Tom
Re: Motivation
Posted 4:13 PM on 12/21/08 -
Reply to this postLook for local networking groups in your area. I belong to one that meets for breakfast on wednesday mornings. There is a small yearly fee (dues) for the group. This small fee discourages someone looking for handouts! Everyone markets each others services for referral leads. Roofing, landscaping, auto sales, real estate, hvac, electrician, plumbers, etc. all working together to better their networking professional sitting right next to them. The only rules are you must be present or have someone representing you every wednesday and you must show up with 1 new sales/referral lead for someone else at the table. If you cannot find such a group, start your own. IHOP, Denny's or a local coffee house makes for a great setting. Let the MGMT know your intentions. Bringing in a larger breakfast crowd should be all the payment they require. I also make it a point to give out 2 business cards every day to someone I don't know only after I have broken the ice and engaged him or her in conversation. Spare change to someone while your in a fast food line, talking about some bit of news while pumping gas or even holding the door open for someone while your out running errands are things we all do. Make those your 'prospecting' appointments!! Happy Selling
JT
Rave software
Posted 9:20 AM on 03/25/08 -
Reply to this post
Has anyone used the new contact management system called RAVE by entellium? If so, do you think its worth the price and is it better than ACT?
m88
Referral ideas
Posted 7:49 PM on 03/24/08 -
Reply to this post
Hey, I have been selling insurance for a little over a year I am just learning about my compensation and the way it works now (not because I didn't ask before). Anyway I was going along selling, selling, and now I feel like I've hit a wall. My staff manager has no idea what she's doing. She started 2 wks before me. I need help finding prospects because I don't want to fail at this job. I really like it!! I wasn't told in the beginning to get referrals – only to sell. So I never even thought of it. Hopefully someone has overcome this kind of frustration and can help.
Trevor
referral ideas
Posted 10:41 AM on 03/25/08 -
Reply to this postWhy don't you just go through your files, re-generate some of the rapport you had with them before, and start getting referrals today? That's your best source of referrals b/c you already have a relationship with them! Mine your files daily! I own an agency and this is very common with new producers. Good luck!
mike
Referrals
Posted 11:20 AM on 03/25/08 -
Reply to this postGo back to each one of your previous sales. You or your company should have those records. Contact them as a follow-up. "Just checking to make sure you are still satisfied with your recent purchase Mr./Mrs. Customer!" Once you have an affirmative answer...then you can ask for the referrals. If you have done a good job meeting their needs and they are satisfied, the referrals will be there. Good luck!
mj
me too
Posted 11:55 AM on 03/25/08 -
Reply to this postI too am in a similar boat, when I first dove into this industry, I trusted the advice of those around me. After all, they had "been through the trenches" before. Cold calling and recycling of the same old systems that didn't work the first time were the norm on how to "get your career rolling". After I have read several of Jeffrey's books, I know there is more to this. I too am having difficulties just getting started.
DM
Referral Ideas
Posted 10:56 AM on 03/26/08 -
Reply to this postAs a 10 yr insurance agent myself, starting at the bottom and working my way up, I know it's hard. A couple of things I stress to my staff: 1) you have to ask!! I personally, feel it is much more effective to ask for a referral after your customer has had time to get to know you and appreciate the service you have to offer. Pick up the phone, call some of your clients and ask. Ask for their "help". People love to help you. Tell them you build your book of business on referrals and if they know of anybody who could benefit from working with someone as great as you, please send them your way! 2) get involved in your community. Join the Chamber of Commerce, Rotary, get on a board for a non-profit organization in your community, join a networking group, etc. You have to get out and get known, not just as "Insurance Agent Joe", but as "Joe" who really helps out in the community. Hope this helps!
david
Buy Gitomer
Posted 10:12 PM on 03/19/08 -
Reply to this post
Hi there,
I recently ordered a gift certificate from Buy Gitomer for my boss's birthday. I checked the order status each day for the next three working days and it claimed to have "not shipped yet". On the eve of his birthday, i called up to see if there was a problem. There was. Apparently the web-sales machinery at BuyGitomer had been updated and my order had fallen through the cracks. Which i thought was interesting considering the jeffrey rant I listened to while on hold (something about web sales readiness and the competition). Fortunately, the story continues...
I was put in touch with Mr. Black, who was very helpful. I suspect he recognized I was somewhat miffed by the irony of the situation. He apologized for the mixup which I appreciated, but more importantly, he solved the problem. He offered to express mail the gift certificate so that my boss would receive it the next day. He also included a "Happy Birthday" note.
Just thought I'd share this example of an after sales support issue that turned out well.
david
Dan
Help!!!
Posted 12:13 PM on 03/19/08 -
Reply to this post
I'm 25 years old, I've been selling building materials for five years. I'm told by customers, my sales manager, store manager, but most important customers that I'm a great salesman/friend. Still though I cant get the company i work for to train me further in sales. I have purchased Gitomer books and that has helped a lot, but iItry to get into a seminar and the company wont pay for it (I cant afford it) or give me the time off. what do I do?
Mike
job
Posted 8:33 PM on 03/21/08 -
Reply to this postQuit your job and find a company that will help you grow your sales skills.
Shad M
Don't be a whiner
Posted 2:32 PM on 03/25/08 -
Reply to this postTwo things that puzzle me about this. 1. If you were a "great" salesman/friend then $99 for a Gitomer seminar should be within your means. 2. If you can't afford it, save up and go. If you aren't willing to make the investment in yourself (as Jeffrey talks about in his books) then why should anyone do it for you? Please understand I am on your side. I think companies should pay for Gitomer seminars and allow time off for it, but I don't control the world (maybe I should). I say find a new job where a "great" salesman makes "great" money. If not, then I would tell your boss that you'll pay the company back if the seminar doesn't help you win one more sale in that month. Good Luck!
No. 7
Flip him
Posted 2:40 PM on 03/30/08 -
Reply to this postTake out a loan to go to a seminar, get five new clients after seminar. When your boss calls you the best salesman at the next sales meeting walk up and hand him the bill.
Tee Kay
Need 3 a day
Posted 11:59 PM on 03/18/08 -
Reply to this post
Having read the books and various tips on building relationships, giving speeches, e-zine etc - I struggle to incorporate those ideas into my sales profile. My territory changes every month. I have about 3 - 4 weeks to sell 30 - 50 ad spots to, mostly, small local businesses and it will be close to 2 years before I return to market that area again. And most of the sales should be a one call close. There really isn't much in the way of time to get known or referred. I have hit a few of the networking and referral groups with sparse results. I believe there must be a better way than burning through the phone book. Any success tips in this arena?
jdm
re: Need 3 a day
Posted 8:18 AM on 03/28/08 -
Reply to this postYup- use that job for what it is- a chance to learn how to close and set appointments. Once you have ANY level of success, use that to get a better job that allows you to actually grow your with your customers.
