS8gDHM_PArOknZn2_EYNzgCko3zpIdwlADkw4eszJXNxMBq9Q6xGWOfsk4rk3pRaxtn-apTylzU-uU6NzR3im0U/s1600-h/depaul_button.jpg"><img id="BLOGGER_PHOTO_ID_5448667310874818770" style="FLOAT: left; MARGIN: 0pt 10px 10px 0pt; WIDTH: 233px; CURSOR: pointer; HEIGHT: 166px" alt="" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilM91CtOkGDK0XUSu1P-Vs97koap72MU7KtOVW61FLYQrPzDoWoKU7tS8gDHM_PArOknZn2_EYNzgCko3zpIdwlADkw4eszJXNxMBq9Q6xGWOfsk4rk3pRaxtn-apTylzU-uU6NzR3im0U/s320/depaul_button.jpg" border="0" /></a>
<br /><div>Our Guest Blogger <a href="http://www.busybeaver.net/">Busy Beaver Button Company</a> talks about increasing awareness with the use of buttons:</div>
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<br /><div>Where do business owners go to develop themselves? The <a href="http://cec.depaul.edu/">DePaul University Coleman Entrepreneurship Center</a> offers classes like <a href="http://cec.depaul.edu/calendar/2010/04/finance-for-the-non-financial.php">Finance for Non-Financial Business Owners</a> through the <a href="http://cec.depaul.edu/what/business-owner-academy.php">Business Owner Academy</a>, and a <a href="http://cec.depaul.edu/calendar/2010/01/the-entrepreneurial-quest-grow-1.php">Peer Roundtable</a> forum moderated by experienced executives that discuss the challenges of running a company.
<br />The <a href="http://cec.depaul.edu/">Coleman Center</a> is a business education destination, and they use branded <a href="http://www.busybeaver.net/">buttons</a> to engage people. Their holiday gift shown here is a <a href="http://www.busybeaver.net/">3-inch button</a> made by <a href="http://www.busybeaver.net/">Busy Beaver Button Co.</a> with an inspirational quote by Walt Disney. Pin it on as a reminder that “If you dream it, you can do it.”
<br /><a href="http://cec.depaul.edu/">Click here</a> to learn more about the Coleman Center and become a <a href="http://cec.depaul.edu/get-involved/">member</a>. <a href="http://cec.depaul.edu/who/emerge-alumni-council.php">Click here</a> to learn about the eMerge Alumni Council that connects graduates with <a href="http://www.depaul.edu/">DePaul</a>.
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<br />Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-71379561707274495272010-03-09T10:35:00.008-06:002010-03-09T11:54:53.177-06:00Coupon Usage Up 27%Guest Post by Gwen Bauer of <a href="http://openmemarketing.com/">Open Me Marketing.</a><br /><br />Gwen started Open Me Marketing with her husband Derrick, 3 years ago. Armed with a degree in Art History and Graphic Design, Gwen worked at several advertising agencies, including <span class="blsp-spelling-error" id="SPELLING_ERROR_0">DraftFCB</span> and <span class="blsp-spelling-error" id="SPELLING_ERROR_1">Seven Worldwide</span>. She started Open Me with her husband to follow her dream of helping small businesses flourish while using her graphic design <span class="blsp-spelling-error" id="SPELLING_ERROR_2">skills</span>. They most recently added <a href="http://printmecoupon.com/">Print Me Coupon</a> to their marketing mix to capture the online market. Any business can create a coupon by going to <a href="http://www.printmecoupon.com/">http://www.printmecoupon.com/</a> The monthly fee is $20 a month. The business can get the first month free by typing <span class="blsp-spelling-error" id="SPELLING_ERROR_3">FreeMonth</span> in the promo code. Here's Gwen's perspective on effective coupon marketing:<br /><br />"Bandwagon or no bandwagon, I have always used coupons. Ten years ago when I started dating my husband, I carried around the Entertainment Book. When we would get ready to go out, I said, "OK, we can only eat where we have a coupon from. So you can pick from X,Y,Z places." As much as it annoyed him 10 years ago, he is now a coupon addict as well. It is fun! We like the fact that we can save a little and put the saving somewhere else. Whether it be for a drink or dessert or towards a bill or vacation.<br /><br />Coupon usage is up 27% since the recession!!! Yes, the recession has brought us much heartache and devastation but make the best of what you have and start using coupons to help you achieve a little financial relief. The growing popularity of coupons comes from people looking to save money. Once only found in the Sunday newspaper, consumers can find deals on shopper-friendly sites such as <a href="http://www.printmecoupon.com/">http://www.printmecoupon.com/</a>, in their mail box such as your neighborhood saving booklet "Open Me" for your <span class="blsp-spelling-error" id="SPELLING_ERROR_4">Chicagoland</span> peps, on their phones, on blogs, manufactures websites-everywhere now in days.<br /><br /><br />Who knows how long it will be "cool" to use coupons but we have heard lots of people say they will stick to their new ways of saving for a while!<br /><br /><br />How to do coupon marketing well?<br /><br />1. Vehicle<br /><br />No matter what form or advertising you do, your vehicle must benefit your business. Weather you pick the newspaper, local direct mail savings booklet, I<span class="blsp-spelling-error" id="SPELLING_ERROR_5">nternet</span> or mobile advertising, make sure your vehicle is reliable, known where you are advertising and is going to get your message delivered. If your message does not get delivered, it does not matter how good your coupon is, no one will reply.<br /><br />2. Offer<br /><br />The stronger and appealing the offer, the better the response you are going to get. I have to tell my clients this all the time. Everyone wants a lot of people to respond to their coupon. <span class="blsp-spelling-error" id="SPELLING_ERROR_6">Ok</span>, then, give the consumer a reason to try your business. What is going to make you change your current habit? How can I get you to try my burger over your favorite one? Something free right? If I gave you a free burger would you come try mine one night? And what happens if you love my new burger? You'll come back for another right? And then I make my money. Offers give consumer a reason to try something new or stray away from what they are used to doing. We all need a little motivation-coupons are motivators!<br /><br />Strongest offers include something free. <span class="blsp-spelling-error" id="SPELLING_ERROR_7">ie</span>. Free Entree, Buy One Get One Free or Free Manicure. Secondary offers are usually 1/2 off. <span class="blsp-spelling-error" id="SPELLING_ERROR_8">ie</span>. 1/2 Off Entree, Buy One Get One 1/2 Off OR 1/2 Off a Hair Cut. "Add On" offers are offers that give away an item or service a consumer would normally "add on" to their order. <span class="blsp-spelling-error" id="SPELLING_ERROR_9">ie</span>. Free appetizer or Free highlights or Free Waxing.<br /><br />In the end, you want a strong offer that is geared towards what you do best and are known for. So if you are a restaurant that specializes in pizza, don't have an offer for hot dogs. If you are a nail salon don't have an offer for a haircut. Keep the offers to what you do best, after all, that is what makes your place differentiate from your competitors.<br /><br />3. Market<br /><br />Target the market that you do business in or want to. If you have one customer that travels 60 miles away to come to your establishment, that does not mean the majority of people will. Consumer usually travel 3-10 miles to do business. In the city, it is a lot shorter distance. Spend your advertising dollars wisely and target the market that you will best likely get business from.<br /><br /><br />If you'd like to discuss coupon marketing with Gwen Directly contact her at <a href="mailto:gbauer@openmemarketing.com">gbauer@openmemarketing.com</a><br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/057d5787-78f9-431a-8d66-1c0170da6669/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=057d5787-78f9-431a-8d66-1c0170da6669" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /><br /><br /><br /><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-66427551635416199572010-03-01T04:45:00.000-06:002010-03-01T04:45:00.376-06:00Ask the Experts<div align="justify"><span style="font-family:arial;">Since our business is <a href="http://www.fullcirclemgmt.com/teleintelligence.html">lead generation</a>, my clients want to make sure they are investing their money wisely to generate quality leads that will ultimately result in new business. Almost any business is willing to make an investment they can be sure they will get a return on. </span></div><br /><div align="justify"><span style="font-family:arial;"></span></div><br /><div align="justify"><span style="font-family:arial;">I know for sure that direct calling is the most effective way to build a database of qualified prospects and to learn if they have a need for your service now. I know for sure that if the business imports the data into a </span><a href="http://www.salesinsync.com/"><span style="font-family:arial;">CRM</span></a><span style="font-family:arial;"> and markets to them overtime, they will have a qualified pipeline of opportunities that will produce results over time.</span></div><br /><div align="justify"><span style="font-family:arial;"></span></div><br /><div align="justify"><span style="font-family:arial;">Managing the CRM is the single most basic effective marketing tactic a business can employ. You might be surprised at how many businesses:</span></div><br /><ol><br /><li><br /><div align="justify"><span style="font-family:arial;">Do not have a CRM at all</span></div></li><br /><li><br /><div align="justify"><span style="font-family:arial;">Have a CRM where the data is inaccurate</span></div></li><br /><li><br /><div align="justify"><span style="font-family:arial;">Do not consistently update the CRM</span></div></li><br /><li><br /><div align="justify"><span style="font-family:arial;">Do not insist that their sales people use the CRM in the <a class="zem_slink" title="Sales process" href="http://en.wikipedia.org/wiki/Sales_process" rel="wikipedia">sales process</a></span></div></li><br /><li><br /><div align="justify"><span style="font-family:arial;">Do not use the data that is in their CRM for strategic marketing</span></div></li></ol><br /><p align="justify"><span style="font-family:arial;">Establishing and maintaining a CRM is the most basic, necessary lead management step.</span></p><br /><p align="justify"><span style="font-family:arial;">After that, there are a host of tools a business can employ: direct sales, telemarketing, social marketing, pr, events and I'm sure more than I am listing here.</span></p><br /><p align="justify"><span style="font-family:arial;">Which one the best? In my opinion it's the one the business commits to and manages wisely, continually evaluating the channel for effectiveness. Any tactic can work if you work it.</span></p><br /><p align="justify"><span style="font-family:arial;">Since I am not the expert on every channel, I've invited a group of experts to discuss marketing tactics they think are effective and discuss why to give us all ideas on how to increase the effectiveness of our marketing channels and enable us to use our marketing budget wisely.</span></p><br /><p align="justify"><span style="font-family:arial;">Please check back for posts from Guest Bloggers. </span></p><br /><p align="justify"><span style="font-family:arial;">If you would to submit a topic for consideration, please email me. </span></p><br /><div align="justify"><span style="font-family:arial;"></span></div><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/1e75d567-dea7-4e12-bb67-ee0cbed838fb/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=1e75d567-dea7-4e12-bb67-ee0cbed838fb" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-25176738176620211332010-02-17T08:43:00.003-06:002010-02-17T09:00:29.539-06:00LeadershipAs a sales professional I purposefully stayed away from <a class="zem_slink" title="Leadership" href="http://en.wikipedia.org/wiki/Leadership" rel="wikipedia">leadership</a> roles. I liked the freedom of being in the field and the power of bringing in a new deal. When a new deal was on the table, the squabbles seemed to dissipate and my co-workers came together to service the new client. That's where I like to focus my time and energy.<br /><br />A few years ago I was asked to be the President of a referral group. I was initially reluctant but then thought I'd love to do it because the goal of the group was new <a class="zem_slink" title="Business development" href="http://en.wikipedia.org/wiki/Business_development" rel="wikipedia">business development</a> and that's what I love to do.<br /><br />As I took over the leadership role, I inherited the stresses of the President. After each meeting I would receive a host of complaints that included: the coffee is weak, someone is not a strong member, the meeting started late, forms needed to be completed etc. etc. etc.<br /><br />The complaints started to wear my spirit down. I was new to leadership and I thought I didn't like it.<br /><br />I struggled with the challenge and then decided the solution was 'to focus on the goal'. If the complaint did not impact the goal positively or negatively, it didn't deserve significant time and attention. The 'coffee is weak' got dismissed pretty quickly.<br /><br />The goal was simple: to generate more referrals for each other. I would measure the success or failure of each activity by how it affected the goal. We did produce results, the meetings were focused, and we attracted high caliber entrepreneurs to our group.<br /><br />There was still a challenge though. The meetings now were robotic. I missed networking and working the room. Now that I was leading, I had to focus on the structure and gave up some of what I loved.<br /><br />I also realized that there was another <span class="blsp-spelling-corrected" id="SPELLING_ERROR_0">unspoken</span> goal but it was very present. The goal was 'friendship'. These members truly liked, respected and enjoyed each others company. Although it was unspoken, this goal was equally as important and, to some members, more important than the goal of generating leads.<br /><br />The goal of friendship added a <span class="blsp-spelling-error" id="SPELLING_ERROR_1">comraderie</span> to our group that visitors felt right away. It gave us a <a class="zem_slink" title="Competitive advantage" href="http://en.wikipedia.org/wiki/Competitive_advantage" rel="wikipedia">competitive advantage</a>. It was important to the members, so it became important to me too.<br /><br />I focused on the stated goal and the unstated goal. The meetings became less robotic, I had more fun, got to do what I loved and the group helped me to learn how to lead.<br /><br />It was through their friendship that I learned how to lead. Under any other circumstance, I would've moved far from the challenge and focused on getting the next deal. I'm a much richer person for the experience and grateful for the friendships I created.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/28156880-88af-4a59-8df8-e9479714606d/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=28156880-88af-4a59-8df8-e9479714606d" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com1tag:blogger.com,1999:blog-568762459739603568.post-6974116794776416072010-02-15T08:55:00.004-06:002010-02-16T08:09:37.106-06:00ListeningThe greatest tool you have in sales is listening.<br /><br />One tool that will help you to listen is to repeat your prospects words exactly.<br /><br />When you do so, the prospect will really start to feel like you've heard them and that you understand them. Then strive to do it. You will not serve yourself by simply mimicking what they say. Seek truly to understand.<br /><br />If they say their challenge is 'antiquated equipment'. Respond 'antiquated equipment?' wait, and then thoughtfully listen to their response.<br /><br />You will learn so much.Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-33434856297577025012010-02-09T11:07:00.000-06:002010-02-09T11:10:53.868-06:00Social MediaIn the new world of social media and connecting, there seems to be a goal to connect to as many people as you possibly can. I see thousands of connections on people's Facebook and LinkedIn pages.<br /><br />Before social media, if you gave out a name as a referral, it more often than not meant that you knew this person, could vouch for their work and their integrity. Before social media, you might be careful before you gave out that name because you understood how the professional performed was a reflection on you. Referrals really meant something. The receiver of the referral had a level of confidence in it.<br /><br />With social media, it's not always the case, a contact could just be a name on a page.<br /><br />I personally like the "I can vouch for this person" approach. If there is a professional on my LinkedIn page it means that they are a professional I know and believe in. I like the effortless way I can connect and keep in touch with these people. If my connections do ever grow to 1,000 people, they will be people that I have actually met in person and have some sort of connection with.<br /><br />Personally knowing people and understanding their value and being able to help promote them is the power of networking.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/cac786da-1837-42bd-81f7-ef365fe59767/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=cac786da-1837-42bd-81f7-ef365fe59767" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com297tag:blogger.com,1999:blog-568762459739603568.post-37334685939387029732010-02-01T04:45:00.001-06:002010-02-01T07:35:50.399-06:00EnthusiasmEach time you meet with a prospect is a brand new opportunity. You need to greet the opportunity with enthusiasm and an open mind.<br /><br />If you've been giving your presentation <span class="blsp-spelling-corrected" id="SPELLING_ERROR_0">several</span> times, you might start to feel that you already know what the prospect will say, or how they will react. You don't know that.<br /><br />Greet the prospect with open-minded enthusiasm. This is the first time you've ever met, the first time you've heard their story and the first time they've heard yours.<br /><br />You have no idea what will happen. It could be something great.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/c0a17103-d193-4b25-864b-a5b6f0dd2f06/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=c0a17103-d193-4b25-864b-a5b6f0dd2f06" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-55158607184968343652010-01-25T07:53:00.001-06:002010-01-25T08:00:27.686-06:00Pre-Call PlanningWhen you make any kind of sales call at all, you should have an objective in mind. Don't go into a call without a plan. If you're visiting with a prospect, take a few moments in the car to gather your thoughts and decide what it is you'd like to accomplish with this prospect.<br /><br />When you enter the office, engage the receptionist. That person is the <SPAN class=blsp-spelling-error id=SPELLING_ERROR_0>frontline</SPAN> of the company and the executive may ask her opinion of you. If there is a sign in book, look the book to see who signed in before you. You'll find out if they've been visiting with your competitors.<br /><br />Your objective can be whatever you want it to be. If it's a first call, it might be to learn about what they are trying to accomplish and to determine if your services are a fit or to build rapport with the prospect.<br /><br />Having a plan allows you to make the most of each call and best use of your time.<br /><br /><DIV class=zemanta-pixie style="MARGIN-TOP: 10px; HEIGHT: 15px"><A class=zemanta-pixie-a title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/40bbf369-5a7f-4b75-9641-744c15490682/"><IMG class=zemanta-pixie-img style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=40bbf369-5a7f-4b75-9641-744c15490682"></A><SPAN class="zem-script more-related pretty-attribution"><SCRIPT src="http://static.zemanta.com/readside/loader.js" defer="defer" type="text/javascript"></SCRIPT></SPAN></DIV>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-4555283926810711952010-01-21T04:45:00.000-06:002010-01-21T04:45:00.864-06:00Marketing Initiatives<div align="left">The way to evaluate whether or not a <a class="zem_slink" title="Marketing" href="http://en.wikipedia.org/wiki/Marketing" rel="wikipedia">marketing</a> intiative is right for you as an individual or your company is to be clear about what you're trying to accomplish.</div><br jquery1264009605625="187"><br /><br jquery1264009605625="186">Make sure you can write down in one or two sentences what it is you want to accomplish. For example, if you are a manufacturer of <a class="zem_slink" title="Copper" href="http://en.wikipedia.org/wiki/Copper" rel="wikipedia">copper</a> coils and want to get the word out about copper coils would <a class="zem_slink" title="Twitter" href="http://twitter.com/" rel="homepage">Twitter</a> be right for you?<br /><br jquery1264009605625="185"><br /><br jquery1264009605625="184">The answer is 'maybe'. The company has to ask a few questions first:<br /><br jquery1264009605625="183"><br /><br jquery1264009605625="182"><ul><br /><li>Is the community they are trying to reach on Twitter?</li><br /><li>Can they communicate effectively in 140 charachters?</li><br /><li>Do they have the commitment to participate in the Twitter community?</li></ul><br jquery1264009605625="181"><p jquery1264009605625="180">If yes, then do it. If not, reavaluate and choose another channel that is more right for the company. </p><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/c04dde0d-a004-4af8-83e9-fc7bfefeb0b0/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=c04dde0d-a004-4af8-83e9-fc7bfefeb0b0" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div><p class="zemanta-img zemanta-action-dragged" style="DISPLAY: block; FLOAT: right; MARGIN: 1em; WIDTH: 310px" jquery1264009605625="215"><a href="http://commons.wikipedia.org/wiki/Image:Content_of_tweets_pie_chart.png" jquery1264009605625="220"><img style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; DISPLAY: block; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" height="241" alt="A pie chart created in Excel 2007 showing the ..." src="http://upload.wikimedia.org/wikipedia/commons/thumb/e/e9/Content_of_tweets_pie_chart.png/300px-Content_of_tweets_pie_chart.png" width="300" /></a><span class="zemanta-img-attribution">Image via <a href="http://commons.wikipedia.org/wiki/Image:Content_of_tweets_pie_chart.png">Wikipedia</a></span></p>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-39631537500249685152010-01-18T07:26:00.003-06:002010-01-18T19:20:30.021-06:00Partnerships<p class="zemanta-img" style="DISPLAY: block; FLOAT: right; MARGIN: 1em; WIDTH: 310px" jquery1263821569687="183" jquery1263864369687="177"><a href="http://commons.wikipedia.org/wiki/Image:Martin_Luther_King%2C_Jr._and_Lyndon_Johnson.jpg" jquery1263864369687="178"><img style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; DISPLAY: block; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" height="448" alt="President Lyndon B. Johnson and Rev. Dr. Marti..." src="http://upload.wikimedia.org/wikipedia/commons/thumb/7/7e/Martin_Luther_King%2C_Jr._and_Lyndon_Johnson.jpg/300px-Martin_Luther_King%2C_Jr._and_Lyndon_Johnson.jpg" width="300" /></a><span class="zemanta-img-attribution">Image via <a href="http://commons.wikipedia.org/wiki/Image:Martin_Luther_King%2C_Jr._and_Lyndon_Johnson.jpg">Wikipedia</a></span></p><br /><br /><br />“The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where hestands at times of challengeand controversy.”<br /><br /><div align="right"><br />Martin Luther King Jr. (1929–1968) </div><div align="right">American civil rights leader</div><div align="right">Nobel Peace Prize winner'</div><div align="right"> </div><div align="right"> </div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="right"></div><div align="left">If you do business with people you trust, it makes the whole process easier and a lot more fun. </div><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/0dad68bb-c210-4eb8-be81-cd3cce6077cf/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=0dad68bb-c210-4eb8-be81-cd3cce6077cf" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-14757703018724504092010-01-12T04:45:00.004-06:002010-01-13T04:02:07.945-06:00An Hourly Rate is not always an Hourly Rate<div align="justify"><span style="font-family:arial;">When we create <a href="http://www.fullcirclemgmt.com/teleintelligence.html"><span class="blsp-spelling-error" id="SPELLING_ERROR_0">TeleIntellgence</span> Calling Programs</a>, calling hours are billed at $45.00 and administrative hours (typing, distributing leads, updating reports) are billed at $25.00 an hour. </span><br /><br /><span style="font-family:Arial;">Sometimes, I get <span class="blsp-spelling-corrected" id="SPELLING_ERROR_1">push back</span> from clients. They say 'we have a admin we pay $15.00 an hour. We'll update the database ourselves.' Well you can, however our admin, Ryan, is freakishly fast and freakishly accurate. He types at 80 words at minute virtually error free. I've seen him whip through databases of thousands of names in just three to four hours. This is our core business. He knows what to watch out for and what errors to correct intuitively on the spot. Once he's done, we can hit the ground running with calling. While on the surface $15.00 an hour might seem less expensive for an investment of approximately $100 you can get your database updated quickly and accurately.</span><br /><br /><span style="font-family:Arial;">It might cost the same $100 at the $15 an hour rate, however, it will take longer and I'm sure there will be more errors. </span><br /><br /><span style="font-family:Arial;">When you hear an hourly rated quoted, take some time to understand the expertise that goes into that rate so you can accurately assess <span class="blsp-spelling-corrected" id="SPELLING_ERROR_2">whether</span> or not it is truly 'too expensive'.</span><br /><br /><span style="font-family:Arial;"></span><br /><br /><span style="font-family:Arial;"></span><br /></div><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/6e33e76f-8e6e-4f1d-9f72-b62897b57ed5/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=6e33e76f-8e6e-4f1d-9f72-b62897b57ed5" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-57637729175895870702010-01-05T15:21:00.004-06:002010-01-07T15:43:15.848-06:00Clever Social MarketingThis is a good use of social media<br /><br /><a href="http://www.youtube.com/watch?v=Nh7D2g5v-Sg">http://www.youtube.com/watch?v=Nh7D2g5v-Sg</a><br /><br />what a great, inviting way to get people to pass on a message and gain exposure for their company at the same time.<br /><br />Much better than the manipulation to re-tweet, re-blog and re-post messages that is going on out there. This is a much more straightforward approach that has a message that will have meaning to some and still accomplishes a corporate goal.<br /><br />Kinda fun.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/ff4f7c9f-c109-474c-a72b-d2a720de0e32/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=ff4f7c9f-c109-474c-a72b-d2a720de0e32" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-10101091375026108392010-01-04T08:18:00.006-06:002010-01-04T12:22:26.429-06:00Top 10 Tips to Get More Business in 2010<p><br /><span style="font-family:arial;"><strong>1. Don’t Let the Negativity Get You Down</strong>. There is business out there for those who will get it. Turn off the TV, and limit the time you will spend with complainers and naysayers. </span></p><p><br /><span style="font-family:arial;"><strong>2. Take the Most Direct Path</strong>. The most direct path to getting new customers is to call and ask for the business. If you don’t want to do it, we have a team of fifty B2B callers that consistently produce results. Let us do it for you.</span></p><p><br /><span style="font-family:arial;"><strong>3. Get your <span class="blsp-spelling-error" id="SPELLING_ERROR_0">CRM</span> in order</strong>. Are you tracking data that makes sense for your business? Do the sales people consistently fill out the fields? Are they contacting prospects at least 5 times to get<br />appointments. Do they follow up? Don’t have a <span class="blsp-spelling-error" id="SPELLING_ERROR_1">CRM</span>? Call us 312.375.3822 we’ll get you set up right away.</span></p><p><br /><span style="font-family:arial;"><strong>4. Make Your Service Offering as Competitive as Possible</strong>. Make sure your sales are profitable. When the credit market was free and easy it was seductive to think “we’ll give it away now and make it up in volume later.” That’s a myth. Don’t sell products and services that are not profitable.</span></p><p><br /><span style="font-family:arial;"><strong>5. Know your competition</strong>. You can’t sell against a company or person if you don’t know them inside and out. Be honest about their strengths and weaknesses as well as your own.<br />Keep a Steady Stream of Prospects Coming In. Lists are easy to get and it’s easy to profile targets. Call us if you need help.</span></p><p><br /><span style="font-family:arial;"><strong>6. Enhance Your Sales Skills</strong>. Can your sales people prospect? handle objections? Negotiate price effectively? If you’d like some tips check out our blog at </span><a href="http://www.fcmsales.blogspot.com/"><span style="font-family:arial;">www.fcmsales.blogspot.com</span></a><span style="font-family:arial;"> if you’d like some help, call for a quote on a Company-Specific Sales Program.</span></p><p><span style="font-family:arial;"><strong>7. Maximize Your Marketing.</strong> With </span><a class="zem_slink" title="Digital media" href="http://en.wikipedia.org/wiki/Digital_media" rel="wikipedia"><span style="font-family:arial;">digital media</span></a><span style="font-family:arial;"> there are several effective, no cost or low cost tools available to get the word out. There’s no excuse not to. If you need help let us know.</span></p><p><br /><span style="font-family:arial;"><strong>8. Analyze Your Sales Process</strong>. Where are your sales people the strongest – prospecting? Proposals? Presentations? Where are they the weakest? If you don’t know and are interested in analysis, call us. </span></p><p><span style="font-family:arial;"><strong>9.</strong> <strong>Be Persistent.</strong> Have a simple vision or goal and stick to it. Make sure that every action every day supports that vision/goal. Don't give up to soon. The work you do each day solidifies the foundation for the new business you are after. </span></p><p><span style="font-family:arial;"><strong>10. Have Fun</strong>. If you’re not having fun, think about doing something else. It’ll be better for you, for the company, for the customers and the prospects. If you’re not having fun every day, ask yourself, ‘why not?’<br /></span></p><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/068527ee-e7fa-4fb0-a32b-433ad128669d/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=068527ee-e7fa-4fb0-a32b-433ad128669d" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-42518064046269116862009-12-21T04:45:00.003-06:002009-12-21T08:35:55.538-06:00Calling During Christmas Week<p class="zemanta-img" style="DISPLAY: block; FLOAT: right; MARGIN: 1em; WIDTH: 310px" jquery1261075876953="165" jquery1261075707015="115"><a href="http://commons.wikipedia.org/wiki/Image:Rockefeller_Center_christmas_tree.jpg" jquery1261075876953="166"><img style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; DISPLAY: block; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" height="400" alt="The Rockefeller Center Christmas Tree in New Y..." src="http://upload.wikimedia.org/wikipedia/commons/thumb/8/84/Rockefeller_Center_christmas_tree.jpg/300px-Rockefeller_Center_christmas_tree.jpg" width="300" /></a><span class="zemanta-img-attribution">Image via <a href="http://commons.wikipedia.org/wiki/Image:Rockefeller_Center_christmas_tree.jpg">Wikipedia</a></span></p>It's a personal choice whether or not you want to call Christmas week. It depends upon how much fire you have in your belly and how bad you want new deals.<br /><br />Here's what I know from direct experience: you have easy access to high level executives Christmas week. The employees are taking time off or are at the office parties.<br /><br />The CEO thinks "<span class="blsp-spelling-error" id="SPELLING_ERROR_0">hmm</span>, this is a great time to get things done. Maybe I should re-evaluate that system or do some research. If you call, you'll get them. If you have something interesting to promote, you'll get their attention."<br /><br />I've signed some pretty lucrative deals on Christmas Eve and New Year's Eve just because I was working.<br /><br />I choose not to work those days anymore. I did for a long, long time though.<br /><br />I'm going to choose to not work the rest of this week. Yes, it's a personal choice. You'll see a new post next week. If you're taking off, enjoy the Holiday.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/04b48b91-8174-4905-a9a2-b6fe546228a9/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=04b48b91-8174-4905-a9a2-b6fe546228a9" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /><br /><br /><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-65507003966453540462009-12-18T04:45:00.001-06:002009-12-18T07:52:03.741-06:00Thoughtful PersistenceIt's important as you continue to follow up that you use thoughtful persistence. Don't call five times, leave a message to call you back and hang up. Instead try leaving thoughtful, valuable messages for them.<br /><br />"John, since we met last, I further researched the feature you're looking for and confirm our product does X. Call me to discuss".<br /><br />Or send an email that says, "80% of the clients that have joined us, discovered significant costs savings within the first two months."<br /><br />Each time you call or leave a message, visualize that the prospect is happy to get this information and will use it in their decision making process, because they probably will.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/1e2d2c19-19f1-49d9-a0b1-1a7bc9de9fef/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=1e2d2c19-19f1-49d9-a0b1-1a7bc9de9fef" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-49835781701970197432009-12-16T04:45:00.006-06:002009-12-17T12:56:48.439-06:00An Unreturned Call or EmailHere's the scenario. You met with a prospect or made a cold call. They said they were interested. They actually said "send me some info."<br /><br />You did. You sent a thoughtful email and made a follow up call and then . . . 'nothing.'<br /><br />Now the demons in your head are saying:<br /><br />"The competition is way better than us <span class="blsp-spelling-corrected" id="SPELLING_ERROR_0">anyway</span>."<br />"Our prices are too high"<br />"He was just being nice. He wasn't really interested."<br />"If he was interested, he would call."<br />"He probably wasn't impressed with what I sent."<br />"They'll just do it in-house."<br /><br />Here's what may have really happened:<br /><br />"They never got the message."<br />"If they did get it, it got lost in a huge To Do list and a follow up call would be much appreciated."<br />"They received it but didn't understand it. They are not an expert in your business."<br />"They took some vacation."<br />"They were in meetings."<br />"They were travelling on business."<br /><br />Don't quit before you even get started. The only way you'll know what is going on is to call and ask or email again. Keep following up, in a pleasant, persistent way, until you know what is going on.<br /><br />Go ahead, follow up right now. If you don't your competition will.<br /><div class="zemanta-pixie" style="MARGIN-TOP: 10px; HEIGHT: 15px"><a class="zemanta-pixie-a" title="Reblog this post [with Zemanta]" href="http://reblog.zemanta.com/zemified/0c185ab5-34d6-443f-b557-2bcb71c2f250/"><img class="zemanta-pixie-img" style="BORDER-RIGHT: medium none; BORDER-TOP: medium none; FLOAT: right; BORDER-LEFT: medium none; BORDER-BOTTOM: medium none" alt="Reblog this post [with Zemanta]" src="http://img.zemanta.com/reblog_e.png?x-id=0c185ab5-34d6-443f-b557-2bcb71c2f250" /></a><span class="zem-script more-related pretty-attribution"><script src="http://static.zemanta.com/readside/loader.js" type="text/javascript"></script><br /></span></div>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-28217737097343212552009-12-14T04:44:00.000-06:002009-12-13T11:30:40.799-06:00Hit the Ground Running in 2010In 2010 we have two choices, we can can continue to complain that the credit market has dried up or we can hit the ground running and create our own revenue.<br /><br />Sure, it's easier for an entity to give your business money, it's harder to create it. Creating it gives you more power, more flexibility and I think it's more fun.<br /><br />Review the <a href="http://fcmsales.blogspot.com/2009/09/basics-of-sales.html">basics of sales</a>, commit to them and get to work.<br /><br />Let's do it, OK?Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-48552841047036360142009-12-09T04:45:00.002-06:002009-12-09T06:54:59.373-06:00"You Have to Know Someone"This is a myth I hear people repeat when they are trying to make a sale or look for a job. It seems people feel outside of the connected inner circle where opportunities flow effortlessly.<br /><br />I've never been inside that connected inner circle. It never occured to me that there was any easy street path to success in anything I did. I knew I wasn't going to get front door treatment on any opportunity. So I looked for side doors, back doors, hallways, ways to crawl through windows and dig tunnels. In doing so, I created some opportunties for myself.<br /><br />I have not really experienced sales people getting deals out of sheer luck or connections. There is usually some hard work or strategy behind the win. Don't let yourself fall into the trap of believing there is some secret method you don't know about.<br /><br />Stick to the <a href="http://fcmsales.blogspot.com/2009/09/basics-of-sales.html">Basics of Sales </a>and you'll create your own connections and your own consistent success.Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-22300581255057366802009-12-07T06:45:00.000-06:002009-12-07T06:45:00.402-06:00A Compliment<span style="font-family:arial;">One of my clients said "I'm drawn to you because you are refreshingly honest." </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Wow! Made my day. I explained to him that people are so afraid that they need to say the right thing or do the right thing especially when a sale is involved that they can get removed from the truth. They are afraid they are going to mess it up. No reason to be afraid, if your transaction is built on a lie, it'll fall apart eventually any way. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Be refreshingly honest today. People will appreciate it.</span>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-63942570536901101352009-12-03T06:45:00.000-06:002009-12-03T07:25:24.828-06:00Check This Business Out<span style="font-family:arial;">I met a woman at a networking event <a href="https://www.bigooga.com/">The Big Ooga </a>who has a wardrobe consulting business. I was immediately drawn in. Appropriate, distinctive dress is a passion of mine. Seems anyone starting the workforce now where casual dress is acceptable doesn't have a clue what to do or where to start if they are trying to make a professional impression.</span><br /><span style="font-family:arial;"></span><br /><span style="font-family:arial;">Check out Rachel Yeomans' website out if you're baffled about what to wear and when or would like to learn more. </span><a href="http://www.theworkingwardrobe.com/"><span style="font-family:arial;">www.theworkingwardrobe.com</span></a><span style="font-family:arial;"> </span>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-51746630979909296002009-12-02T06:45:00.000-06:002009-12-02T07:33:05.474-06:00An Old School Salesman<span style="font-family:arial;">I met the most wonderful Salesman, Ted, at the Chicago Fur Outlet <a href="http://www.chicagofuroutlet.com/">http://www.chicagofuroutlet.com/</a>. I was actually there to sell a <span class="blsp-spelling-error" id="SPELLING_ERROR_0">shearling</span> on consignment. I bought a really nice piece last year that just didn't work out for me.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Like any good sales people, Howard, the owner and Ted showed me around the store to make sure there wasn't a coat that I'd like to trade mine in for or use as a partial credit toward the purchase price.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">As Ted, patiently watched me try on coat after coat, encouraging me to try different styles and <span class="blsp-spelling-corrected" id="SPELLING_ERROR_1">lengths</span>, he told me about his skill and experience as a retail salesman. He'd worked at the upscale stores in <span class="blsp-spelling-error" id="SPELLING_ERROR_2">Chicagoland</span>: <span class="blsp-spelling-error" id="SPELLING_ERROR_3">Bloomingdales</span>, Sax, <span class="blsp-spelling-error" id="SPELLING_ERROR_4">Burberry's</span>, Lord and Taylor, Marshall Field's. He told stories of selling dresses to brides, bathing suits and evening gowns to women and overcoats to men. He remembered his regular customers in detail. He has a passion for retail. He told stories of tailoring garments on the spot and making customers happy while protecting the profitability of the store. He talked about increasing sales of <span class="blsp-spelling-error" id="SPELLING_ERROR_5">seldomly-</span>purchased products at the perfume counter, how he'd help women select a fragrance that was right for them vs. the one that was currently being promoted.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">It was an absolute pleasure spending an afternoon with Ted. He did find a perfect coat for me, a <span class="blsp-spelling-error" id="SPELLING_ERROR_6">shearling</span>, <span class="blsp-spelling-error" id="SPELLING_ERROR_7">midlength</span> with a shawl collar. It would be warm enough for the Chicago winters and casual enough to wear riding the El every day. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">The coat is not in my budget today. I appreciate all the time and effort he took with me. When I didn't make a decision he responded "You are woman who knows what she wants and I appreciate that." I appreciated being appreciated. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">As soon as the opportunity arises, I'll be back to visit with Howard and Ted because I know they will find the perfect coat for me. In <span class="blsp-spelling-corrected" id="SPELLING_ERROR_8">addition</span> to that, it was an enjoyable afternoon, a reprieve from the general <span class="blsp-spelling-error" id="SPELLING_ERROR_9">hecticness</span> of my days. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">This type of retail experience is almost <span class="blsp-spelling-corrected" id="SPELLING_ERROR_10">obsolete</span> in the United States. Shopping has become an errand, <a href="http://fcmsales.blogspot.com/search/label/dress%20for%20success">people generally do not dress for work any more</a>, stores are not willing to invest in quality sales people and customers are not loyal enough to those who do. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Unless we support businesses like Howard's and sales people like Ted, this type of shopping experience will be obsolete and we'll be resigned to running more errands . . . </span>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-38691512967192208652009-11-30T06:45:00.000-06:002009-11-30T06:45:00.555-06:00Never Pay for a Job<span style="font-family:arial;">I spoke with a woman who wanted to hire me to create a new business development program and learn a financial training program. They wanted to charge me $3,000.00, it was a 50% discount off of their traditional training program fee.. She assured me all national training companies do this. (This is a lie). When I told her I was reluctant to pay for the employment, her tone became harsh and she accused me of "not being serious about success."</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Don't fall for this kind of stuff. Any company of any value will pay you, as the employee or contractor to produce for them. Never, ever pay for a promotional kit, business cards, materials or training. It's very profitable for the company and not good for you. </span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">She's right, it's a big investment to select the right people for the right jobs. If they want to operate in business, they should be willing to make that investment.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">Don't fall for scams.</span>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com4tag:blogger.com,1999:blog-568762459739603568.post-35351339357513062742009-11-25T06:45:00.000-06:002009-11-25T06:45:00.425-06:00Be Ready for Your Sales Rep<span style="font-family:arial;">When you hire a new sales rep it will take them six weeks to six months to start working on proposals. Shorten that cycle by being ready for them.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">On the day they start greet them with an active phone line, business cards, email address, lap top, and a cell phone. If you don't do this, they'll be inactive on the payroll for two or three weeks until they get all set up.</span><br /><span style="font-family:Arial;"></span><br /><span style="font-family:Arial;">You know their start date when you hire them. Use the time they transition to be prepared so they can hit the ground running on day one. </span>Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0tag:blogger.com,1999:blog-568762459739603568.post-63921652388947238352009-11-23T06:45:00.000-06:002009-11-23T06:45:00.538-06:00There's No Magic BulletIt takes a lot of calls to connect with buyers. When starting a sales job expect to make 100 calls, to find five people that are interested and two that are a potential fit. 100 calls a day should take about seven hours a day.<br /><br />Of the two prospects that are a fit, you may have to have eight to ten points of contact with the buyers before you get to a decision, depending on the length of your sales cycle.<br /><br />That's the formula. If you do it, it works. There is not magic bullet.Alicia Dalehttp://www.blogger.com/profile/12953388389097011024noreply@blogger.com0