It has been said that a persons interest level dissipates at the rate of about 50% per day, with obvious variables. The graphic illustration that represents this is the tearing of a piece of paper in half, every day. The point to be made is this: leads are a direct prediction of your sales volume and must be responded to, in some way, as quickly as possible.

If you can’t get to them physically, then send them a letter explaining your position (out of stock, over-booked) and how the demand for the value of your product or service has temporarily placed you in that position. Offer a special bonus for those who will bear with you and wait. Also, with this same letter, ask who feels unable or unwilling to wait, and make every effort to handle those prospects.

Both those who commit to wait and those who feel that they cannot wait are telling you what your sales volume will be. This kind of letter will create good will as well as save you otherwise lost sales and the referrals that would have followed. If you don’t respond, you are creating “bad will” (same as bad- mouthing – but you’re targeting yourself) as well as lost sales.

You are also undermining your monitoring efforts by losing control of the leads. Attention to lead response demonstrates dependability, the number one criterion sought by end-users. It’s not the price, it’s not the product – it’s dependability that people want. Pay attention to your marketplace and it will continuously pay attention to you, and secure your future.

Monitor your own response rate to inquiries. Keep records of the inquiry date, first response date and sale percentage in relation to response date.

More on Leads

You cannot effectively change something that you have not measured. Monitor and measure to determine which kinds of lead generating techniques are best for you. You must experiment, but remember, tracking results is critical to productive experimentation. If the phone isn’t ringing off the hook, it is necessary to generate leads. There are nine ways that I know of to accomplish this end. I will detail them later, but let me add here that unless you are doing something to generate leads/customers, you will likely not survive in any business. If you look closely at most of the aggressive direct sales companies, they are characterized by two major aspects. First, these companies generate leads. Secondly, the sales people are well trained in closing.

Accomplish the main objectives! How can you monitor all efforts and their results. Test small changes, monitor the results.

The post How are you handling your leads? appeared first on ConectUS Wireless.

The usual memory is of looking for a new car or used car! We have all had experiences when the salesman hasn’t stopped talking and you sense yourself being pushed to say ‘yes’. You find yourself signing on the dotted line!

Too many business owners, when presenting their sales pitch don’t think about whether their style could be perceived as pushy or aggressive, and don’t realize what they could be losing. In this article we are going to look at exactly what being pushy or aggressive looks like and how it can damage building long term relationships (which is what selling should be about).

Being pushy, whether intentionally or unintentionally, can be the ruin of a salesperson. Luckily we are all individuals, so we have a different ‘pain’ threshold where pushy salesmen are concerned; some people will shrug it off, others will feel intimidated. But what defines ‘pushy’?

To ‘push‘ something is the act of exerting force on one object in order to move it from one place to another. When you push an object, its weight responds as resistance and to overcome this you have to push harder. To fulfill the act of pushing you have to expend effort, but when strong enough, resistance can prevent you from moving forward.

Looking at the preceding words again, but re-framing them in a sales context, you can quickly see what being pushy is – forcing your will onto the buyer, countering resistance with more force, using effort to get a result. This is not how to make a sale or encourage someone to buy from you again! You must always remember that a customer is with you because he wants to be there – he can quickly change his mind.

What are the actions you take in your sales process, which could be perceived as aggressive?

• Not taking ‘no’ for answer
• Not actively listening or watching for body language hints which are telling you to stop, that your message is not getting across
• Being overly familiar with the customer too early in the sales process
• Despite having been told that he is not interested, within a few days you are back on the phone, following up the previous meeting

These actions could be taken in all innocence but the outcome is the same – the customer feels pressurized.

So what’s the impact of these actions? Here are some of the possible outcomes if you take things too far.

• You may be lucky and hit upon a customer who is too meek to fight back or walk away. Great, you made a sale! However, they will never buy from you again. Missing out on repeat business means you are missing on the real profit. The next deal can be completed without all the preliminary talk so the true profit is higher. Be pushy and you miss out on all of this
• If the customer is a strong personality, he may dig his heels in and an argument quickly develops. You can never conclude a sale under these circumstances. Worse still, if you are in the retail trade, potential customers wandering around your shop may pick up on the tense atmosphere and be out of the door with their money still in their pocket. The result? More than one lost sale
• Even if your product or service is ideal for them and satisfies all their requirements, if they feel uncomfortable with your style, they’ll buy elsewhere
• Word-of-mouth can be a great way to boost sales but it can also be a destructive force. A dissatisfied customer will tell many more people about their bad experience than a satisfied customer will about a good experience. So, not only have you missed out on one sale but also a bucket-load more

What steps can you take to avoid being too pushy or aggressive and possibly end up losing a sale?

Early on in the relationship or presentation, don’t be overly familiar. Ask if you can call them by their first name. Seeking permission may sound a bit cheesy but at least you have their permission.

Having established this ground rule, actively listen to what the customer is saying, Is he dropping clear hints that he is not comfortable with what you are saying? Conversely, if he’s not responding at all, ask him if he’s OK with what he has heard so far. Asking questions is a great way of finding out what the customer is really thinking and so an opportunity to put things right.

As well as listening, watch their body language. Do they appear happy or are their eyes constantly looking around (probably looking for the exit!) and not at you. If so, again step back and use questions to check their mood. Slow the pace down and clarify any concerns. Listening to what the customer has to say is the key and then respond by addressing the issues.

If, after taking on board what the customer is saying, you still get a ‘no’, don’t argue; back off and leave the door open for another day. Once the customer has verbally said no, the chances of you getting a sale after that is dramatically reduced. And whatever you do, don’t follow up a few days later with a telephone call! Leave the customer alone and he may come back of his own free will. The memory of your pushy style will linger for some time and the chances of you getting a quick re-match are slim, so don’t try and encourage one!

Next time you are making a sales pitch, make sure you don’t go too far and push the client so hard that he falls off a cliff. You want him alive so he can come and see you another day!

The post Why Being Aggressive Won’t Get You Sales appeared first on ConectUS Wireless.

Shoe stores suggest socks or polish to go with your new sneakers, hair salons recommend styling products, and stores selling electronics offer an extended warranty on the gadget you just bought. In each case, the business encourages the customer to add on to the purchase they are making.

Upselling can be done in person, on the phone or over the Internet. Many online shopping carts allow you to set up a product-specific upselling page. That means that when someone orders Product A, they get the suggestion that goes with that product. Someone who orders another product receives a recommendation appropriate to that product.

Here are some tips to make suggestive selling work for you:

Make the suggestion after the customer has made a commitment to buy. Don’t try to add on to the sale before the customer has made a firm decision and is in the process of buying.

Upsells should be related to the original purchase. An upgrade, a warranty, accessories, or something else that adds on to what the customer is buying can be effective. The customer is more likely to see such a suggestion as helpful than as simply a sales ploy.

Consider making the upsell a “two-fer” offer. Because the customer bought one item at regular price, they are able to get a second at half price.

The add-on product should have a lesser cost than the base purchase. Suggesting batteries to go with a radio works. Recommending a radio to go with a battery purchase doesn’t.

Don’t hit customers with a lot of upsells. One (or possibly two) is enough. Badgering them to buy more can backfire and maybe even kill the sale completely.

Make sure employees and order takers are making upsell offers to customers. Remind them of the importance of doing so, and consider rewarding them for great results, or even when you “catch” them upselling. Give telephone order takers a script that includes a suggestive sales offer.

Done properly, an upsell is helpful to the customer and builds your profits as well.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Do You Want Fries With That? – Using Suggestive Selling to Increase Your Sales appeared first on ConectUS Wireless.

Stuart was a managed services provider looking to grow his company. He created a cold calling plan to reach three different micro-segments that he’d identified as his hottest opportunities. He built a strategy that he thought was a dynamite approach. He learned how to tailor his message to different companies, tips to get past gatekeepers, and techniques for leaving gripping voicemails.

Stuart was excited! He spent weeks perfecting everything, holding off on any calls until he felt he was fully prepared.

And then it was time to execute.

After two weeks of failed attempts, Stuart fessed up. He didn’t want to pick up the phone.

He’d convinced himself that this was the right way to prospect. He assumed that all successful salespeople did it, and if his business was going to be successful, he had to master it, too.

Not true.

Cold calling can be one of the most inefficient ways to find leads. Unless you have a list of specific contacts you want to reach, it simply isn’t your best technique to fill your funnel.

Stuart then became a passionate believer in alternate ways of prospecting, especially when you’ve got a big region you’re attempting to cover and you’re strapped with a large number to sell. Instead, you need a plan that’ll bring leads in the door in a manner that’s comfortable for you.

It’s time to change your prospecting strategy. Here are some ideas that Stuart learned:

• Start an email campaign. Afraid of the spam laws? Keep your list small and personalize your emails to participants’ needs so it feels as if you sat down to write them an individual message. Send a series of 3-4 emails three days apart to encourage a response.
• Know your target market. Stuart knew where to look for his hottest opportunities. You want to do the same. Keep your micro-segments small, 20-125 contacts at a time, so you can be more personal in your communications.
• Hold an online event. Sound time-consuming and expensive? You can run one practically for free so don’t let the price stop you. If content or participation is your concern, remember that you’re the expert. Make your topic relevant to your target market’s top issues and they’ll want to hear what you have to say. Share recommendations based on work you’ve done with other clients. Offer something at the end that’ll separate hot prospects from warm leads.
• Use social media, press releases and/or articles to get noticed. They’ll keep you in front of your target market where they get to know you as an expert. You’ll begin to create a relationship even before they require your assistance.
• Create a mini-campaign by linking email, events, social media, and articles together to keep you in constant touch with your micro-segments. As a seller, you don’t have time to run a complicated 6-month campaign, but you can run a simple one over 6 weeks that generates new leads all along the way.

Some people love cold calling. But if you aren’t one of those people, relax, breathe a deep sigh of relief and change your prospecting strategy.

Not only will you build your funnel, but you’ll also create awareness for yourself and your company through consistent exposure. When your target prospects have a need, they’ll remember you and reach out. And isn’t that so much more inviting than interrupting their day with a cold call?

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Cold Calling Isn’t the Only Way to Find Leads appeared first on ConectUS Wireless.

A good salesperson will make their product and pitch fit their customer. They will take the time to learn about their customer, whether it be through initial research or through questioning they will assess what is important to their potential customer before going in for the sale. There are some rules of sales that should not be ignored.

Prior Research:
Research is an essential part of any sales role, the opportunity should be taken to research a potential customer before they are approached, learn as much as possible from all resources such as the internet or even colleagues. This will help a salesperson to build initial rapport with any potential customer as they are instantly credible and have clearly taken real interest.

Customer Questioning:
The use of high gain open questions with a customer will help a salesperson understand what is important to them when considering new products or services, what standards they expect, what timescale they work to and who is involved in the decision process

A salesperson should let the customer speak and listen for signals of interest, a good rule to adopt is the 80/20 rule, let the customer speak for 80% of the time in response to good questioning. It is human nature to like talking about yourself and a customer will not be excluded from this rule so the opportunity should be taken to play on this to gain as much insight into a customer as possible to help make a sale.

Through questioning a salesperson should help the customer realize a need or problem and then offer a solution, if the customer highlights the need themselves half of a salesperson’s job is done.

Tailored Proposal:
Any proposal should be tailored to the audience and play to their interest, if a customer likes to talk numbers they will be offered numbers and if they like talking status matching benefits will be highlighted. A good salesperson will use everything they have learned through questioning to ensure that the proposal appeals to their customer and that it plays on the identified areas of interest.

Ask for the Sale:
A simple step that is overlooked far too often.  Simply asking for the sale will increase your closes exponentially.  Don’t forget this; simply ask for the sale. 

Learn these simple steps and get out there and close more business today!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Sales Training Tips – Tailoring Your Proposal to Fit Your Customers Needs appeared first on ConectUS Wireless.

John was a managed services provider looking to grow his company. He created a cold calling plan to reach three different micro-segments that he’d identified as his hottest opportunities. Together we put a strategy in place with a dynamite approach. He learned how to tailor his message to different companies, tips to get past gatekeepers and techniques for leaving gripping voicemails.

John was excited! He spent weeks perfecting everything, holding off on any calls until he felt he was fully prepared.

And then it was time to execute.

After two weeks of failed attempts, John fessed up. He didn’t want to pick up the phone.

He’d convinced himself that this was the right way to prospect. John assumed that all successful sales people did it, and if his business was going to be successful, he had to master it, too.

Not true.

Cold calling can be one of the most inefficient ways to find leads. Unless you have a list of specific contacts you want to reach, it simply isn’t your best technique to fill your funnel.

I’m a passionate believer in alternate ways of prospecting, especially when you’ve got a big region you’re attempting to cover and you’re strapped with a large number to sell. Instead, you need a plan that’ll bring leads in the door in a manner that’s comfortable for you.

It’s time to change your prospecting strategy. Here are some ideas for you.

• Start an email campaign. Afraid of the spam laws? Keep your list small and personalize your emails to participants’ needs so it feels as if you sat down to write them an individual message. Send a series of 3-4 emails three days apart to encourage a response.
• Know your target market. John knew where to look for his hottest opportunities. You want to do the same. Keep your micro-segments small, 20-125 contacts at a time, so you can be more personal in your communications.
• Hold an on-line event. Sound time consuming and expensive? You can run one practically for free so don’t let the price stop you. If content or participation is your concern, remember that you’re the expert. Make your topic relevant to your target market’s top issues and they’ll want to hear what you have to say. Share recommendations based on work you’ve done with other clients. Offer something at the end that’ll separate hot prospects from warm leads.
• Use social media, press releases and / or articles to get noticed. They’ll keep you in front of your target market where they get to know you as an expert. You’ll begin to create a relationship even before they require your assistance.
• Create a mini-campaign by linking email, events, social media, and articles together to keep you in constant touch with your micro-segments. As a seller you don’t have time to run a complicated 6-month campaign, but you can run a simple one over 6 weeks that generates new leads all along the way.

Some people love cold calling. But if you aren’t one of those people, relax, breathe a deep sigh of relief and change your prospecting strategy.

Not only will you build your funnel, you’ll also create awareness for yourself and your company through consistent exposure. When your target prospects have a need, they’ll remember you and reach out. And isn’t that so much more inviting that interrupting their day with a cold call?

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

[ccf_form id=”948″]

The post Cold Calling Isn’t the Only Way to Get Prospects appeared first on ConectUS Wireless.

Frontier Internet Review 2021 | Reviews.org

Frontier has some good things going for it-namely, no data caps, no contracts, and a fiber-optic network. Between Frontier’s FiberOptic internet service and its DSL service, we think FiberOptic is the better deal. But we know not everyone has access to fiber internet.

About ConectUS Wireless

ConectUS was founded in 1974 in Southern California selling hand-held radios. During the ‘90s, ConectUS began selling analog cell phones and then integrated communications solutions. Today, they offer Internet, landline phone, TV services and cell phone services to businesses, their employees, and residential customers.

Being one of the largest Verizon Master Dealers in the country as well as a Master Dealer for Frontier Communications, ConectUS Wireless has a lot to offer their partners. This includes Verizon One Talk, a service that rings all of your devices simultaneously, so you will never miss a call.

Call the ConectUS Wireless Onboarding number today: (855) 735-5899

The post Frontier Internet Review appeared first on ConectUS Wireless.