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I have just started a weight loss class, the lady who was running it read out a poem which was brilliant it was called “I’m going to go on a diet”. The poem is all about someone ”just about to start a diet tomorrow” but there is always something that happens which provides an excuse to put it off to the next day or week. This reminds me of people who say I’m going to do my cold calling or appointment setting today, next week etc and then there is a always a reason not too….

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This month I finally completed another Master Practitioner in Neuro-linguistic programming. I have already gained two Master Practitioner Certifcates already but this one was particularly special. This Training provider  concentrated on the essence of NLP which is “modelling”. Modelling is the process whereby you can break down into minute detail the process whereby someone achieves success over and over again. Take a look at your life, your work, what are the sucess patterns you have and how can you take them into other parts of your life? On the other hand what are the patterns of behaviour that you run consistently which are unhelpful  and how can you chunk them down so you can become aware of the triggers?  In this way you can begin to move to more resourceful patterns and behaviour. Ask a simple question such as “how specifically do I do this”, can be the first great step in enhancing your sucess patterns and unpicking the troubling and unhelpful ones. For more about modelling pop the term into google, you will come up with a number of various references. Robert Dilts in particular has done some outstanding work in this area.

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I got a call earlier this month from an old client. He had kicked off the new year with lots of cold calls, hoping to close some early appointments. (more…)

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For those of you who have just started picking up the phone to make your senior level appointments; make sure you do two things: 1)Always read the voice tone of the decision-maker when he or she picks up the phone so you can assess “where they are” in their world, busy, irriated, relaxed, pensive etc and relate to it accordingly. 2) Ensure you have a valid business reason/valid listening reason before you pick up the phone, in other words ask yourself the question, if I was to stand in that persons shoes, would I listen to me?  If the answer is no, then get another one and rethink your introduction.

If you get these both right or are not doing them at the moment. You will be amazed at the huge difference this will make to your conversion rate.

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I keep hearing about the down turn in the economy. Even in great economic times it is important to make your regular number of calls each day to support your business. Alot of people fail to make their calls because they believe they have to make loads of calls each day and end up making none. Set yourself an easy to achieve target of 5 calls a day. If you do this consistently this is a 100 a month. If you have well researched your market you could convert 4 good appointments. If work is no longer coming to you and the phone has stopped ringing, start making those all important regular calls which will support your “bread and butter” business.

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