What if you could replicate your top salesperson 3, 4 even 5 times over? Wouldn't it have a dramatic impact on your revenue?

I have helped companies "clone" their top sales performers.

Here's a step-by-step formula:

1. Recruit young, aggressive yet coachable salespeople who have good personal skills.
See Chet Holmes' material about a pragmatic, hard-nosed recruiting and interview process.

2. Screen them using an assessment instrument that measures:
Behavior, Attitude and Values (Target Training International is one of the leading suppliers of assessment tools - they have thousands of distributors throughout the world) The Brooks Group is one of the top firms focusing on sales assessment)  Also, use a little tool called SPQ Gold, which measures sales call reluctance; it's the only tool I've found that measures call reluctance specifically.

3. Train and orient them using inbound and outbound call measurement. Have them track and record their prospecting and sales calls using our web-based tracking tool.  With this you'll be able to see how many calls they're making, how many calls they're getting back and how effective they are while on the phone.

4. Let them listen to themselves on the phone.  Take 10 minutes and select key calls, both good and bad and review them with them. This is the ultimate truth mechanism.

5. Use call measurement with your top sales person and share their good calls with new recruits. Also, you need to personally make some calls and be an example for your reps.

6. Map successful sales calls.  Take the recording of successful calls and have them transcribed.  You can easily do this using our system because the calls are in wav. format and can easily be downloaded or emailed to a transcription company.  You should be able create "the ultimate sales scripts" for less than $50 bucks.

7. Remove all the extraneous verbiage from your transcription and break it into "bit sized" peices, literally creating a Sales Map.  Make sure all of your reps have the Sales Map in front of thier desk.

8. Continue to use call measurement to ensure they're replicating the sales process and following the Sales Map.  This is a feedback loop process...continue to hold them accountable and course correct when necessary.

9. Finally, feed more recruits into the system and repeat the process until you've reached your ideal size.

Presto chango - easy peezy!

The cost of advertising has tripled over the last decade and businesses are getting less response.

For example:

In 1996 if it cost you $300/week to run an ad and it produced 2 leads per week - today in almost 2008 it will cost you $900/week for the same ad and the bad news is you'll only get 1 lead per week. 

So you're spending more and getting less!

Why is that?

Your cost of advertising has gone up and your results are going down because of 3 key factors:

1. The Clutter Factor - everybody's advertising everywhere, which drives the cost up and makes it more difficult to get people's attention.  The average American consumer is exposed to 30,000 commercial message per day.  People feel bombarded by marketing and filter it out.

(Of course ad agencies and publishers would have you believe that if you put your message out enough some how you're going to have an impact on people's sub-conscious and they'll think of you when they want what you offer.  That takes deeeeeep pockets and is extremely difficult to measure.)

2. Ad Options are Expanding - you have more options and mediums available, which makes it increasingly more difficult to know where to spend resources.  Confusion and uncertainty lead to inactivity or paralysis and many business end up spending more to have a third party manage this all their marketing for them.

3. Prospects Have Control - I want what I want, when I want it and I can find it on my own terms.  Now you have to retool your marketing to create pull versus more traditional methods based on push advertising.  Opt-in lead generation has grown tremendously over the last 5 years and you need systems and processes in place to capture and retain interested prospects to funnel them to your business.

Now more than ever it is critical to measure everything!

You can't manage what you can't measure and your customer acquisition process is no different.

We offer unique systems to measure and increase your customer acquisition with a web-based tracking system.  If you'd like to see a demo please give us a call or send me an email.

Best,

Ryan Pitz
(336) 790-5726
info@newcallsolutions.com

If you're spending money on Google ad words or any other online advertising you know there are tons of different metrics to look at to gauge the effectiveness of your advertising.  Things like... 

Unique visitors, click throughs, bounce rates, entry pages, exit pages, keywords and on and on...

But one of the most important metrics you're probably not monitoring are the number phone calls you get from your online advertising.

A phone lead is far more valuable than a click through and 9 times out of 10 a call is more valuable than a lead that comes through a request form.

So how do you track the number of phone calls and associate those leads with various keywords and online campaign?

Now, with our unique system you can dynamically change the contact phone numbers (call measurement numbers) on your website based on the source that delivered the visitor to your site.

No special landing pages are required and you can see precisely how many phone calls you get from your website and which keywords led to the call.

To learn more about tracking the phone calls that come from your online advertising send us an email or give us a call:

info@newcallsolutions.com

Phone: 866-231-2055

Best,

Ryan

By: Ari Galper

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

A few weeks ago, I had a phone conversation with Julie, who has been struggling with the
old-style selling methods that her manager insists are the only way to sell their company’s technology solution.

Regardless of what product or service you’re selling, you should be able to relate to her dilemma.
Outdated sales skills fail to address the core issue of how we think about selling and unless we get to that core and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors.

And we’ll continue believing that we’re always just one new sales technique away from the breakthrough we’re looking for.

New Thinking = New Results

Maybe it’s time to take a different approach. Maybe we need to analyze our thinking and identify why we’re not making more sales.
Take a look at the table below and think about your current selling mindset.
How would your selling behaviors change if you changed your sales thinking?

The sooner you can let go of the traditional sales beliefs that we’ve all been exposed to, the more quickly you’ll feel good about selling again, and start seeing better results.

Entry by: Ari Galper

1. They don’t get enough inbound calls.
   This is a marketing problem. Opt-in lead generation is the single most important marketing function for any small or mid-sized business. And on average a telephone lead is more valuable than an internet lead.  Research show that 65% of all sales that begin online are converted offline. So many businesses are focusing a lot on web lead generation, but neglect inbound phone lead gen.
   
   
2. They don’t know which advertising or marketing sources generate phone calls and they don't know how to improve call response rate.
   It seems obvious that tracking your marketing is critical, but most businesses don't.  They blindly spend money on marketing and hope it works.  And they don't have a competitive analysis on things like direct mail, yellow page ads, newspaper ads or websites to compare lead generation and call volume from each source. If your idea of tracking your marketing is having a receptionist ask inquiring callers " where they heard about you" you're missing big opportunities.



3. They’re losing money on advertising and squandering inquiry calls because of mishandled calls.
   So let's assume a business is doing a great job of marketing and generating phone leads, the receptionists, call center or salespeople MUST handle those calls effectively, otherwise the lead gen system and marketing becomes irrelevant.  Salespeople and call centers need to be trained and held accountable for consistently converting inquiring callers into appointments or sales.
   
   
4. They’re not able to consistently and accurately capture caller information.
   This is closely related to mishandled calls because in many cases the people handling phone calls simply forget to collect relevant contact information from inquiring callers.  And many times the information collected is inaccurate.
   
   
5. They don’t have a way of following up with callers.
   Capture the name, mailing address and phone number of every person who calls your office and put that information into a database.  Every person who calls your office should get some kind of follow up correspondence from you.  This correspondence should be initiated immediately after the call.  A database allows you to automate this process for direct mail, voice messaging or live calls.
   
   
6. They don’t know when peak call times occur to staff their phones properly.
   Because most businesses aren't tracking their calls they don't have data indicating when they get the highest call volume.  They don't know when during the day most people call their office. What days of the week are most popular? Having this information will dramatically improve your ability to manage calls effectively.

If you have a specific challenge that I haven't listed here let us know...

The solution for these problems is to track phone calls.  Tracking your phone calls is an essential part of any smart marketing and customer acquisition process.  For those businesses spending money on marketing and advertising to make their phones ring, this solution should take priority over web analytics.

Best,

Ryan Pitz