I'll bring you NEW Business!

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Always Confirm Appointments!

I'll bet it's happened to you, too.

I've had an appointment on my calendar for weeks, maybe even a few months.

As I try to always do, I show up 15 minutes early.

The appointment time arrives - the other party doesn't.

Ok, OK. Maybe I'm a stickler for time. Things happen. Traffic gets busy.

15 minutes after appointment time - the other party has not arrived.

30 minutes after appointment time - the other party has not arrived.

I decide I better give them a call.

Oops! I don't have their phone number in my cell.

Hopefully, I have it somewhere in the car.

(Sorry, but I don't have a Blackberry or iPhone with an address book, internet access, etc.)

I find the number.

I call.

I get hold of my other party (maybe the third call after going to voice mail twice!)

He forgot our appointment, is nowhere near the meeting spot, and promises to call next week to reschedule.

He's really, really sorry!

Full disclosure here - I've also received those calls from the very polite person on the other end of the phone who wonders where I am!

And, of course, I'm really, really sorry!

Solution:
Always, without fail - CONFIRM your appointments the day before!

Do it either by phone or email, and be certain, if leaving a voice mail or sending email - you get a response!

This simple idea will increase your productivity while lowering your stress level - Super!

Gain & Retain Clients with - CHANGE MODE PROSPECTING

The Best Time to Prospect?

The short answer is ABP - Always be prospecting!

However, When Specific and Compelling Trigger Events occur, your efforts will be far more successful than at other times.

The term for this is 'Change Mode Prospecting'.

Following it will dramatically improve new sales and client retention.

We’ve all be in the following situation with prospects:
They agree your offering has far more value than their present vendor.
The present supplier is average, at best.
Yet they can’t pull the trigger to buy your products and services.

Frustrating, isn’t it!

The problem here:
Most people are very resistant to Change. It’s human nature. 

We’re comfortable where we are.  Ever hear:

"If it ain't broke, don't fix it."

"We've always done it this way."

The Exception to this resistance is:

When their business is Changing in major ways.

Changes like:
New business, new location or branches, change of ownership, major construction, new product line, new sales territory, new competition, etc.

This is when decision-makers get in the ‘Change Mode’ and say, “I’m going to look at everything! I’m going to look at products, services, and vendors I’m using now; and I’m going to look at things I never thought of before!”

Change is the Sweet Spot for selling new business.

Change is also the Risk Spot for losing business.

This Risk Spot is important, because the research shows:
It is far easier to save an account then sell a new one. Plus, they’ll stay a client longer, make you more money, and be less of a hassle than newly acquired business.

Key Lesson:
When companies are in the ‘Change Mode’, 

Be close to prospects - and closer to clients.

Use ‘Change Mode’ information to Gain and to Retain clients.

Where can Change Mode Information be found?

The information is available by researching applications for Business Licenses, Occupancy Permits, News Releases, Business Publications, and thru other media.

Attending networking events and searching the internet can also bring results.

There are also subscription services and lists available that will help find this valuable information.

Good Selling!

Looking for St. Louis Businesses?Bookmark This Site!

I recently found this site for searching St. Louis Businesses
and it's FANTASTIC!

If you are sales prospecting, or, for any reason, looking for information on a St. Louis business;
This is the 'Go To' Site!

There is absolutely nothing else like it on the web.

St-Louis-Business-Information.com offers information on over 50,000 Business in the St. Louis metropolitan area.

Search St. Louis businesses by general business category, SIC code and location.

View complete business contact information, maps and more.

At Business Research Bureau, Research is our middle name!

Now St-Louis-Business-Information.com is on our A-List of tools for finding information on St. Louis's business community.

Check it out today!

It's Hunting Season!

Labor Day is the unofficial end of summer, and it's coming!

Summer vacations are over.

Parents have delivered their older children to colleges.

Younger students are back in class.


Yea!
Decision Makers are back in their offices!

In most industries, August is one of the slowest months for closing sales.

It's tough to sell when the buyers aren't around, isn't it?

Well, they're back!

Now is the time to refill your Sales Funnel and get to work!

Here's the best way to fill that Sales Funnel:
Present Clients
You probably sell more than one product or service.
Are you cross-selling everyone?

Lost Clients
There is a reason they once did business with you.
Maybe they were in the Change Mode and you got blind-sided.
Call them now and see what has changed since you last talked.

Referrals
Ask for them from clients and other people you know.
Practice the Law of Reciprocity; get referrals by giving referrals.

Networking
There are lots of networking events to take advantage of.
Two Rules for networking events:
1. Be there!
2. Work it!

Cold Calling -
for most of us, the only way to get to the proverbial 'Next Step'.
Target your Prospect List:
Specifically define who is and who is not a prospect.
Choose specific SIC Codes (Specialized Industrial Classifications, the government's way to classify businesses)
Apply Data Elements to further filter the list. (# employees, annual sales, sq. footage, etc.)
Define the Geographic Area for your prospects. (Zips, states, regions, etc.)
Purchase a list based upon the above criteria and your budget.

Catch companies in the Change Mode
Most companies are more open to change when their business is changing.
Changes like: New Business, Change of Ownership, New Location, Construction, etc.
Change is the Sweet Spot for gaining business and the Risk Spot for losing business.
Find this information by searching government records, newspapers, and networking, or subscribe to a service, like Business Research Bureau, that provides Daily Change Mode information.

Have a Plan and Work the Plan

Good Selling!

CORRECTION: The BRBs DO Work!

BRB's
Daily Sales Leads
are the
Best Kept Secret In St. Louis!

"In our first year subscribing to the service, we've gained $11,000 in new business and major sponsors to our annual events.

One of the best benefits of the service is the time it has saved us.

Instead of networking and researching prospects, the service brings all that information to us Every Business Day.

For us, it's been a great investment!"

Ron Ameln, President, St. Louis Small Business Monthly

The BRBs DON'T WORK . . .

Unless YOU Do!

Many know that before owning BRB I was a client for over twenty-five years.

I KNOW the BRBs Don’t Work . . . Unless You have a
System for Working Them and Work the System!

Because I love sales, and have studied and practiced selling for years, it's hard to admit, but sometimes the BRBs didn't work. However, it wasn't the leads not working, it was Fred not working the leads!

I know none of you have ever had Call Reluctance, but there were times when I just knew they couldn't use my products or services so I never made the call! (Pretty stupid, right?)

The Lesson is: No Mind Reading! Once you've determined that a lead fits the profile of your target market, they should be contacted! If they're not ready to buy now, they might be clients in the future.

Most sales are not closed on the first call. This is why it's so important to have a system to follow up, follow up, follow up.

Some of the BRB lead information, especially in the Construction Categories, is way ahead of when decisions for many products and services will be made. Unless there is a system in place for noting: contacts, dates, decision making process, competition, and other essential sales information, the BRBs are a waste of money!

A Contact Management System is the best tool for this, and there are many excellent ones available; ACT, GoldMine, SalesForce.com, SalesLogix, HighRise, and others. (BTW, we can point you in the right direction for professional assistance.)

Daily, Business Research Bureau provides subscribers with Change Mode Information. This is important because most businesses are resistant to change, except when their business is changing in major ways. These major changes include: New Business, New Location, New Branch/Expansion/Remodel, Change of Ownership, Various Phases of Construction, etc.

My favorite Abraham Lincoln quote is: "Things will come to those who sit and wait, but only the things left by those who hustle!"

The BRBs Do Work . . . but only if You Hustle!