* increase sales * improve customer service * be effective personally and professionally

June 1999 Sales and Service Unfair Advantage

ISSN: 1524-993X

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INSIDE THIS ISSUE:
A. Why Knock Around When You Can Just Get In?
B. Put It Into Action!
C. Calendar of Engagements
D. Guest Article: Dr. Nunley's Biz-Tips by Kevin Nunley
E. Special Offer for You
F. Spotlight on Best Sales and Service Web Sites
G. Subscriber Information

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A. One,Two,Three New Prospects - How Many Do You Need?
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Lead generation is one of the top three challenges you said you
have. New prospects are the life blood of sales, and any of us who
sell want ways to open up this vein of life!

I don't know about you but the direct route of "cold calling" feels
about as warm as ice cubes. I'd rather get leads for business in a
way that will feel better as well as give better results. A seminar
leader posed that question, "Is your net-work adding to your
networth?" One network we have is our current customers. Have
you thought about your customers being a network who can be a
silent sales force? Beyond word-of-mouth.

Tap into your circle of influence with your customers. Ask them
for referrals. Do it in a targeted manner and ask that they introduce
you to the referral. For example, on your next call to Jack Smith,
just make it to thank him for his business. Ask if he can help you.
Then frame your referral question in a way he will easily think of
someone. Like, "Can you refer me to someone in your XYK Professional
Association?" Or, "Can you refer me to someone in the Rotary Club
you said you belong to?" Or, if it's not a competitor, ask Jack if he
can refer you to a specific person in an organization you want to
work with. Referring you means for Jack to call this friend of his to
tell them that they should meet with or talk with you. Ask Jack to
tell them he has worked with you with great success.

Other people's words can open doors for you. Even if they are the
same words you would say! When you have a success from any
referral it's always a delightful gesture to give a gift to your
customer who did the referral.

When someone calls me from some indirect way, their decision is
practically made. I like that kind of lead generation. Next issue let's
review how to help prospective clients find you through using
1)a systematic direct mail, 2)the internet, 3)radio talk shows and
4)articles. I know these can work for you because they work for me.

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B. Use Your Knowledge - Now
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First, think about as many associations that may logically
have some prospective clients for you. Put these on the left hand
side of a sheet of paper. To the right of each association,
identify the name of a client who you either know or can ask if
they are a member of this group. Use this working document
to ask for those referrals. Now just call those customers.
YCMMSOYB! Translation - You Can't Make Money Sitting
On Your Butt.

Second, if you want to open up the referral process beyond
your customers and get more results than most tried-and-failed
leads clubs, check out Business Networking International.
Call 1-800-825-8286 or 909-624-2227 in California. Ask
about visiting a few chapters in your geographic area. For
about $250 a year, you can meet regularly and build
relationships with a dozen or more other business professionals
who meet weekly specifically for the purpose of passing
qualified (qualified is key) referrals for fellow members.
While results may not be immediate for some of us, the
long term holds more potential. This is not a paid
endorsement but rather a tip you may want to act on for
opening more doors, more easily.

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*---DID YOU KNOW?------------------*
Statistics show that referred prospects buy more often,
and more quickly than other prospects. There is leverage,
trust and built-in value in the relationship between your
current customer and the person they refer to you.

How many times have you heard that old buyers' complaint: "Your
price is too high and if you don't come down, I'm going to buy from
your competition"? Have you told yourself that if only your prices were
more competitive, you would sell a lot more?

Overcoming a price objection is easy if you know your value. Here's a
good approach.

Differentiate from low price competitors by adding value to your
basic product or service. And then communicate the benefits of the
value you're adding to your customer so they can understand and
appreciate why yours is the more cost-effective solution.

The best value you can add is any service or enhancement that makes
the product work more easily or effectively for the buyer: implement-
ation guidance and assistance, extended warranty or support, performance
enhancements or guarantees, 24 hour user hotline, extended or special
payment terms, something they can use to justify paying you a higher
price should someone in their own company question the transaction.

How do you find out which value added service would level the "price
playing field" for them? Ask them for their thoughts and ideas. They
will tell you what is most valuable to them.

What a radical idea.

Subscribe to the e-mail version of the SalesLinks Bulletin.
All contents. Copyright; 1997-1999, Mentor Associates, Inc.
Jack Carroll jcarroll@saleslinks.com , Webmaster
info@saleslinks.com, http://www.saleslinks.com
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E. Your Referral System Compatability
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The referral suggestions for getting more qualified leads depend
on being systematic. Each of us approach systems differently.
Understanding your behavorial style helps you assess the degree
to which you use four primary dimensions of behavior in a
particular situation: Dominance, Influence, Steadiness and
Conscientiousness. Understanding your style is liberating!

Anyone in sales likes to sell from strength - the selling style we're
most comfortable with. Yet that approach may not be effective with
prospects who don't share the same style of behavior. Asking for
referrals may differ from one client to another with how you ask,
hen you ask and what you ask.

With the Personal Profile System ™ you get a confidential,
self-directed scoring and interpreting to actively engage you in the
context of a personal experience. You assess your personal strengths.
You identify areas for growth. Finally you are guided through a
personal development plan for determining key insights to remember
and take action on.

When you use the Personal Profile System™ you discover your
tendencies. It also simultaneously helps you gain insight into the
difference between your style and your customers's style - and how
to close the gap. It's an easy to understand yet comprehensive interpretation.

Over 20 million people have unlocked the door to greater understanding
of themselves and others. Instead of the retail of $15.00 for this powerful
learning tool, you can be on your way to better selling for $12! It's a special
"jump start self-directed learning" 22% discount offer! Price guaranteed
through end of July, 1999. Email me at pweber@prostrategies.com?subject=PPS
for ordering information. Postage and handling are extra.

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F. Do you want a treasure of ideas for sales and customer service - besides
this eletter of course! I invite you to visit:

SalesAmerica.com, , is an online service dedicated to the
success of sales professionals, entrepreneurs and small business owners.
A One-Stop Supersite. Plus, they have an enormous selection of over
200 distinct electronic greeting cards all with a business theme! Send
them to clients, prospects, associates,whoever! They also have wholesale
pricing on productivity books and products, a FREE reminder service,
discounted travel and much more! I invite you to visit them and mention
you heard about them in Pat Weber's Sales and Service Unfair Advantage
E-Zine. Or call Jim Hammarstrom at 1-800-354-1410 to personally take of you.

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THANK YOU! Your replies to my email for your needs of particular
information in the upcoming issues helped me to plan out this eletter
for the next year! Thank you for your questions.
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For when you want the extra in those ordinary meetings: Bring
in Pat Weber for your next meeting, conference or
convention for sales and customer service training or a
keynote. Pat is available for keynotes and workshops
with ideas and insights to transform customer relation-
ships. You can also contact her as a coaching resource
to bolster your customer service and to achieve more
results in selling. You can reach her at 1-877-2SPEAK4U
or email pweber@prostrategies.com.
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Copyright 1998, Professional Strategies Inc. Disclaimer: Use
these tips as you want, when you want. Some may not suit you
and others may. Take what you like and give it a try for
sensational selling, first-class service and pièce de
résistance results in sales and service.

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