There are reasons that your hard to connect with dream clients are hard to reach. They have too much work, too little help; they’re being asked to do more with fewer resources. They are time-starved. They don’t really buy what you sell. They don’t hear anything in your message that sounds like the kind of value creation that’s worth their time. Some just avoid all calls from salespeople. And sometimes you’re not even calling the right person.Here are a few ideas to help you connect.Leave a better message: Tell your dream client who you are, how you create value, and what you want from them. This sometimes helps with the value creation problem. If you promise to be respectful of their time and ask for a low level commitment of, say, 20 minutes, you can sometimes get a better result.Email suggested appointment times: Tell your dream client that are you are going to email them an invite for an appointment for a short exploratory phone conversation, and that if none of the times work for them to reply with a better time. Your dream client wasn’t sitting by the phone hoping to receive a call from a salesperson that sells whatever it is you sell. They haven’t yet committed to give you time. But if you limit the appointment to a short phone call you can sometimes improve your results.Ask for an alternative contact: Suggest that if they aren’t the person you should be calling isn’t the right person for you to speak with that they shoot you back the name of the right person (this let’s them off the hook). Sometimes you are just calling the wrong person.Promise to call back: I don’t know why we expect a call back. It doesn’t happen. You don’t need it to happen. Since the client hasn’t agreed to any commitment, you can only commit yourself. End your message by saying that you are sorry you missed your dream client, and that you will try again next week. I once won a dream client after calling 76 uninterrupted straight weeks.Persist without being a nuisance: Every time you reach out, share a new idea with your dream client. Share a story about what you’re doing to help another client. Send them a killer idea in the form of a white paper or a case study with a hand written note. Build a nurture tool kit of ideas you can use. Persist by continuing to prove you’re a value creator and not a time waster.Stop trying and get some help: You may not be the right person to make the call in the first place. Have you checked LinkedIn to see if you have a connection that could make an introduction? Have you checked to see if you have a client that would make the call and vouch for you?QuestionsWhy do you believe your dream client is so difficult to reach?What are you doing that is worthy of your dream client taking your call?How does your dream client know how you create value and that you are right to help them?What are you going to change about your approach? Free Infographic! Download my “8 reasons your sales opportunity stalled” infographic A super-cool, professionally-designed infographic shows the 8 reasons your opportunity stalled. Use this infographic and get back on track. Download Now
This is the second video in support of my new book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.Preorder the book at http://www.thelostartofclosing.com
It is Labor Day here in the United States. It is a holiday where we honor working people which, as far as I can tell, is everyone. I am romantic about work and working. Work has been of one of the essential factors in my life, starting from a very young age. My relationship with work, and discipline, and effort has only grown stronger, and what better day than Labor Day to share 10 of my most powerful beliefs about work.Work is either drudgery or something more: Work is either drudgery or something far more significant. It is either your job or your work. The difference is what you believe about your work and how you approach it. If it is a “have to,” it is toil. If it is “get to,” then it is undoubtedly something more. Since my 13th birthday, when I started my first full-time position washing dishes, I have never felt that work was drudgery. That was true when I put stucco on houses, worked in a warehouse, or shoveled driveways. It always felt like contribution to me, and it still does.Work is your reflection: Work is a reflection of the person who does it. The outcome is a variable, meaning one person’s work can be wildly better than others. If you believe it is something to be avoided and decide to do as little as is required of you, your relationship with work will be negative, as well as your outcomes. If you believe you are creating, then your relationship with work will be positive, as will your personal and professional outcomes.Regardless of what it is, work is honorable: In acting, they say there are no small parts, only small players. The truth about work is that something needs to be done, and someone needs to do it. That something might be leading the largest enterprise on Earth, or it might be ensuring that the trash is removed from the building (which in some recent cases, might include removing the person leading the large enterprise). All work is honorable, and you should treat it as such.Work can improve you: Work is one of the ways you grow. It can improve you. It can improve how you feel about yourself. You can learn new skills, including the skills necessary to work with other people. Work can enhance your competencies, helping you to become something more than you are now, and making you more valuable to other people.Work improves others: Much of the work we do now is to benefit another person or persons. The value we create is for customers and clients. In the public sector, the work is for the benefit of many different groups of stakeholders. I often wonder how people would feel if they knew their work was appreciated and valued.No one will stop you from doing more work than is necessary: I have only rarely ever found a person who was willing to stop me from doing more than excepted. In my case, the people I worked with threatened me with violence for working harder than they found acceptable. They believed the owner wasn’t paying them enough to work as hard as I was working. That one experience is the only one of its kind in my memory. Any time you want to do more than is necessary, you are going to find that no one will stop you from doing exceptional work where others do what is required of them (or as little as they believe they can get away with).No one should ever need to tell you what work to do: No one would ever tell you what to do. You should be proactive in your approach to work, always looking for what needs to be done and doing it before anyone can ask you to. If you don’t need a boss, you will likely be the boss. Call it being proactive, taking initiative, or hustle, you should make your work your own.Accountability brings greater responsibility: The person who decides to be accountable for some set of outcomes ends up responsible for those outcomes. When someone gives a person some responsibility, they also give them resources with which to achieve those outcomes, i.e., a management or leadership role. The opposite is also true; one that avoids accountability will not receive greater responsibility—or opportunities.Work is part, but not all, of your identity: I am a writer. I am also a salesperson, sales leader, and speaker. I am also a teacher, and sometimes, I am a business philosopher. Because we spend so much of our time working, we identify people, in part, by what it is they do. It tells us something about them, and it lets us tell them something about us, even if it isn’t the most important thing one might want someone to know.Those who don’t love work are doing it wrong. If you don’t love work, you are either doing it wrong or doing the wrong work. One is as likely as the other. You might be doing it wrong by going through the motions and leaving your emotions (your passion) at home. Or maybe you are meant to be somewhere else doing something different. Either way, you can do better.Do good work. Tomorrow. Essential Reading! Get my first book: The Only Sale Guide You’ll Ever Need “The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.” Buy Now
Calvin Abueva. PBA IMAGESAfter Alaska’s 0-6 start in the 2017 PBA Governors’ Cup, the players know that they have no choice but to play like there’s no tomorrow.Not only are the Aces’ campaign this conference is hanging in the balance, but so are their careers as well.ADVERTISEMENT However, if there’s one positive thing their slump gave the Aces, it’s that they can’t take any team lightly.“Before, we’re a bit overexcited. We felt that we could beat anyone, but we were wrong. We realized that it’s not going to be easy,” said Abueva. “Now, I think we’re being more solid. We’re getting our momentum back and I hope we continue this.”Alaska stakes its three-game winning streak against Meralco.Sports Related Videospowered by AdSparcRead Next That mentality was in full display in the game against the Picanto as Alaska pulled itself back from 10 points down.Abueva was at is best, doing a little bit of everything including getting into Kia import Geron Johnson’s head.With Johnson losing his focus, Alaska capitalized with its import Buck Henton and starting point guard JVee Casio coming through down the stretch.Abueva admitted that Johnson’s aggressiveness caught the Aces by surprise.“We were rattled,” he said. “We knew we needed a win, but we struggled getting any momentum in the first three quarters. But in the fourth quarter, everything clicked and that was when we were able to show our energy and hustle. All we wanted was to win.”ADVERTISEMENT Don’t miss out on the latest news and information. Celebrity chef Gary Rhodes dies at 59 with wife by his side Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Lacson: SEA Games fund put in foundation like ‘Napoles case’ NATO’s aging eye in the sky to get a last overhaul Trump signs bills in support of Hong Kong protesters San Miguel ends Ginebra’s 7-game run Hotel says PH coach apologized for ‘kikiam for breakfast’ claim Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games MOST READ LATEST STORIES Robredo should’ve resigned as drug czar after lack of trust issue – Panelo “Our captain (JVee Casio) said that a lot of us have expiring contracts. So if we want to get extended, get a raise, we have to make it to the playoffs,” said Calvin Abueva in Filipino.That explains the heightened sense of urgency of the Aces for the past three games as they snapped their inglorious 14-game losing skid dating back to last conference.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSBoxers Pacquiao, Petecio torchbearers for SEA Games openingAlaska has now won three straight games with its latest victory at the expense of Kia, 102-94, on Sunday.“We’re willing to die just for us to play well and make it to the playoffs,” the energetic forward said. Celebrity chef Gary Rhodes dies at 59 with wife by his side View comments
The ICC’s event technical committee of the World Cup on Friday confirmed Suraj Randiv as replacement for the injured Angelo Mathews in Sri Lanka’s squad for Saturday’s summit clash against India.The confirmation was conveyed to Sri Lanka Cricket (SLC) on behalf of the committee.Mathews suffered a strain to his right thigh muscle during the side’s semi-final victory over New Zealand in Colombo.Randiv has played in 21 ODIs for Sri Lanka, claiming 22 wickets at an average of 33.5.The 26-year-old off-spinner from Matara has also represented Sri Lanka in three Test matches and six Twenty20 internationals.As with all players in the tournament, the eligibility of a replacement player is subject to approval by the ICC before that player can be officially added to the squad.The event technical committee consists of David Richardson (ICC, chairman), prof. Ratnakar Shetty (tournament director), Campbell Jamieson (IDI representative), Anil Kumble (host nominee), David Lloyd (independent nomination) and Sanjay Manjrekar (independent nomination).- With PTI inputs
The Joint United Nations Programme on HIV/AIDS (UNAIDS) today appointed British fashion designer Victoria Beckham as its International Goodwill Ambassador, with a focus on women and children affected by the virus.Michel Sidibé, Executive Director of UNAIDS, and new International Goodwill Ambassador, British fashion designer Victoria Beckham.“I dream of a generation free from HIV and I know that Victoria’s support will help us to achieve this shared goal,” said Michel Sidibé, Executive Director of UNAIDS. “Her creativity, innovation and outreach will amplify our efforts and bring us one important step closer towards ending the AIDS epidemic.”In her new role as an Ambassador for UNAIDS, which was announced in New York on the margins of the annual high-level debate of the UN General Assembly, Beckham will work towards ensuring that all children are born free from HIV and that children and women who are living with and affected by HIV have access to medicines and care.“This is the beginning of an important journey for me. As a woman and a mother I have a responsibility to support other women,” said Victoria. “I am proud and honoured to be working with UNAIDS in this new role to help to raise resources and awareness to support and empower women and children affected by HIV.”In February this year, the mother of four visited HIV clinics in Cape Town, South Africa, where she learned about the importance of antiretroviral therapy and about how children are being left behind in accessing treatment.Antiretroviral therapy can reduce the risk of a mother living with HIV passing the virus to her child to below 5 per cent, according to a news release issued by UNAIDS.However, in 2013, one third of pregnant women living with HIV did not have access to the life-saving medicines and 240,000 children became infected with HIV.Last year, less than half of all children who were exposed to HIV were tested for the virus within the optimum three-month period and only 24 per cent had access to life-saving treatment. Without treatment, half of all children born with HIV will die by the age of two and the majority will die by the age of five.Over the past five years providing access to antiretroviral medicines for pregnant women living with HIV has helped 900,000 children to be born free from HIV.