- Google Voice - anybody can sign up and it is free!
- I give out my Google Voice number when leaving messages and speaking with Gatekeeps. People are most likely to call if I leave a shorter number.
- When a lead calls me back, I just call him/her back on my work phone
- Constant Contact - the name says it all! Email Marketing - just go to ConstantContact.com
- I started two different newsletters
- One of for my current customers to give them tips and advice on how to get the most out of their Internet presence
- The second for leads that are talking to me but have not yet bought
- This is a bit different from the above one since I offer tips and advice and end it with talking about the latest and greatest types of products we offer
- Being creative when it comes to lead generation
- I was using YP.com in San Antonio for a while
- Google Maps has also worked (I just go to the third page and find businesses that have not yet claimed their listing and/or do not have a website
- Local Newspaper Websites
- Whatever city I pick before I call I go their their local newspaper and try to brush up on the news - not just who is firing and hiring (a good indicator of a company that is growing or shrinking), but also what is happening around
- I am going to try the Better Business Bureau in the current city I am working on
Without further adieu, here is a quick summary. Once I finish the book, I will post details.
"25 Most Common Sales Mistakes" by Steven Schiffman
- Not being obsessed
- Not listening to the Prospect
- Not empathizing with the Prospect
- Seeing the Prospect as an Adversary
- Getting distracted
- Not taking notes
- Failing to Follow Up
- Not keeping on contact with past clients
- Not planning the day efficiently
- Not looking your best
- Not keeping sales tools organized
- Not taking the Prospect's point of view
- Not taking pride in your work
- Trying to convince, rather than convey
- Underestimating the Prospect's intelligence\
- Not keeping up to date
- Rushing the sale
- Not using people proof
- Humbling yourself
- Being fooled by "Sure Things
- Taking rejection personally
- Not assuming responsibility
- Underestimating the importance of prospecting
- Focusing on negatives
- Not showing competitive spirit
