19 06 0
Every business owners main concern is how to go about generating high-quality leads. It impacts each of your business’ goals and it is vital for both building your business and maintaining its long-term growth. To consistently attract, nurture, and convert leads, you need to know what you are doing. And given the growing complexity of […]
7 08
It’s that time of year again, you know, the one where apparently EVERYONE is on holiday and so there’s no-one to take a sales call. It reminds me of a conversation I had once with a business owner who was complaining about how there wasn’t a ‘perfect’ time to make a sales call. January is […]
7 06
Oh, the joy of winning a new customer, that moment when the email lands or the call comes in – “We’d like to place our business with your company please, when can you start?” However, as we all know, cleaning, like so many industries, is crowded, competitive and sometimes even cut-throat! So how do we […]
7 07 0
Very often when I’m asked to visit a company they are debating whether to use an outsourced agency like Newton Fox or to invest in alternative strategies. My role at this stage is consultative. You might be forgiven for thinking that I’m surely bound to try to persuade said company to spend their money with […]
4 03 0
When you’re planning to make a sales call to a prospect what do you think about? Do you brainstorm all the best features of your product or service and make sure you’re very clear on your USP’s? Do you think of a special offer you could entice your prospect with to get her to agree […]
27 02 0
I’m old enough (just, ahem!) to remember the good old 80’s and 90’s sales rooms of a great many companies being the beating heart of the organisation. Smoky, noisy and fuelled with an unadulterated hunger for money that would be seen as quite vulgar by today’s PC standards. Telesales teams were happy clappy, high fiving […]
16 02 0
Ah, the eternal struggle of the humble telesales operative, getting past the gate-keeper. How is it done? How do the experts do it? Will I ever master it and get to speak to the decision maker or will I die trying? Here’s some good news. There’s no, one, sweeping answer and you’re probably doing every […]
4 01 0
With much of the reading I did in 2015 regarding best practice in sales there has been a recurring theme, or, more accurately, a recurring question: “What is the difference between good customer service and good sales technique? The line has definitely blurred over the last twenty years or so, everyone agrees on that. ‘Pushy’ […]
27 11 0
OK, you often read tips on just about every subject under the sun from scuba diving to cake making and just as often they’re not worth reading. Here, however, I’m giving you three things you can use straight away on the phone that will dramatically increase your appointment ratios instantly and consistently. Top Tip #1 […]
10 11 0
Talking about ‘quality appointments’ is something we hear a lot; but what does this actually mean and how do we measure quality? As professional appointment setters it’s crucial that our clients perceive everything we do for them as high quality; it’s what they expect and rightly so. Therefore, quality is often quite subjective. For example, […]