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A well-chosen greeting card, especially one with a sincere message or perhaps a
bit of humor can brighten the day of even the most hard-pressed individual. Scan these dates and make some decisions
about whom you might select as greeting card recipients.
2015-2016
Valentine’s Day . . . . . . . . . . . . . . . . . . . February
14, 2016
St. Patrick’s Day . . . . . . . . . . . . . . . . . . . March 17, 2016
Administrative Professional’s Day . . . . . April 27, 2016
Mother’s
Day . . . . . . . . . . . . . . . . . . . . . .May 8, 2016
Memorial Day . . . . . . . . . . . . . . . . . . . . . May
30, 2016
Father’s Day . . . . . . . . . . . . . . . . . . . . . . June 21, 2015
Grandparent’s Day . . . . . . . . . . . . . . . . . September 13, 2015
Halloween
. . . . . . . . . . . . . . . . . . . . . . . . October 31, 2015
Veteran’s Day . . . . . . . . . . . . . . . . . .
. . . November 11, 2015
Thanksgiving Day . . . . . . . . . . . . . . . . . . November
26, 2015
Hanukkah . . . . . . . . .. . . . . . . . . . . . . . . .December 6-14, 2015
Christmas
. . . . . . . . . . . . . . . . . . . . . . . . .December 25, 2015
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How you answer these 10 questions will provide a good self-assessment of how well
you understand Selling In Deep Carpet.
1. Do you call
24 hours in advance to confirm C-level appointments, especially those involving out-of-town travel?
Yes No
2. Have you written down
the name and correct spelling of the C-level’s Executive Assistant?
Yes No
3. Do you routinely arrive at least 15 minutes early for your C-level appointment?
Yes No
4. During the course of a C-level visit, do you observe the 30-70 transmit-to-receive rule (talk-to-listen)?
Yes No
5. Do you follow up every C-level visit within 24 hours with an email or written summary of main points discussed and action items agreed upon?
Yes No
6. Do you collect and record
personal data about C-levels begin ing with where they grew up and what college they attended?
Yes
No
7. Is your objective in every C-level call to schedule a follow-up meeting with that executive or his/her designee? Yes No
8. Do you use a basic CRM process to document
the results of a C-level
call and record important pieces of information gained?
Yes
No
9. Have you formulated and communicated a unique value proposition which sets you apart from your competitors?
Yes No
10. Do you ask for the order or at least make a
trial close during every C-level
contact?
Yes No |
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FOOD FOR THOUGHT
"The mistake many
salespeople make when working from the bottom of an account is that they think they don’t have to bother gaining access
to senior management, unless something goes wrong, unless it becomes critical. They decide to cross that bridge when they
come to it, and assume that shifting into a sales mode more focused on executives won’t be terribly difficult. On all
counts, they are wrong.."
– Jim Holden Power Base Selling
Every reasonably-sized city
in the world has a surplus of networking opportunities. All are not equal in terms of being a “target rich” environment
for professional salespeople. Issue number one is the challenge to rattle off from memory at least four or five such events,
when and where they occur, and the cost per event. If you can pass that test, the much harder question is, “How many
networking events do you routinely attend each month?” If you’re not going to at least three networking events
per month, you’re missing chances for serendipitous encounters which increase your earning power.
LIGHTBULB MOMENT: Three breakfast, lunch or dinner meetings per
month is a small price to pay in terms of time and expense to boost your
sales effectiveness. |
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What could
be better than a lifetime warranty on a topnotch product that works well and never becomes obsolete? The product
I’m referring to is a well-written C-level letter. If you’re one of the 6,000 or so sales-
people who’ve
grad-uated from our Selling In Deep Carpet seminar over the past 17 years, you have on-call support in the person of me, the
Letter Lady (aka chelen@ggroup.net). I’ll help you put together a letter to a CEO, CFO, CIO, etc. which has a
proven 60% chance of gaining you face-to-face (F2F) access to the C-suite at one of your high value target (HVT) prospects.
It’s hard to argue with a .600 batting average. It’s harder yet to ignore the fact that, with today's feverish
M&A activity, gaining access to senior level decision-makers is more important than ever before. Writing the kind of letter
that works 60% of the time is not a 20-minute exercise. I’ll often work with a letter writer for a period of weeks before
we get it “just right.” Then I support you through days and often
weeks of persistent telephone follow-up which ultimately leads to a C-suite appointment. If you’re at all hesitant about
your ability to craft a successful piece of Deep Carpet correspondence, call
me (972-869-4773) and I’ll talk you through the letter drafting process. Depending on what you’re selling, I can
probably pull a letter or two from our files which will help you get started.
LIGHTBULB
MOMENT: Draft one C-level letter within the next 30 days, work with
me to make it as strong as possible, and then let me help you pry open that C-suite door. |
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