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Closing Sales Techniques- Overcoming Objections

Closing Sales Techniques- Overcoming Objections

closing sales

Closing Sales: Lifeblood to Your Business

Overcoming Objections: 1 Step Closer to Closing Sales:

Being in the car sales business was always a love/hate scenario for me.  Although sales just seems to run in my blood, I despised the pressure & sales meetings that were (at times) downright scary!  You were asked point blank if you met your sales quota for the week, and if you didn’t, you better be prepared with a reason as to why & how you were going to reach your goal before the next week.  At times, there was a lot of sweat, vain popping, and nervous knee shaking that filled the room.  It felt like being in a pressure cooker!  Thankfully, there is always something positive to come away with from every situation I encounter in life.  If it weren’t for my car sales experience, I might never have learned an important part of closing sales: OVERCOMING OBJECTIONS!

If you’ve never been in sales before, you might be scratching your head wondering what I mean by ‘objections.’  I would define an objection as ‘an excuse a misinformed individual (sales lead, in this case) would make to escape the sale.’  Fortunately, in the car sales industry, they spend countless hours training me on how to overcome such an objection.  One important tip I learned from these teachings is that objections aren’t necessarily bad.  In fact, if you tune your listening ear to read beyond the surface of the objections, you will find that the customer is actually helping you qualify or disqualify themselves.  They are telling you whether or not it would be worth your time & energy to work with them.   Not to be mean, but some people have a mindset and will that you simply cannot change.  It is up to you to be able to separate the wheat from the chaff, so to speak.  Interpreting the objection will take practice, but will aid you closing your sales….which is just the beginning!  It will help you build a lifelong business with quality colleagues!

Closing Sales: Read In Between the Lines

Here are some of the most common objections (detours while closing sales) I hear when dealing with prospective customers on the phone:

*Objection #1: “Before I take a look at your website, how much is it (your product or business opportunity)?”

How to overcome: NEVER give them a price before you’ve built VALUE.  If you give in to this, and lead off with a price, you will most likely lose the sale!  Instead, redirect your prospect with a laugh: “It’s under a million dollars….ahahahaha!”  Once they are off the price, refocus them on visiting your website.  Reassure them that it is affordable, and that you would like them to become more informed.  If they insist on knowing the price after this, they may not be ready to join in your opportunity.  Those are usually the type of people that are looking to make a quick buck, and aren’t willing to invest in themselves, their eduction, or helping others.  Remember, you want to work with people that are willing to follow directions (and you should have directed them to a website & given them direction on the next step to get started).

*Objection #2: “Ummm….I need to talk to my wife/partner first.”  Granted, I believe in clear communication between spouses, but this line is overused as a way of escape!

How to overcome: “Hey Joe (or whatever their name is), I can respect that, but can I ask you a question….Do you want to seriously move forward, or are you just not interested.  Please just let me know because I’d hate to waste my time and yours.”  If they assure you they ARE interested, pin them down with an appointment within 24 hours.  If they admit that they really AREN’T interested, move on & wish them well.  Your time is too precious to try to force someone into an opportunity.   Don’t be desperate, take it as a red flag that it is a dead lead & go on to the next prospect.

*Objection #3: “I just don’t know.  How much money are YOU making, Mark?”

Just a few side notes on this one:  First, this is a rude comment made out of ignorance.  Sometimes people forget & just blurt out the first thing that comes to mind.  Would you really start a conversation with someone & randomly ask how much they make?  Not likely.  It’s really not their business, but handle this one with care.  This may be a red flag of someone that is looking to get rich quick.  It also is a sign that they may not be able to make a decision themselves & they want you to lead them into making a choice.  It could possibly mean that they are a business jumper….one that jumps from business to business & never focuses on/works one business.  However, before you decide they are a person to avoid, you might want to test them further.

How to overcome: “I’m on my way to making 6 figures (this is not a lie…if you are diligently working towards this goal, you ARE on your way to making this kind of cash), but  it’s not about what I am making, it’s about how much money you can make!”  Again, redirect them to your website, get them informed, and then you will see if they are serious about investing in your product/business.

Closing Sales Takes Practice & Patience…Don’t Get Discouraged!

To sum it up, if you are serious about building your own business, you have to realize that objections come with the territory.  Not everyone will like you, or your product, or will say ‘YES’ to the opportunity you are proposing.  However, you can’t let that effect you personally.  You need to keep in mind that objections can be useful & enlightening when considering the type of people you want to work with.  Listen intently to the objections, try to overcome them if possible, and if you cannot break down the objection, don’t be afraid to let go of the lead.

You’ve heard it said before, ABC = Always Be Closing…this is a brilliant idea!  I have an even better suggestion, ABH = Always Be Helping.  You are in your business to make money, obviously.  MORE IMPORTANTLY, you are in your business to help others!  It’s not just about the dollar…that is just the icing on the cake.  Imagine: You have the power to help others help themselves!  Your business opportunity/product may be just the thing they’ve been looking for!  Granted, there are some that don’t want to be helped…but by understanding objectives, and navigating around them, you will be able to find the few that DO want to be helped.  Those are the ones you want to inform so that they can make a positive decision for their business future.

If you have any questions about closing sales, please give me a call at 909.528.4079, or visit me at www.ibuzzman.com.

Closing sales is the lifeblood of your business!

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Build Good Habits

Build Good Habits

“We are what we repeatedly do. Excellence, therefore,
is not an act but a habit.”. ~Aristotle

When examining our personal/business goals, it is equally important to bring our daily habits into question. What habits have we built that will aid in our success? What habits will keep us from achieving our goals? What habits do we need to develop to bring a positive change in our life?

I am amazed by how many people (fellow marketers and home based business owners) I run into that actually believe that they can get rich quick without putting in the investment of time & hard work. Many are too ‘busy’ (or too lazy) to slow down, focus on training, and work a business day in and day out. They haven’t counted the cost of what it takes to achieve their dreams.

To these people, I must pose the question: Do athletes win a race on sheer good intentions? No! They build good habits of training their bodies with daily, strenuous exercise, eating right, and staying focused on the goal. They know that the end result will require sacrifice. And yet they are determined to reach the prize because they firmly believe that it will be worth it in the end.

The same holds true for business people. When we set our goals, we should ask ourselves, ‘What is the cost? What am I going to need to sacrifice to get there? What habits will I build a day at a time to make my dreams a reality?’

Some ‘good’ habits that you should build:
1. Time management & Organization: This is something I have to daily work at. I am a people person & can get caught up in the daily phone calls to collegues each day. I’ve learned that I have to actually bulid a ‘to do list’ on my computer, so that I can visually see each task I need to complete, and see it crossed off as I go about my day. It gives me a sense of relief that I’m managing my time & getting things accomplished…I’m not just shooting in the dark. In addition, keeping appointments, and letting those that I’m on the phone with know how much time I have to talk keeps the converstaion focused and on task.

2. Watch the Company you Keep: If you hang around negative people all day, chances are you will end up having muddled, negative thinking yourself. That old saying ‘tell me who you run with and I’ll tell you who you are’ holds so much truth. I really have to limit my conversations with complainers. I make the choice to work with people who are positive, encouraging, and headed in the same direction: helping others and acheiving their goals. I don’t have time for pity parties, people who criticize, or people who simply limit themselves with small thinking. I’m careful not to share my goals/dreams with those types of people. Instead, I constantly pick the brains of those who have gone before me & found success. I ask them what they did that worked & try to implement some of their tools/tips with what I’m doing. Bottom line: if you want to fly with the eagles, don’t hang out with turkeys!

3. Make short/long term goals and reassess them as you go: Goals are definitely a road map to success. They need to be realistic, be tied to a time schedule, and be WRITTEN DOWN. The research shows that those that write down their goals are the ones that achieve more. Another important aspect of goals is reviewing them each day, reassessing whether or not the time constraints are reasonable, and adjusting your course of action based on your goals. If you aren’t getting closer to achieving, then you may need to make some changes to what you’re doing. Perhaps something you use to do worked better. It’s not always about working harder, but working SMARTER.

I’ll give you an example:
Sometimes I get out of balance when I immerse myself in learning a new internet business tool. I get so into it, that I forget the other techniques I was using to get leads/accelerate my business…the techniques that worked for me. Instead of chasing several rabbits, so to speak, you may want to focus on a few and MASTER THEM. For me, it is video marketing, doing IBuzz Pro blasts a few times a month, training those in my down line so that they can duplicate what I am donig. Master what works for you, and keep implementing it daily. If you focus, work it hard, and stay consistent, the $ will follow.

Remember, Rome wasn’t built in a day! Look at each day as an opportunity to do small, but effective things that will further your business. Don’t sit in complacency or stress out by trying to do too much at a time. Take the time to organize yourself, set/assess your goals, keep a positive mindset, and work with diligence! You will enjoy reaping the benefits of what you have sown! God bless!

Mark Stephens
http://www.ilovethisrecession.com
http://www.5ktrainer.com

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GOING BACK TO THE BASICS

GOING BACK TO THE BASICS

Have you ever been plugging away, finding success in your daily profession, and then turn around to find yourself in a slump? Well, this past week was one of those type of weeks for me…I was definitely stuck in a slump. It seems I was unorganized, frazzled, impatient, and just disheartened. My work frustration trickled down into my family relationships, and I found I wasn’t being a good communicator or patient husband/father that I usually strive to be. I wondered what was off…how could I work so much and find such limited results in one week?!

Starting fresh this week, I went back to my morning routine of prayer/meditation on God’s word. I analyzed what I was doing before that was working so well for me before this past week of complete insanity. Then I pulled out one of my tried & true favorites: “Zig Ziglar on Selling.’

If you are in the sales industry (or any industry…come to think of it), and have never had the honor of reading up on Mr. Zig Ziglar, you need to stop reading my blog, go to the nearest library, and check him out! The man is a wealth of information, and inspires me to the core. I can literally read his book over & over, and come away with a complete epiphany each time.

Let me quote Zig on what he calls ‘A Fact of Life’:

“One of the basic truisms of selling is that “slumps” will occur. You are going to hit those plateaus where nothing seems to work very well personally or professionally….Inevitably, those that slump get away from the basics…I have discovered the surefire way to end the slump: RETURN TO FUNDAMENTALS WITH THE PROPER ATTITUDE.
The primary reason we stay in a slump is a failure to be willing to return to the fundamentals. Basically speaking, we get caught in a rut, and as many of you know, a rut is nothing but a grave with the ends kicked out! It is one thing to get in a rut, but it is an entirely different thing to STAY in a rut…(Ziglar on Selling, Pg. 29)”

Like I said, I read this book more than once, and it was still a complete eye opener. What am I good at? What was I focusing on before that helped me see results? For me personally, it was video marketing and the utilization of Ibuzz pro that retired me from Corporate America. I always enjoy venturing off and learning new, cutting edge technology that will help me in my business, but what has happened is that I have ventured so far off that I lost the ‘basics’ of my business. I’ve been chasing after too many rabbits (so to speak), and am having trouble catching any! So, I’m going back to my old techniques that worked for me in the past & am going to manage my time so that my research of other tools doesn’t interfere with the process that works for me.

Like Zig said, it’s one thing to get caught in a rut…we all do that from time to time. It’s staying in the rut that is dangerous! I’m glad my rut was short lived & only lasted a week! I’m so thankful that this is the start of a new week…one I feel will be filled with successes, organization (yes, I cleaned out my office:)…my Sunday ritual), and a clear head! In a nutshell, if there is any advice I can pass along, it is this: If you find yourself currently in a slump, don’t worry! Get up, dust yourself off, and GO BACK TO THE BASICS!

‘See you at the TOP!’ 🙂
Mark Stephens
ibuzzman.com
www.ilovethisrecession.com
909.528.4079

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Making $ On-line: Step 1- Overcome Fear!

Making $ On-line: Step 1- Overcome Fear!

Whether you think you can or think you can’t, you’re right. -Henry Ford

Retiring from ‘Corporate America’ and embarking on the new adventure of self-employment was literally a step of faith. The car business was heading down the tubes fast, and I knew that if I didn’t find a Plan B quickly, I was headed down the same direction. I thank God that he gave me the courage to head home one day after work to seek out a fresh opportunity. I knew absolutely nothing about running a business on-line (I barely learned how to send an e-mail a few years earlier), but I knew in my heart that if I put my mind to it, had faith, and worked it hard…my life would change for the better. Now that I’ve been working from home for a few years now, and giving my wife the opportunity to stay home with our children, I can honestly say it was all worth it!

So what was my first step in becoming a successful, happily self-employed, internet marketer? OVERCOMING FEAR. I had grown up believing that going to school, getting a job, and paying my bills was all that there was to life. Status quo. It was that simple. In comes the recession…and it blew that theory all to pieces. Left and right, people were getting laid off, losing their homes, becoming overcome by fear.

Sadly, many of these fearful souls are calling me, asking for a solution…a Plan B. I tell them that they have to be willing to work hard, commit to a plan, be trainable. Many times, I hear all the right answers…about their zeal, excitement, and promised dedication. I want to believe, for their benefit, that they are sincere, and at the time, they seemingly are.

So what happened when they stop calling, they drop out of the business, disconnect with the team training? FEAR. It’s most often the culprit. They weren’t seeing results ‘fast enough’, they talked to their spouse who encouraged them to just look for another paycheck to paycheck job, they gave up their dreams of a new life.

I wish I could save these people from their fears, but unfortunately, you can’t save them all…as much as you try. I am here to help the ones that are willing to help themselves first. I’m finding that many of the ones that are unable to help themselves suffer a poverty mentality…what I call ‘Top Ramen Mentality.’ They are the ones that work very quietly for their money, they tiptoe through life fearing if there will be enough money to pay the bare minimum bills for the upcoming month, and they feel trapped in their job. They make short sighted decisions with their money because fear drives their purchases. They work for money, rather than letting their money work for them. Why do they feel caged in a job they hate? They fear that if they let go of it & try something new, they might fail. They are fearful of taking risks. They are fearful of doing something different then what their own parents did. Fear…fear…fear.

So how do you end the cycle of FEAR? The answer is ‘CHANGE YOUR MINDSET!’ Stop hanging out with individuals who have no goals, constantly complain, yet don’t do anything to change their circumstances. Seek out wisdom from people who are succeeding on their own (my book this month is ‘Rich Dad Poor Dad’…what a wealth of information! I’m reading it for a second time & still finding golden nuggets! The Bible has always been a constant read for me…Proverbs it all up!). Find a team that will aid in your success, train you in on-line marketing, and be a source of encouragement & direction (like my 5k Inner Circle Team…we are here to help SERIOUS marketers who are willing to rise above fear). We must change our thinking & BELIEVE we can rise to new heights. Believing is the first step, after that, it’s the putting faith into action that will bring change.

If you are coachable, are ready to take a leap of faith and work for yourself, and are looking for a mentor on-line, give me a call…Mark Stephens 909.528.4079. Visit www.5ktrainer.com. May God give you the courage to take the first step!

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Some Business Advice to Live By

Some Business Advice to Live By

‘If your thinking is sloppy, your business will be sloppy. If you are disorganized, your business will be disorganized. If you are greedy, your empoyees will be greedy, giving you less and less of themselves and always asking for more.’
Michael Gerber

This quote is incredibly powerful…so much wisdom wrapped in such a small package! If we payed attention to these 3 key elements highlighted in this short text, our business lives would change for the better! So what are three areas Mr. Gerber so eloquently touched on?

1. Mind Set- “If your thinking is sloppy, your business will be sloppy…”- Do you start your day without a plan of action or goal in mind? I know from listening to Zig Zigglar & some major hitters in the marketing world, that WRITING OUT your list of goals is a must! In fact, I encourage others I work with to not only write out their goals, but also to post them on a mirror, verbalize them, visualize them in your mind. Our mind is our worst enemy! We need to train it & make sure we start each day on a positive foot. I like to come into my day in prayer & meditation on God’s Word as well…bringing my mind into submission. It gives me a completely different outlook when I transform my mind.

Are you surrounding yourself with positive people? That’s another downfall people run into. I talk to a number of people on the phone that have a passion & a zeal to learn how to market online with my team, who later fall off the face of the earth. They stop returning my calls & I later find out that their passion fizzled, and they decided to drop out. What happened along the way? I can pretty much guess they shared their excitement with someone close to them who brought their zeal to a halt with a little bit of negativity. Guard who you share business ideas with & make sure you keep positive company!

2. Get Organized- “If you are disorganized, your business will be disorganized…”- Organization is not my strongest suit, I must admit. I am great at writing out my goals & reaching new levels as a visionary/entrepreneur. However, organization has been a learning curve. I am seeing the fruits of coming into my day with a well-developed plan though. I think one of the most practical & focusing activities of my day is sitting down & making a To-Do List & following it through. I’m still learning, but I know organization is something I will always strive for…to make my business more and more successful & efficient.

3. Don’t Let $$$ Rule You- “If you are greedy, your employees will be greedy, giving you less and less of themselves, and always asking for more.” I can really relate to this part of Mr. Gerber’s quote. I’ve seen greed steal so much joy & success from potentially great businesses. It’s very important to live each day with an attitude of gratitude & to remember that your #1 goal is to HELP OTHERS. If you make it about yourself, or your pocketbook, you will never be satisfied. The old saying, ‘He who loves money will never have enough’ is so true! If all you care about in business is the dollar, that show through in your actions towards others. In turn, those under you will have the same attitude & it will end up being an endless cycle of using others. Remember that you only keep that which you give away.

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When All Else Fails: Persevere!

When All Else Fails: Persevere!

‘Many historians feel that one of Winston Churchill’s greatest speeches was given at the graduation ceremony at Oxford University. He had worked on the speech for hours. When the moment finally came, Churchill stood up to the cheering crowd, and in a strong, clear voice shouted just three words, “NEVER GIVE UP!” He paused a few seconds and then shouted the words again, “NEVER GIVE UP!” He then reached for his hat and slowly walked off the podium, satisfied that he had told the graduates the messages they needed to succeed.’
-Michele Borba, Ed.D.

Perseverance. That’s the character trait my son is currently learning in his Karate class…the character trait of a Black Belt. Of course, he just started out at the bottom with a white belt, so perseverance is something he’s going to need to develop as he longs to become a ‘Master.’ I love his enthusiasm, and hope that the journey along the way will leave him with a satisfaction that he reached his goal. It’s going to take a lot of work…perhaps some good ol’ blood, sweat, and tears. It’s going to take some diligence. But anything worth while is worth working towards.

The same holds true for business. I see so much excitement from newcomers joining into the latest ‘MLM’ or home based business opportunity, but down the road wonder what happened to them along the way. Their passion fizzled out…or worse, they burned out (or on some occasions, they joined a corrupt start up company that took their money & ran). They try to jump from business to business hoping to find the ‘best fit.’

Funny thing is, sometimes the best opportunity for us is the one staring us in the face. It’s the one that we get into, but don’t stay in long enough to build. Business Success (or any for that matter) takes time…and a lot of effort. There will be bumps along the road…people who promised to work alongside us will burn out & drop out. Will we jump ship at the slightest sight of opposition or feeling of doubt? Or will we keep on working it, giving it our personal best, even when we’ve reached exhaustion?

Christopher Morley said it best: ‎’The big shots are only the little shots who keep shooting.’

Read that again. Let it sink in.

The great leaders of our industry did not know everything. They did not have superhero powers. They did not have all the goods…they simply did the best with what they had and they PERSEVERED! NEVER GIVE UP!

Get up daily with an attitude of gratitude (I start my day in prayer & meditation on God’s Word). Say aloud to yourself, “I CAN do this!” Find a mentor who will inspire you to go the distance! And when you feel like you can’t give anymore, GET UP and do it again!

If you’d like to get off the fence, and start working towards your financial/career dream, join Team Mark and Jerry…we are a group of COMMITTED marketers who will help you succeed. www.teammarkandjerry.com OR give me a call: Mark Stephens 909.528.4079.

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Job Opportunities in a Recession

Job Opportunities in a Recession

“Go to college to get a better job!” That was the mentality 10-15 years ago. A college degree was worth its weight in gold. Unfortunately, this recession has made it difficult for even college grads to find opportunities (as evidenced in the video above). So what’s the Plan B?

I’ve found my Plan B. It came rather unexpected, but I’ve found that internet based businesses are booming! In fact, I’m starting to accumulate a steady residual income from my on-line business. My wife (who worked full time in education) is able to stay home with my children & we are able to afford a decent life!

So did I get a college degree for this? The answer is NO. Although I do support education & knowledge (I married a school teacher & fully encourage my boys to learn as much as possible), I do not believe a college education is the only way to succeed (especially in this economy!). I did graduate from high school & took a few community college classes, but my knowledge of the internet business world came solely through experience & training through mentors like Stephen Pierce.

If you asked me 5 years ago whether I could make a living off the internet, I would have laughed! I didn’t even know how to send an email or surf the internet back then! I researched, spent many hours learning technology, and kept plugging away. I thank God that He opened the doors for me because it has literally changed my life! I love working for myself & I enjoy helping others find their niche on-line as well.

If you’re tired of limited opportunities in the job world, I encourage you to look into earning from home via the internet. If you’d like to join a team of dedicated marketers who will aid you in your success, check out: www.ibuzzman.com , www.teammarkandjerry.com, OR www.5kinnercircle.com.

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Time with Family: Make it a Priority

Time with Family: Make it a Priority

Many people ask me if it’s stressful working for myself. After all, if you have a regular J.O.B. (I call it ‘Just Over Broke), you can enjoy a ‘dependable’ paycheck (which isn’t as stable as it once was in this economy), benefits package, less stress dealing with your own taxes/paperwork. However, being my own boss has several benefits too: never having anyone micromanage me, having limitless earning potential, no commuting time, flexible hours, etc. I know being self-employed is not for everyone, but it definitely is worth it for me. I would say that the greatest benefit has been being able to spend time with my family.

Gone are the days of working from morning until 10 pm! I was in the car industry before working from home, so long hours was part of the deal. My poor son (who was between the ages of 6 months to two years) hardly ever saw me, except for my days off. My wife also worked full-time & we were like two ships passing in the night. I knew there must be something better! This is what sparked my interest in working from home, and now that I am self-employed full time, I am so thankful that I took the plunge to do so.

As a home based business owner, I now have the flexibility to have lunch & dinner with my family, play baseball with my oldest son daily, pray for my little ones & tuck them into bed at night, and relax with my wife in the evenings. This has been such a blessing to my family & I. There’s no amount of money that can compare to TIME…the memories we’ve built will last a lifetime.

Take a moment to ponder: what would our world be like if each person had the same opportunity to spend quality time each day with their own family? Well, I can tell you what research says about families who just share at least one meal together daily. Included in the lists of benefits are children who are healthier, learn better manners, are less destructive, are better communicators, are more successful in school, are more self-sufficient. The list goes on & on!

So, although I may have added responsibilities working for myself, I would say that the family time is well worth it. If I make my family a priority, my boys may grow up to be healthier, more successful adults. The way I see it, no J.O.B. is ever more valuable than the time away from my loved ones that I will never get back. My advice to everyone is make your family a priority…you’ll never regret it.

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 Customer Service

Customer Service

Is it just me, or does it seem like today’s ‘Customer Service’ lacks the focus on…well, customers? This is evident to me every time I have to contact my phone campany’s Customer Service line. I am told “We are sorry, but because of the large volume of phone calls received, your wait time to speak to a representative is 1 billion minutes.” Then, I get the pleasure of listening to whatever random elevator music they have, while trying to stay positive about losing out on precious business time. Once I reach an actual human on the other line, I am then transferred because it’s not the ‘right department.’ On some occasions, I’m even cut off from a mishap during the transferring, and the cycle starts all over again.

Thankfully, nothing goes to waste if you just look at every situation as a lesson to be learned. The lesson I’ve learned is that Customer Service is key to building a solid business! My desire is that my customers will look back and remember a positive feeling after having worked with me. I hope they feel more like an individual than a number in line.

So, how do you provide great customer service? For starters, don’t pass the buck when someone needs help! It’s ok sometimes to say, “I’m not sure about that, but I will give you a call (give them a time & day) after I do some research on that.” Don’t just leave it at that. Go, do your homework, find the best way to help your customer, and FOLLOW UP on it! Call them when you said you would…don’t be a flake! Your word & action will build your reputation…and a good reputation is to be valued above wealth!

Another simple way to better your customer service is to shift your frame of mind! Each day, remind yourself that your purpose for business is to HELP OTHERS. Don’t look at people like a dollar sign or an irritating obstacle. Remember that your business would not exist without the people you’re serving! Simply go by The Golden Rule…it’s simple, but very wise. Treat others the way YOU want to be treated…you can’t go wrong.

In addition, I believe customers appreciate simple guestures, such as a phone call to check in & see how they are doing. Use that opportunity to show that you didn’t just put them in a ‘sign up club,’ but that you remember them, are willing to train them, and are thankful for them. Since I have been very busy training, I have a wonderful marketing friend that is doing follow-up for Team Mark & Jerry…his name is Ivan Harris. Ivan is a jewel & his personal phone calls to my customers have built so much value to my business. I cannot express how important follow-up is!

Thank you cards also leave a lasting impression. Remember, people may not remember what you say, but they will remember the way you made them feel. My business partner, Jerry Maurer, sent me a personalized thank you card with a picture of his beautiful family months ago, but I still remember thinking, “Wow! How awesome that he took the time to brighten my day!” Remember to slow down & take a few minutes to uplift those who you serve.

To sum it up, GOOD Customer Service is what this world needs! Are you serving others and treating them as valued clients, or do you simply look at them as cash in your pocketbook? Make it a priority to answer their questions, follow up on their progress, and show them that they are valuable. It will bring your business to a whole new level!

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Marketing On-line: The Importance of Follow-Up

Marketing On-line: The Importance of Follow-Up

Whether it’s forgetfulness, impatience, fear, complacency or just pure laziness, a common mistake marketers make is failing to follow up. This is one area I’ve really focused on improving early on in my sales/marketing experience, and now it’s become one of my strong points. I’ve actually been called a ‘pit bull’ by some customers because I continue to call & check back with them…sometimes for several months to a year! I call this ‘persistence over resistance.’

The way I see it, if you don’t follow up on your leads & just walk away, you’re leaving money on the table. You might as well just hand over your wallet because you’re throwing away hundreds of dollars when you waste a good lead. That’s money that you’re taking away from your family!

Some ask, “So, when do you stop following up on a lead?” The answer is simple: either when the person hangs up on you, straight out tells you ‘NO,’ or dies. Otherwise, that lead could be a potential customer.

Is it necessary to do a full sales pitch on each follow up? No. The first few calls are usually focused on asking the customer questions (in order to identify what tool/opportunity will best fit their needs), and giving them information on what you’re promoting. The follow-up calls can be a conversation as simple as, “Hey Bob, this is Mark Stephens. I was just calling to see how you were doing & if you’re ready to get on board….”

Believe it or not, the most important part of that phone call will be the part where you shutup and LISTEN. So many marketers jump the gun & try to sell, sell, sell. Keep in mind, the point of follow-up is to build a repor with the person…not to scare them away.

Listen attentively & take notes, so that in the next phone call, you can let them know you care by asking, “Hey, how’s your son by the way? Last time we talked, things were kind of hectic & stressful for you when he was in the hospital.” People appreciate being recognized as a human and not just a sale. I’m a firm believer in ‘using things to help people…not using people to get things.’ I can’t tell you how many times I’ve done a follow-up call to check in, and ended the call by praying with someone about something they’re going through. This is more valuable than a couple bucks, and it can lead to a long term, quality business relationship.

Follow-up is crucial because only 90% of marketers will call a person 3 times, and then they quit in their impatience. If you’re disciplined enough to continue following up beyond that point, you’re going to reap the benefits that they’ve left behind. Months down the road, a person who wasn’t in the right mind frame to get on board with you, may have had a shift in their life that frees them up to join in your venture. It’s all about timing!

For more information, give me a call at 909.748.5705.

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