101 Home Office Success Secrets by Lisa Kanarek
- Have a one page fact sheet available. When a reporter calls Alan Caruba, public relations counselor, editorial consultant and lecturer, he has a one page, up to date and accurate fact sheet ready to fax. He uses the sheet as a pre-interview piece, to give the reporter a feel for his background and expertise, or as a post-interview piece to provide the repeater with additional information. Caruba always offers to send the sheet, even if the reporter hasn’t requested it. Make sure it faxes well! Recommend to include information ranging from your company’s history, to what you are selling or doing. Also include your credentials.
- Follow the 13-13-12-12 Cold Call Plan.With the odds in his favor, Joe Charbonneau, president of Presentations Inc., and a master speaker, plays a numbers game to increase his sales. He knows that although he would like to, he and his staff will not close every sales call they make. To increase his company’s closure rate, he devised a comprehensive sales method that he calls the “13-13-12-12 Plan.â€
Charbonneau relies on frequency of calls to different prospects to his calendar filled with over 200 speaking engagement each year and his business account bulging. His plan starts on Monday. Make 13 contacts by phone. Leaving a message or faxing information without talking to someone first does not count. You must make 13 voice-to-voice contacts.
On Tuesday, make another 13 contacts and on, Wednesday and Thursday, make 12 contacts. Charbonneau has a policy that no information is sent until the end of the day. He wants everyone in his office to maintain their momentum and keep dialing. In addition, no information is sent until someone in his office has had a conversation with the person requesting the information.
Charbonneau’s company averages two sales for every 50 calls. His profits far exceed the time spent calling and the dollars spent mailing and printing sales materials.
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