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    7 Pitfalls of Using Email to Sell
    * Are you sending e-mails to prospects instead of calling them?* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via e-mail instead of actually picking up the phone and speaking with them. Are you one of those people? If so, you aren't alone...but do you understand why you've turned to e-mail instead of personal contact? I think there are 2 core reasons that underlie this unfortunate trend:* Fear of rejection. The sheer negative force of anticipating rejection makes people turn to e-mail to generate new prospect relationships because it hurts less to not get a reply than to
    mployees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he

    Less is More: Quick Tips to Improve Your Sales
    I’ll be brief. If not – I’ll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let’s go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I’m sure. As a sales professional, you need to be sensitive to this. For your own good, have a clear, short and concise benefit statement. Don’t waste a prospect’s time or yours with lengthy (and boring) introductions. Observe people who go on and on at networking events when asked what they do or introducing themselves to the group. Is that you?Less resources to get more done.Your sales increase when you better demonstrate how much ‘leverage’ your product provides. Have prepared proof of substantial Return On Investment for prospects. The best ROI support is customer testimonials containing real numbers. If you don’t have any,
    Every employee would like to earn as high a salary as they can at their job but surprisingly it’s not the number one motivating factor for them in the workplace. Human resource surveys indicate that wages are not even among the top five motivating factors for an employee. What does rank as one of the highest factors is being recognized by their employer for their contributions.

    With the current job outlook being referred to as a “buyer’s market,” job seekers have a lot of positions to choose from. Employers, on the other hand, know there are more jobs than candidates so they have to boost the morale of their employees to retain staff or there might be even more slots to fill.

    Bryant Garcia, a corporate recruiter based in Fiducial’s Technical and Administrative Support Center (TASC) in Columbia, MD, noted that if you have a motivated employee you’ll have a productive employee.

    “In order to motivate people you have to acknowledge their efforts,” he said. “It’s important for employees to have that sense of accomplishment and their employer or their boss feels that they are doing a good job and contributing to the overall success of the business.”

    While HR studies reveal that employees want to feel valued and know that their contributions are being recognized, some small companies feel that they can’t do much in the way of showing their appreciation. But Garcia says that’s just not true.

    Energizing your employees

    “There are a lot of things they can do and most of them are free,” he said. “A word or two at the end of a tough week from the office manager or boss who can go around and congratulate everyone on a job well done can go a long way. On Friday, you can let employees leave a little earlier and tell them they’ve done a great job that week. That has such a resounding effect on their morale that it just energizes people. That’s really what you want to do—get to a point where they are energized.”

    Other suggestions include having an employee of the month club with a small plaque or something that would be displayed in the place of business for everyone to see. Another option would be to energize the entire staff by providing a monthly pizza lunch or something that everyone shares together. Depending on the type of business, awards can be given for the numbers of calls received or the number of clients helped. Milestones can be set for each job and when these are met, make sure that employees are recognized.

    “That boosts productivity more than anything,” Garcia said. “It makes employees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he m

    Media Relations: Minority Media Matters
    Your boss just stopped by your office. He tells you that he has decided to put you in charge of a major upcoming news release. He wants you to reach the broadest possible audience. He explicitly tells you to leave no stone unturned.You respond by promptly ignoring 38 million Americans.According to New California Media, 13 percent of the U.S. population now turns primarily to ethnic media. If you only pitch publications such as the Wall Street Journal, Business Week, and Time, you will leave out a huge chunk of your potential audience. More than ever, a complete media strategy requires reaching out to ethnic publications.You might consider a publication such as Latina Magazine, with its 800,000 upscale Hispanic female readers.Or Chinese Daily News, with its 720,000 Asian readers in California.Or Black Enterprise, with its more than one million professional African-American readers.
    staff or there might be even more slots to fill.

    Bryant Garcia, a corporate recruiter based in Fiducial’s Technical and Administrative Support Center (TASC) in Columbia, MD, noted that if you have a motivated employee you’ll have a productive employee.

    “In order to motivate people you have to acknowledge their efforts,” he said. “It’s important for employees to have that sense of accomplishment and their employer or their boss feels that they are doing a good job and contributing to the overall success of the business.”

    While HR studies reveal that employees want to feel valued and know that their contributions are being recognized, some small companies feel that they can’t do much in the way of showing their appreciation. But Garcia says that’s just not true.

    Energizing your employees

    “There are a lot of things they can do and most of them are free,” he said. “A word or two at the end of a tough week from the office manager or boss who can go around and congratulate everyone on a job well done can go a long way. On Friday, you can let employees leave a little earlier and tell them they’ve done a great job that week. That has such a resounding effect on their morale that it just energizes people. That’s really what you want to do—get to a point where they are energized.”

    Other suggestions include having an employee of the month club with a small plaque or something that would be displayed in the place of business for everyone to see. Another option would be to energize the entire staff by providing a monthly pizza lunch or something that everyone shares together. Depending on the type of business, awards can be given for the numbers of calls received or the number of clients helped. Milestones can be set for each job and when these are met, make sure that employees are recognized.

    “That boosts productivity more than anything,” Garcia said. “It makes employees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he

    Use Outbound Telemarketing to Generate Leads: Business Cold Calling Does Work
    The phrase “cold calling” sends chills down the spines of many businesspeople. It’s often viewed as an intimidating, difficult, and boring process … and that means it doesn’t get done as often as it should.However, outbound telemarketing campaigns are a great way to reach a group of targeted prospects or customers to communicate a message, gather feedback, and determine a next step for the relationship.In many companies, sales reps should make hundreds or thousands of cold calls every month to set appointments and/or generate leads. But busy reps usually prefer to work on closing their existing pipeline. Prospecting often slips on the priority list; as a result, the sales pipeline isn’t always filled with new prospects.Specialize for better resultsIf cold calling is an effective way to introduce your company to new prospects, don’t ignore it. Instead of forcing a sales t
    ing recognized, some small companies feel that they can’t do much in the way of showing their appreciation. But Garcia says that’s just not true.

    Energizing your employees

    “There are a lot of things they can do and most of them are free,” he said. “A word or two at the end of a tough week from the office manager or boss who can go around and congratulate everyone on a job well done can go a long way. On Friday, you can let employees leave a little earlier and tell them they’ve done a great job that week. That has such a resounding effect on their morale that it just energizes people. That’s really what you want to do—get to a point where they are energized.”

    Other suggestions include having an employee of the month club with a small plaque or something that would be displayed in the place of business for everyone to see. Another option would be to energize the entire staff by providing a monthly pizza lunch or something that everyone shares together. Depending on the type of business, awards can be given for the numbers of calls received or the number of clients helped. Milestones can be set for each job and when these are met, make sure that employees are recognized.

    “That boosts productivity more than anything,” Garcia said. “It makes employees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he

    Customer Service for Paving Companies
    Paving Companies have a tough time with customer service because anytime they have to pave a road, driveway or parking lot it will inconvenience those who wish to use said road, driveway or park their cars. You must beware that upsetting anyone will lead to a complaint and hurt your business.But if you rush the job in appeasement you will have to come back and fix it later and inconvenience everyone again and cost yourself more money in labor, time and materials on a job, which most likely you were the lowest bidder in the first place and there is not a lot of room there for screw-ups or a redo.Paving companies there for are damned if they do and damned if they don’t. The key to customer service in the paving industry often has to do with scheduling a time when things are not so busy and of course to do the job right, when the weather is permitting.Another key is good signage, proper barriers
    to a point where they are energized.”

    Other suggestions include having an employee of the month club with a small plaque or something that would be displayed in the place of business for everyone to see. Another option would be to energize the entire staff by providing a monthly pizza lunch or something that everyone shares together. Depending on the type of business, awards can be given for the numbers of calls received or the number of clients helped. Milestones can be set for each job and when these are met, make sure that employees are recognized.

    “That boosts productivity more than anything,” Garcia said. “It makes employees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he

    Overwhelmed and Overworked: The Myth of American Productivity
    Employment finally seemed back on track during the first few months of 2004. Politicians crowed that "Our tax cuts are working." Then, without warning, job growth slowed to a crawl, resulting in a deficit of more than 2 million jobs from that confidently predicted only a year ago. To counteract that dismal performance, public emphasis turned to another indicator, productivity. The reported increases in American productivity are quite genuine. Individual worker output collectively rose, from 2000 to 2003, by a full 12 percent. Definitely a bonus for Wall Street - but what about Main Street?As the meticulous research of the Economic Policy Institute shows (Snapshot, 09/08/04), real family income fell, over the same period, by 3 percent. Contrast this with the economic period of 1947 - 1973 when productivity and real family income moved in tandem, both doubling over those years.What does this suggest?
    mployees feel happy and productive and they’re going to be loyal and want to do well because their job is important to the overall business.”

    At a time when many companies seem to take their employees for granted, Garcia says that with the abundance of available jobs right now, employers don’t have to break the bank to get a lot of return on their goodwill efforts.

    “There are simple programs that cost little or no money that can go a long way in keeping people happy,” he said.

    The most valuable asset

    David Moore, a Fiducial franchisee in Fort Lauderdale, FL, doesn’t have an awards program for his employees but he makes it a point to celebrate birthdays and special occasions such as anniversaries.

    “We have a little luncheon with cake and ice cream,” he said. “On Fridays I’ll bring in a dozen bagels and we’ll all sit down and talk and work together. It gets to be real important. They don’t want to miss a birthday. If we were to miss it they would be upset.”

    Each year, Moore hosts an after tax season party at his home where he invites all his clients, employees and their spouses. “We had about 140 to 150 people attend this year,” he said.

    Moore says that maintaining morale is very important for him. “Let’s face it: our employees are the most valuable asset we have,” he said.

    In Flagstaff, AZ, Sean Duffy also takes time to recognize birthdays and anniversaries. The Fiducial franchisee also takes his staff out for Christmas dinner.

    Like Moore, Duffy considers morale very crucial to the survival of his business so he holds periodic meetings, usually every two weeks where any issues or concerns are addressed.

    “It could last anywhere from two to three minutes in length to 45 minutes to an hour,” he said. “The topics could be anything from bookkeeping issues with particular clients, clients who keep making the same mistakes or clients that are falling behind and how to resolve that. We always have closure with the ideas as well such as who’s going to call which client and when.”

    Since he’s investment licensed, Duffy wants to set up a retirement plan in the near future for his staff.

    “It’s a major issue with a lot of people,” he said. “It’s not an incentive plan as such but it really is. People of all ages even those in their 20s should be concerned about retirement.”

    With pride comes good morale

    On Florida’s East Coast, Jim Rizzolo tries to create an environment where his employees feel that they are doing something worthwhile in the Fiducial franchisee’s Port St. Lucie office.

    “I believe that and instill that in my staff,” he said. “And I try to have them do work that they can be proud of and to motivate them to be proud of the work they do as it stands up in the community against others.”

    Rizzolo says that with pride comes good morale and one thing he always does is keep his word when he says he’s going to do something.

    “If I say you’re going to get a raise on a certain date you will get it on that date,” he said. “That helps my staff’s confidence. They know what to expect from me. I’m pretty much of a straight shooter.”

    Rocky St. John likes to surprise h

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