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Tuesday, April 20, 2010

THE COLD, HARD TRUTH: Prospecting 101, Part 2

The Cold, Hard Truth with Gabriel Siegel


Effective cold callers understand prospective customers have three concerns:
  1. Will the product or service make or save me money?
  2. Will the product or service improve my efficiency or enhance my lifestyle?
  3. Will the product or services help me solve a problem?

BOTTOM LINE: WHAT IS THE VALUE OF YOUR SERVICE TO ME?


When cold calling, you must be able to follow two simple rules:

RULE 1: EXPLAIN THE PURPOSE OF YOUR CALL WITH A SIMPLE DECLARATIVE SENTENCE, FOLLOWED BY THE CRITICAL QUESTION.
This is the quickest way to qualify your prospect. An affirmative answer to THE CRITICAL QUESTION brings you closer to the next step; getting an appointment!

A CASE STUDY:
A client is in the carpet and upholstery cleaning business. When cold calling, he uses the following approach:

“Good morning, Ms. Homeowner. We’ve been calling homeowners who feel their carpets and upholstery could benefit from some professional TLC not only to look better but also to last longer. I’m so glad I have this chance to speak with you. If you allow me just a few minutes, I’m sure you’ll be willing to invite us to give you an estimate on carpet and upholstery cleaning."

They then ask a few simple questions and ask for an appointment.

Do they get rejections? Definitely! But, he also gets quality appointments leading to new and repeat (lucrative) customers.

If he’s unsuccessful in getting an appointment, he then asks “I understand that you may not be interested at this time, but do you know of anyone else who might need our services?”

In a typical week, my client, or his wife, will spend about 2 hours per day cold calling. They average about 1.5 appointments per day and about 2 referrals a week from their prospecting efforts. They have a simple philosophy; if I don’t have appointments, I’m unemployed. They advertise extensively, but have learned not to depend on this for attracting enough new and repeat customers.

Contrast his approach to a typical cold call from a carpet/upholstery cleaning company. (We actually got this call about a week ago). “Hello, I’m from XYZ Carpet Cleaners and we’re running a special promotion for cleaning this month. We’re only charging $99.00 to clean all your carpets and one sofa.” Undoubtedly some people will respond in the affirmative. What are the chances of the homeowner remembering this cheap service, which, by the way, turns out not to be so cheap?

The second approach reduces your cold-calling efforts to a “numbers game”. The caller has to hope that the person on the other end actually wants to have their carpet and upholstery cleaned while the prospector locked himself into a low price. You can never sell on price; someone is always less expensive. The only perceived value you’ve created focuses only on price; important to some but less so to many others.

The first approach has a value which will become obvious as we develop cold calling strategies in future articles. (Some of our readers will become more adept at prospecting by participating in up coming seminars and role-playing sessions).

David Sandler, founder of The Sandler Sales Institute®, makes the following observation: “PEOPLE BUY TO AVOID OR OVERCOME PAIN.” On a cold call, unless you can identify a problem or need, there is no reason to see you, because you’ve done nothing to create a perceived value and/or distinguish your service.

Can you think of a simple declarative sentence and a CRITICAL QUESTION which would make me want to see you?

You only have one objective on a cold call: GET THE APPOINTMENT! In the next article, I’ll present the second rule of cold calling with a case study. Let me know your thoughts.


For more information, please visit Gabriel's TNNW Bio.




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BLUE THING #3: Amazing New Facts and Statistics




Why? These amazing facts and statistics are informative, fascinating, fun to forward to friends, and occasionally hysterical. This post is unbelievably hysterical. We promise. Read it. Click on the little envelope-shaped icon at the very bottom of the whole BLUE THING POSTING, and send this to 10 friends, colleagues or business associates with your own custom transmittal email attached. They'll thank you. Oh yes. They surely will.

NOW FEATURING A TAG CLOUD FOR THE WEEK - This cloud is generated from the TNNW RSS Feed and Daily Email Blog at http://TheNationalNetworker.blogspot.com

(You should be getting either the RSS Feed or the Daily Email to supplement your membership). The cloud is featured below, following the Amazing New Facts and Statistics.


We strongly encourage READER PARTICIPATION.

If you have an amazing fact, statistic or hysterical story to share with out readership, tell us right now. Don't be selfish. Share if you care. Just click:



You are invited to submit your favorite amazing fact or little-known statistic and get it published here, boldly showcased in the perfectly rectangular enclosure of BLUE THING #3. But be advised that you must be a subscriber in order to participate. If you're not already a subscriber, click on the following link before you read on: http://twitlik.com/IN. If you are already a subscriber, please proceed to the next paragraph for "the elevator pitch."


HEY YOU! Yes you. Since you are now a subscriber to THE NATIONAL NETWORKER NEWSLETTER, you are invited to submit your own favorite amazing fact or statistic. If you’d like, we’ll even publish your name (or your organization’s name) and give you credit for your contribution. Note: Unless you are particularly dense, you will recognize that we are actually offering you FREE PUBLICITY in exchange for a mere tidbit of information.

Simply click on the hyperlink below to submit your gem:


If the hyperlink above isn’t working, first you must first blame your browser (Internet Explorer 8 seems to be an exceptionally popular source of consumer dissatisfaction), then your ISP Provider, then Bill Gates (or Steve Jobs), and mutter a rapid string of profanities under your breath. Kick furniture if you feel it necessary. [Feel better?] Then, just click on this one, and get direct access.



AND NOW...
A compilation of utterly useless information brought to you by JokesAvailable, CaliforniaSpy.com, CleanFunJokes.com and THE NATIONAL NEWSPICKER™.

Following is a veritable cesspool teeming with trivial items to use in pick-up lines in bars, to fill awkward silences in credit committee meetings, and to forward (via email) to the spam filters of Oprah, Bill O’Reilly, Bono, Paris Hilton, Harry Potter [either one], any member of the board of directors of Bank of America, the president or prime minister of your home nation, or one or more of your many friends, family members and people who have far too much time on their hands.

Here goes:

In honor of the first recognized modern detective story -- Edgar Allen Poe's "The Murders in Rue Morgue" -- published on April 20, 1841, we proudly present:

Detective Humor

In the Woods

Two hunters are out in the woods when one of them collapses. He doesn't seem to be breathing and his eyes are glazed.

The other guy whips out his phone and calls the emergency services.

He gasps, "My friend is dead! What can I do?"

The operator says "Calm down. I can help. First, let's make sure he's dead."

There is a silence, then a shot is heard. Back on the phone, the guy says "OK, now what?"

Sherlock Holmes and Watson

Sherlock Holmes and Dr. Watson went on a camping trip. After a good meal and a bottle of wine they lay down for the night, and went to sleep.

Some hours later, Holmes awoke and nudged his faithful friend awake. "Watson, look up at the sky and tell me what you see."

Watson replied, "I see millions and millions of stars."

"What does that tell you?" Holmes questioned.

Watson pondered for a minute. "Astronomically, it tells me that there are millions of galaxies and potentially billions of planets. Astrologically, I observe that Saturn is in Leo. Horologically, I deduce that the time is approximately a quarter past three. Theologically, I can see that God is all powerful and that we are small and insignificant. Meteorologically, I suspect that we will have a beautiful day tomorrow. What does it tell you?"

Holmes was silent for a minute, then spoke. "Watson, you idiot. Someone has stolen our tent."


Undercover detective

A tourist asks a man in uniform, "Are you a policeman?" "No, I am an undercover detective." "So why are you in uniform?" "Today is my day off."

A blonde detective

A policeman was interrogating 3 blondes who were training to become detectives. To test their skills in recognizing a suspect, he shows the first blonde a picture for 5 seconds and then hides it."This is your suspect, how would you recognize him?"

The first blonde answers, "That's easy, we'll catch him fast because he only has one eye!"

The policeman says, "Well...uh...that's because the picture shows his PROFILE."

Slightly flustered by this ridiculous response, he flashes the picture for 5 seconds at the second blonde and asks her, "This is your suspect, how would you recognize him?"

The second blonde giggles, flips her hair and says, "Ha! He'd be too easy to catch because he only has one ear!"

The policeman angrily responds, "What's the matter with you two? Of course only one eye and one ear are SHOWING because it's a picture of his profile! Is that the best answer you can come up with?"

Extremely frustrated at this point, he shows the picture to the third blonde and in a very testy voice asks, "This is your suspect, how would you recognize him?"

He quickly adds, "Tthink hard before giving me a stupid answer."

The blonde looks at the picture intently for a moment and says, "Hmmmm...the suspect wears contact lenses."

The policeman is surprised and speechless because he really doesn't know himself if the suspect wears contacts or not. "Well, that's an interesting answer. Wait here for a few minutes while I check his file and I'll get back to you on that."

He leaves the room and goes to his office, checks the suspect's file in his computer, and comes back with a beaming smile on his face. "Wow! I can't believe it. It's TRUE! The suspect does in fact wear contact lenses. Good work! How were you able to make such an astute observation?"

"That's easy," the blonde replied. "He can't wear regular glasses because he only has one eye and one ear."


A jealous husband hires a private detective...

A jealous husband hires a private detective to check up on his wife. The husband tells the detective, he wants both a written account and as many videos of her in any kind of compromising situations as the man can get.

Two weeks later the detective calls the man and tells him he has all the evidence he needs. They make an appointment for a meeting. The two of them are sitting there watching the videos. The man sees his wife meeting another man, then the two of them are walking in the park laughing. Another series shows her with a different man laughing and dancing.

All together, he watches a dozen or so different activities, each with a different man, each time both she and the man are sharing obvious utter glee." Amazing," said the shocked husband, "Simply amazing ! I just can't believe it."

"What can't you believe ?" asked the detective, "It's all right there for you to see, plus I have all the times and dates in my log."

"I know, I know!" said the man, still in shock, "I just can't believe my wife could be that much fun."


Simple Curiosity

My wife and I were watching some TV show the other night where the wife hired a private detective to follow her husband and see if he were in fact "cheating" on her.

I asked my wife if she would ever do that. She said, "Well, not so much to find out who the other woman was, but to see if I could find out what she saw in you."



Steal from this family

After shopping in a mall, a couple returns to find their car has been stolen. They go to the police station to make a full report. A detective drives them back to the parking lot to see if any evidence can be found at the scene of the crime. To their amazement, the car has been returned.

There is an envelope on the windshield with a note of apology and two tickets to a music concert. The note reads, "I apologize for taking your car, but my wife was having a baby and I had to hot-wire your ignition to rush her to the hospital. Please forgive the inconvenience. Here are two tickets for tonight's concert of Garth Brooks, the country-and-western music star."

Their faith in humanity restored, the couple attend the concert and return home late. They find their house has been robbed. Valuable goods have been taken from throughout the house, from basement to attic. And, there is a note on the door reading, "Well, you still have your car. I have to put my kid through college somehow, don't I?"



Followed

"I'm fed up with your jealousy," the furious wife told her husband. "Do you think I don't realize you're having me followed by a detective who's tall, blond, has green eyes and is very nice, although a little shy at first?"



Accidental Detective

Q: What do you call a detective who solves crimes entirely by accident?

A: Sheer Luck Holmes

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This tag cloud was custom-created for The National Networker Companies by TNNW Blogworks using technology provided by TagCrowd.com







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Monday, April 19, 2010

THE POINT: It’s in the American DNA to Speak Our Mind – And, Today’s Political Debate is On!

The Point with Brenda Krueger Huffman


Our founding fathers started it all with the first cries for liberty in the Declaration of Independence and the American Revolution, to ensure American citizens the right of free speech with the 1st Amendment in the U.S. Constitution. It’s in the DNA of the American culture and the American people to speak our mind politically.

Today’s political debate is on in America from the Internet to family dining room tables. President Obama and Congress have sparked a passion in the American people on all sides of every issue and within all political parties. Americans are engaged and debating their political positions with passion fully exercising their 1st Amendment rights. Voters are joining Facebook political fan pages, following politicians on Twitter, posting political commentary on blogs, writing editorials to traditional newspapers to express their views, and sending politicians emails and letters directly.

They are watching political programs on television or the Internet. They are buying and reading political-themed books, as evidenced by how many of these books are on numerous best-seller lists. Political speakers are the biggest draw on college campuses. Americans are attending rallies, protests, and town hall meetings in record numbers and speaking their mind. With a great following, political blogs and news articles abound on the Internet. This mid-term election year everyone is talking politics with cab drivers, bartenders, hair stylists, fellow employees, friends, family, and just about everyone. Jefferson, Franklin, and Adams would be proud.

Americans question their government and its policies, simply because they can and they care. Voters express their positive and negatives opinions of President Obama, and members of Congress without fear of censorship or reprisal. They debate specific legislation and the way in which their tax dollars are being spent by Congress. As was the debate with the framers of the U.S. Constitution, Americans are discussing what role government, through constitutional law, can and should have in their lives and businesses. This year voters are exploring the benefits of our Christian founding and our capitalist roots. Many today know the definitions of capitalism, socialism, Marxism, and communism which they may not have thought about or discussed a year ago. They are discussing the differences between these political philosophies from an American perspective. They are discussing whether or not America is in fact being fundamentally transformed by this President and Congress with a legislative agenda, and if so, what this change really means in America and for Americans. They are discussing the difference between a democracy and a republic. This all makes for a passionate and sometimes heated debate no matter with which political party and policies you are aligned.

Americans are getting back in touch with the U.S. Constitution. For the first time since high school, many Americans are reading the Constitution again. And many are specifically looking up the 10th Amendment and the Commerce Clause. In today’s world of 2,000+-page legislative health care bills coming out of Congress, a 48-page Pocket United States Constitution that also includes the Bill of Rights, Amendments 11-27, the Declaration of Independence, and a complete index of the Constitution is a big seller, and is even being sold on eBay and other sources online in volume packages. Americans are questioning if the various federal legislation that is being considered, or has passed, is constitutional. They are debating their beliefs and positions on the original framers’ intent of the specific rights given to the people, states, and the federal government in the U.S. Constitution.

Approximately half of all Americans use social media, and political comments and debate are all over the Internet and social media platforms. The rhetoric is usually civil, but sometimes it’s not. With our 1st Amendment rights comes the common sense responsibility to debate your position on issues, and not by demonizing a political party, or with personal attacks and name calling. Everyone has a right to say whatever they want, with a few lawful exceptions. Yet there is also an ethical responsibility in free speech and a true logic in effective debate that doesn’t include spouting political spin and myth as fact.

Voters are engrossed in the political debate, and social media is a perfect platform as evidenced by a simple search on the keyword “political” on Facebook which returned a result count of 9,900 pages the other day. Youtube has political videos and clips too numerous to count. Minnesota Governor Tim Pawlenty held his first Facebook town hall meeting March 31. It was well received, and proved to be a great use of social media to provide a real-time, transparent, economical, and interactive way to talk with voters. From a Facebook search of top political names for the top fan pages and fan numbers done on April 2, some of the results might surprise you. (These numbers can change at any time of course as fans join or leave the fan page, and I only looked at the “positive” pages for each name.)


Top Positive Fan Page RELATED TO NAME and # of Fans

President Barack Obama 7,982,205

Speaker Nancy Pelosi 18,737

Senate Majority Leader Harry Reid 8,680

House Minority Leader John Boehner 58,669

Senate Minority Leader Mitch McConnell 3,782

Newly Elected MA Senator Scott Brown 221,989

Sarah Palin 1,515,481

Glenn Beck 777,465

Jon Stewart’s 558,342

Stephen Colbert’s The Colbert Report 535,480

Anderson Cooper 360 343,323

Sean Hannity 255,385

Bill Maher 177,226

Rachel Maddow Show 129,833

Rush Limbaugh & the EIB 70,026

Keith Olbermann 48,186

Bill O’Reilly 16,081

Chris Matthews 7,985


According to Sysomos’ recent Twitter study:

• Overall, U.S. President Barack Obama is the most popular politician with 2.24 million followers. Governor Arnold Schwarzenegger is the most popular within the 168 identified members of the political Twittersphere with 68 followers, while President Obama is followed by 56 out of the 168.

• ABC News' Chief Washington Correspondent George Stephanopoulos is the most followed media personality (Group 2). Nansen Malin, a blogger who is on the Republican Party's Executive Board in Washington State, from Group 2, has the most followers within the political Twittersphere.

CNN Breaking News is the most followed news source (Group 3) overall, while the Los Angeles Times Top of the Ticket is the most followed news source among the political Twittersphere.

• Within the political Twittersphere, George Stephanopoulos is followed by the most politicians; Virginia Senator Mark Warner is followed by the most media personalities; and MSNBC cartoonist Darly Cagle is followed by the most news organizations.

Americans are tuning in to politically-based television programs like never before, since the 2008 presidential campaign and election. Whether you like Fox News or not, they tout the “top 13 programs on cable news” and “the most total viewers.” There is no denying FNC programs, The O’Reilly Factor and the Glenn Beck, dominates the ratings. Their viewers grow every day. FNC program contributors, Judge Andrew Napolitano, Juan Williams, and Dr. Marc Lamont Hill, are becoming political rock stars with name recognition similar to pro athletes and well, rock stars like KISS’ Gene Simmons. Glenn Beck is the only person in America other than Oprah Winfrey who is able to catapult a book to the top of popular bestseller book lists simply by mentioning the book on his program. And, these are all political and history-themed books.

Whether you drink coffee, tea, kool-aide or just plain water, everyone has an opinion. There are usually very different ones in the same family. In my own family of four sisters, debate is lively as I suspect it is in every American family. One sister is a die-hard Republican, and one is a died-in-the-wool Democrat. One believes President Obama wants to move America to a European style socialist culture, and one believes social justice policies that redistribute wealth are just fine. One thinks the new health care legislation is unconstitutional, and one believes everyone should have “free” health care. One is upset over the check she had to write when she filed her taxes, since she feels the government already took too much out of her pay all year. And one doesn’t pay any income tax, will receive a refund, and thinks only the rich should be taxed. One can’t wait for the 2012 election that she feels will surely replace President Obama, and the other thinks that sister is just an Obama-hater. Yep, Elizabeth and Rosie are still debating from "The View" inside of my family. The only hot button issue we four of us seem to agree on is that same-sex marriage should be legal, and the Don’t Ask – Don’t Tell policy should not. Then other family members debate us all on our equal human rights position and the definition of marriage.

Thousands of Americans don’t just express opinions with each other. Many also call their representatives in Washington or write them a letter as part of the American political debate. In fact, many in 2010 have done this for the first time in their lives. A good friend of mine who lives in Arizona sent a letter last week to Senator Jon Kyl expressing her opinion of what Treasury Secretary Tim Geithner said that morning on television.

With permission, here is her letter:

Dear Senator Kyl,

I find it troublesome that Mr. Geithner holds press conferences discussing legislation like controlling companies from becoming "too big to fail." I find this wrong on several levels. Last I checked, his role as Secretary of the Treasury doesn't include a voting role in the Senate or necessarily the right to propose legislation. Am I wrong in this assessment of his role?

Secondly, I find it horribly un-American to say that if a company is overly successful with too broad a reach the government can step in and say - halt – “You're doing too well.” Could not this in essence be said of Microsoft or Google or our own Government?

And, on that note, the real issue I want to address is why are we not looking at our government as possibly being an entity that would be subject to "too big to fail" fail-safes, as it were? I presume, without too much research, one of the largest employers in the United States is the federal government. I also presume that because its agencies are so large and it employs so many people, it is rare we would think about collapsing one agency or the equivalent of a large company as Mr. Geithner spoke about for the private sector. Am I wrong in my assertions? So, is it wrong to think the reason our government won't consider a more simplified and equitable tax structure is because it would cause a loss of jobs within the IRS? Is it wrong to think we don't seek out changes in the Postal Service, which has been leaking money like a sieve for years, simply because it would mean scaling back on postal employees throughout the country?

Why isn't Washington turning the eye on its own house and demanding it be on time and on budget? Geithner’s expressed "too big too fail" philosophy strikes me as trying to use a broom to clean up after a flood. The reality is this philosophy is only going to create a bigger mess and a bigger infrastructure to house the mess. Good luck with that.

Sincerely,
Lesley Woodring
Concerned Citizen

Some say America‘s best days are behind us. I don’t believe that. As 2010 is already reflecting, Americans are not complacent about our Constitution, politics, politicians, and government policy. The majority of Americans love their country and are willing to fight with debate for their vision for it -- no matter what side of the political aisle they support. Our founding fathers are looking down on us and smiling. They are pleased we are proud of the political roots they firmly planted, and that we are still discussing their work and legacy. They would have liked the Internet, and without a doubt, each would have had their own political blog and offered Facebook town hall meetings. They are fist-bumping each other that we, as American citizens, continue to engage in passionate political debate, and that we regularly utilize our 1st Amendment right of free speech to do so without fear or censorship. This is one of the ways we honor our heritage and their legacy. The political debate is definitely on in 2010 -- as it should be by the intended design of the American culture’s DNA. The spirit of Americans will never be broken.


For more information, please visit Brenda's TNNW Bio





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The Emergence of The Relationship Economy

The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.

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