Article 101

Plan B. How to reap financial benefit from calls that don't connect, conversations that don't result in meetings and appointments that don't initially close.

Would you throw money you have worked hard to earn out the window without a thought?

Well, if you are using the phone to prospect but not generating inquiries from those you can't reach, you are doing just that.

If you have a "set an appointment" conversation with a high level decision maker at company that fits your perfect new business profile --- and get turned down --- without knowing how to get that person into your pipeline immediately and get that appointment within 6 or 12 weeks, you are throwing money out the window.

If you are scheduling appointments with targeted companies but don't have an effective follow-up strategy for those that don't immediately close - you are throwing money that you have earned out the window without a thought.

Would you like to change that? Let me explain.

If you are using the phone to set appointments you are investing time and money to ultimately sell more accounts. It's a fair statement to say that there are those you call whom you don't reach, who would be great clients for you if you gave them a way to identify themselves to you. There are those many you speak to who don't agree to meet initially who would meet with you at a future date and buy from you, if you had a system of regular communication and follow-up. There are those who meet with you and don't immediately close who would buy from you in the future if you communicated with them consistently.

How many prospects have you met with without closing, whom never heard from you again? How many of those do you think would have become your accounts if you had communicated with them effectively and consistently?

When you don't do those things you are literally throwing money out the window that you have already earned. You already did the strategic thinking. You already spent the money. You already invested your time. BUT FOR a simple, easy to implement, set it up once, works on auto-pilot, costs you less than $20 monthly plan B system - you are costing yourself accounts, revenue and commissions that you have already earned.

Would you like to have an effective Plan B system up and running quickly, so that you can stop denying yourself opportunities that would otherwise be yours?

You need a fax (a somewhat unique looking fax which I have many samples of), a sequenced E-mail service, some content which can be put together in a matter of hours and maybe an audio CD as an inquiry generation/sales converter tool.

Plan B makes the difference between working hard with not enough to show for it and closing more accounts.

Best wishes for sales success,
Scott Channell

copyright 2004-2009 scott channell

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