tag:blogger.com,1999:blog-5290533537268329562023-11-15T07:56:48.047-08:00Sales and Marketing Blog by SaloniHERE IN MY BLOG I AM SHARING MY EXPERIENCES, VIEWS, LEARNING AND FINDINGS ON SALES AND MARKETING. PLEASE FEEL FREE TO INVOLVE ME IN YOUR PROJECTS OR ENGAGE ME FOR CONSULTING ASSIGNMENTS. I WOULD BE HAPPY TO HELP. YOU CAN CONTACT ME @ SBANSAL.AD@GMAIL.COMSalonihttp://www.blogger.com/profile/05277466492167447900noreply@blogger.comBlogger14125tag:blogger.com,1999:blog-529053353726832956.post-89074929967720613272011-04-13T10:53:00.000-07:002011-09-17T12:14:50.652-07:00Leadership Skills<div dir="ltr" style="text-align: left;" trbidi="on"><div style="text-align: justify;"></div><div style="text-align: justify;"></div><div style="text-align: justify;">Hello everyone,</div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">Here I am again with my new post on Leadership Skills. Few days before I was wondering about what skills make people great leaders. Then I did some research and in this post I am highlighting about skills required to become a great leader. </div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">1. Leaders expect great things from their people and drive them to achieve extraordinary results.</div><div style="text-align: justify;">2. It isn't how much you know that matters. What matters is how much access you have to what other people know. It isn't just how intelligent your team members are; it is how much of that intelligence you can draw out and put to use.</div><div style="text-align: justify;">3. They get more productivity from their currently available resources.</div><div style="text-align: justify;">4. They take the time to get to know each person and to understand the capabilities they brought to the team.</div><div style="text-align: justify;">5. Leaders identify several roles within the company where they could operate at a higher point of contribution.</div><div style="text-align: justify;">6. Leaders studies people. They watches them until they figure out what they are great at.</div><div style="text-align: justify;">7. Leaders remove the barriers that block the growth of intelligence in their people.</div><div style="text-align: justify;">8. Leaders give permission to make mistakes; people have an obligation to learn from the mistakes and not repeat them.</div><div style="text-align: justify;">9. They create space, demand people's best work and generate rapid learning cycles.</div><div style="text-align: justify;">10. They better leverage their best salespeople.</div><div style="text-align: justify;">11. Leaders develops the talent of the team.<br />
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Please let me know what you think about this. Share your opinion in the comment box below.</div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">Reference: Multipliers- How the Best Leaders Make Everyone Smarter by Liz Wiseman with Greg Mckeown.</div></div>Salonihttp://www.blogger.com/profile/05277466492167447900noreply@blogger.com0tag:blogger.com,1999:blog-529053353726832956.post-40410650170139393322011-03-25T13:21:00.000-07:002011-09-17T12:32:21.589-07:0010 Tips for effective follow up with prospects<div dir="ltr" style="text-align: left;" trbidi="on"><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">In this post I am writing about the tips for effective follow up with prospects. Effective follow up plays an important role in closing a sales deal. </span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"></span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">1. To start with the follow up process it is necessary to have a list of all prospects so as to track the status.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">2. Keep updating the status after every follow up through email or call. Make a note of conversation had with prospect, next follow up date and next action plan. </span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">3. If at some point of time you think that the prospect is not interested at all in your products or services then move on to the next prospect. </span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">4. If you have sent an email to the prospect then wait for the reply for 1-2 days. If you don't get any reply from the prospect then make the follow up call. </span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">5. Ask your prospect when would be a good time to follow up with him. Call him on the same day and at the same time as told by the prospect.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">6. If the prospect is not answering your calls due to some reason then instead of calling again and again send the follow up email. You can also mention that you were trying to reach him today but could not get him on line.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">7. You should have good technical knowledge about your products or services. If you think you will not be comfortable to answer questions raised by the prospect then make sure the technical person is there in the call to clarify any queries.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">8. Make sure you are always polite while sending the emails.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">9. Always send personalized emails </span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">10. If your prospect is located in the same place then you can also try for a face to face meeting.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"></span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">I hope this helps, please leave comments if you have any questions or thoughts on this.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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Project Initiation</span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">2. Project Planning</span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">3. Project Execution and</span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">4. Project Closure</span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Project Initiation</strong> - The project initiation phase is the first phase in the project management lifecycle. In this phase a business problem (or opportunity) is identified and a business case which provides various solution options is defined. The project initiation phase is the crucial phase in the project lifecycle, as it's the phase in which you define your scope and appoint your team. </span><span style="font-family: Arial, Helvetica, sans-serif;">Only with a clearly defined scope and a suitably skilled team, you can ensure success. </span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Project Planning </strong>- The project planning phase is the second phase in the project lifecycle. In this phase the project manager defines the requirements for completing the project. That means the project manager identifies the number of resources and how much expense is involved in the project, as well as any other requirements that are necessary for completing the project. The project manager identifies the project constraints. Constraints typically relate to schedule, resources, budget and scope. </span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Project Execution</strong> - This phase involves the execution of each activity and task listed in the project plan.The execution phase is where you and your project team actually do the project work to produce the deliverables. This phase involves implementing the plans created during the project planning phase. </span></div><div class="MsoNormal" style="margin: 0in 0in 10pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Project Closure </strong>- <span style="line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The Project Closure Phase is the fourth and last phase in the project life cycle. Project Closure involves handing over the deliverables to your customer. The project closure phase consists of the processes that are performed to officially finish and close all the assignments in a project or phase.<span style="mso-spacerun: yes;"> </span>The project deliverables are reviewed by the customer according to the agreed acceptance criteria, and formally accepted. </span></span><br />
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<span style="font-family: Arial;">If you want to know more about project management lifecycle, then please go through this reference:<span style="color: blue;"> </span><a href="http://www.maxwideman.com/papers/life_cycle/life_cycle.pdf"><span style="color: blue;">http://www.maxwideman.com/papers/life_cycle/life_cycle.pdf</span></a></span></div></div>Salonihttp://www.blogger.com/profile/05277466492167447900noreply@blogger.com0tag:blogger.com,1999:blog-529053353726832956.post-69377707256397691062011-03-16T02:22:00.000-07:002011-09-17T12:31:29.280-07:00Sales and Marketing Interview Questions<div dir="ltr" style="text-align: left;" trbidi="on"><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"></span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Whenever one wants to learn something or make sure one is competent enough to take any challenge in this field, one should be aware of the topics that one needs to cover, then the next point is how much has already been covered and how much is yet to be covered. Below is a list of roughly drafted sales and marketing interview questions in no particular order. Keep in view that the below list covers most of the questions, it's not exhaustive and it can be used as a reference check to make sure you have covered everything.</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<ul style="text-align: left;"><li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Tell me about yourself</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">What do you know about our organization?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Why do you want to leave the organization you work for?</span></div></li>
<li><div style="text-align: left;"><span style="font-family: Arial, Helvetica, sans-serif;">What are your greatest strengths/weaknesses?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Why are you looking for a job in a field that's not related to your major?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Rate yourself on a scale of 1 to 10</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Where do you see yourself 5 or 10 years from now?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Sell a product to me. For example: Pen</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Why have you selected sales and marketing as your career?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">What major deals have you closed or in other words major clients you have acquired in past 6 months?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">What targets you were given in this job?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">How much target have you achieved from the assigned target?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Are you willing to travel?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Would you be willing to relocate if required?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Your resume shows a gap in your work history. What happened?</span></div></li>
<li><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Can you create well written documents?</span></div></li>
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</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Leads Report - </strong>Here you can gather all the information about your leads. The fields in this report are: Company Name, Annual Sales/Turnover, Number of Employees, Contact Person, Designation, Contact Number, Fax Number, Email Id, Address, Location, Website, Email Status and Call Status. </span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">You can set qualifying criteria for lead generation. Annual Sales/Turnover and Number of Employees are the parameters that can be used as lead qualifying criteria. For example: You want to generate leads with INR 10 Crores or more as turnover and with 100 or more as employees. </span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Pipeline Report - </strong>This report is used to create, maintain and manage your sales pipeline data. Pipeline report contains potential customers whom you think can become your customers in specific time period. The fields in this report are: Potential Customer Name, Product Suggested, Proposal Date, Expected Order Value, Expected Order Date, Current Status and Issues.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Sales Projection Report - </strong>A sales projection provides an estimate of a company’s prospective sales for a given timeframe. A sales projection can be prepared for each product and/or service that the company is offering. The most commonly used sales projection reports are: monthly, quarterly, yearly. This report includes the information about Estimated Sales. The fields in this report are: Potential Customer Name, Product, Expected Order Value and Expected Order Date.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Proposal Report - </strong>Information about proposals can be tracked in this report. The fields in this report are: Company Name, Contact Person, Designation, Contact Number, Email Id, Product Suggested, Proposal Date and Current Status.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Customer Report - </strong>This is basically your customer information database at one place. The fields in this report are: Customer Name, Contact Person, Designation, Contact Number, Email Id and Location.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><strong>Projects Report - </strong>You can keep a track of all your projects in this report. This helps to track the number of projects you are handling, their status and issues if any that needs to be resolved. The fields in this report are: Customer Name, Contact Person, Designation, Contact Number, Email Id, Project, Current Status, Issues and Action to be taken.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">You can include or exclude fields in the reports as per your requirement. The <span style="mso-bidi-font-size: 12.0pt;">point to remember is that the report should capture all the necessary data.</span></span></div><div style="text-align: justify;"><br />
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</div><div style="text-align: justify;">The next step is to do the market research about your competition. You need to think on what needs to be communicated and what are the unique selling points for your product or service.</div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">Once you have understood the market and you have all your research done you can start your advertising campaign.</div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">Here I am listing down some of the key points that helps in successful advertising:</div><div style="text-align: justify;">1. You should always think like your customers.</div><div style="text-align: justify;">2. Doing research for what customer likes and dislikes.</div><div style="text-align: justify;">3. The whole idea of the advertisement should catch the attention of the customers.</div><div style="text-align: justify;">4. The advertisement should have a customer focus.</div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">The benefit of the advertising is in increased product sales and to give informative knowledge i.e. to introduce the new product and how it is different from other products.</div><div style="text-align: justify;"><br />
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<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">Pre-show Planning</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">1. Assembling a team of people who have the necessary skills and experience.</span><span style="mso-fareast-font-family: "Times New Roman";"></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">2. Exhibition budget should be prepared. </span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">3. Research about the exhibition and about the organizers before deciding to get registered. Check the past exhibitors list to get an idea of what kind of companies have previously participated in this.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">4. Register in the exhibition in which you want to participate.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="mso-fareast-font-family: "Times New Roman";"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">5. The next step is to get the information about the floor plan of the exhibition and the costs associated with it. </span></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="mso-fareast-font-family: "Times New Roman";"><span style="font-family: Arial, Helvetica, sans-serif;">6. <span style="mso-fareast-font-family: "Times New Roman";">Discuss with your managing team and decide about the exhibition space you want for your exhibition stall. Identify what kind of space best suits your sales/product placement.</span></span></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">7. Reserve the space that best suits your requirement.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">8. Send email to the prospective customers and existing customers telling them about your participation in the exhibition.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><br />
</div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">At-show Planning</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">1. Carry a visitor book to record the information about the visitors and the important information that you can use for post show follow-up.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";"></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">2. Laptop is needed at the time of exhibition for showing any demonstration or presentation.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">3. Carry your visiting Cards to exchange with the people visiting your stall.</span><br />
<span style="font-family: Arial;">4. Develop a presentation in an auto run mode that means the presentation plays in loop so that you don't have to play the presentation all over again each and every time.</span><br />
<span style="font-family: Arial;">5. <span style="mso-fareast-font-family: "Times New Roman";">Company brochures are required in the exhibition to give to the people visiting your stall.</span></span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">6. Last but not the least keep a visiting cards bowl at your stall so that the visitors can drop their visiting cards in it.</span></div><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">Follow-up planning</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">1. Create a database of leads generated through this exhibition.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">2. Send the thank you email to all the visitors for visiting your stall in the exhibition. This is done to get the direct response from the recipient.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">3. Wait for the response and call the prospects next day to follow-up on any requirement or as discussed at the exhibition.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">4. Do the continuous follow-up to get more responses.</span></div><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">I hope this helps, please leave comments if you have any questions or thoughts on this.</span></div><span style="font-family: Arial, Helvetica, sans-serif;"></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
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<span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">Exhibitions - Leads can be generated by participating in exhibitions and making a list of companies and people who all have visited your stall. After the exhibition send all the visitors a thank you mail for visiting your stall in the exhibition. This helps in reaching the right companies and the people who might be interested in your products and services.</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; mso-fareast-font-family: "Times New Roman";">Cold calling - Cold calling is the process of approaching prospective customers generally through telephone, people who were not expecting such an interaction. </span></div><div class="MsoNormal" style="line-height: normal; margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">1. The subject line should be meaningful because the recipient gets an idea about the email from the subject line. That means subject line should convey the message clearly to the recipient. Also the recipient might be receiving lot of emails and decides after seeing the subject line whether to reply, forward, delete the email. Never leave the subject line blank.</span></div><span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">2. Use an appropriate greeting in the email. Address the email to only one person. If you want to include more people then you can use cc or bcc in the email.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">3. The body of the email should not be very long. The email should be short with easy to understand sentences. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">4. Before sending the email always do the spell check to avoid any kind of mistakes in the email. </span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">5. Font and formatting also matters while writing email. Font used should be easy to understand. </span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">6. Emails should be personalized as it creates more impact on the recipient.</span><br />
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<span style="font-family: Arial, Helvetica, sans-serif;">7. The closing lines of the email should make it clear whether a reply is necessary or not.</span></div><div style="text-align: justify;"><br />
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</div><div style="text-align: justify;">Selling requires good communication and listening skills. Each and every person in the sales team should speak a common selling language. When you contact the prospect first time try to find out the decision maker for that particular product or domain. Once you have identified the decision maker you can reach the person directly. Selling is a step by step process in which first you will have to identify the needs and problems of the prospect. Once you have understood their problems try to convince the prospect about the benefits of the product and how your product can help them to overcome the problems they are facing. </div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;">While giving the presentation include the similar kind of case studies. In simple words tell the prospect how your customers have been benefited using the same product. This helps in building the confidence of the prospect as you all know "Seeing is believing".<br />
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During the presentation demonstrate about the ROI (Return On Investment) and the ROI time period. Also ask quality questions to fully determine their situation and buying needs. Try to find out when they are planning to buy because some people show interest just to know the pricing. Customer testimonials can be used to support the price objection. Send the proposal to only well qualified prospects where there is high chance of closing the deal. <br />
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To initiate further discussion tell the prospect about the action plan or ask the prospect how would they like to take the discussion forward.<br />
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</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">According to my experience Tuesdays, Wednesdays and Thursdays are the best days to contact new leads. The best time to call prospects can be early in the morning or late in the afternoon.</span></div><br />
<div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Once you have done all your homework and now you are ready to do cold calling, always greet the person first 'Goodmorning' or 'Goodafternoon' and introduce yourself. Tell the prospect about your company and about the reason of your call. Ask for an appointment for a web meeting or face to face meeting.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">It's not necessary that in the first attempt only you will get the appointment. So be prepared there is a chance that you might hear a 'No' also. Try to find out if there is a need for the product and service which you are providing.</span></div><div style="text-align: justify;"><br />
</div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">Record the status of the call in your prospect list. This will be helpful for the second call.</span></div><div style="text-align: justify;"><br />
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</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">1. Search email address by person name - This is the first technique where you can search email address when you just know the person's name. The format is as shown below:</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div style="text-align: justify;"><strong><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt; font-weight: normal; mso-bidi-font-weight: bold;">Person Name email address</span><span style="font-size: 9pt;"></span></strong></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">For example: If you are searching for email address of John Caro. Then in this case the format should be:</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">John Caro email address</span></div><div style="text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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<span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">2. Search email address by company name - In this particular situation you just know the company name. Now you need the top contacts of the company whom you would like to send the marketing emails. You can search the top contact names on the <strong><span style="font-weight: normal; mso-bidi-font-weight: bold;">Imprint</span></strong> <strong><span style="font-weight: normal; mso-bidi-font-weight: bold;">page</span></strong> of the company website. If you get the person name from the website then you can find the email address by the first technique as shown above.</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">But all companies don't have the Imprint page on their websites. Here you will have to search the person name first and then email address later on. The format for searching the top contacts should be:</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">Company Name + CEO</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">Company Name + Director </span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">And so on..</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 9pt;">The important thing to notice here is that you have to leave one blank space before ‘+’ sign and after ‘+’ sign.</span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><br />
</div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;">I hope this helps, please leave comments if you have any questions or thoughts on this. </span></div><div class="separator" style="margin: 0in 0in 0pt; text-align: justify;"><span style="font-family: Arial, Helvetica, sans-serif;"><br />
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</span></div></div>Salonihttp://www.blogger.com/profile/05277466492167447900noreply@blogger.com0