Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects.
These are the people you had made previous contact with and are listed in your database or on your Rolodex. If appropriate for your industry, I recommend spending one hour a day calling your database.
To gain the greatest benefit from your warm calling efforts, you should provide an exceptional level of customer service and give unexpected bonuses to your clients throughout your sales process.
This way, your past clients will be happy to hear from you and eager to help you find new business.
Let’s see how you can “heat up” your warm contacts to create hot new business leads.
Build rapport - All right, it may have been some time since you last talked with your contact, so a little refreshing of his or her memory might be necessary. Use the time to re-establish your relationship, inform him or her about your unique selling proposition and inquire about their current needs.
Ask for referrals - Here is an example of how a mortgage loan officer could ask for referrals: “Do you know anyone who may be buying or refinancing real estate in the next 3 - 6 months?” Especially useful if your “warm contact” absolutely has no need for your services at the present time.
Tell him or her about your current gift incentives for referrals - if you have a plan in place, let him know. One example: “If you refer new business to me I will pay for dinner for you and your wife at Outback Steakhouse.” Or, tickets to their favorite sporting event.
Review their current situation:
Is their any current need for your product or service?
Have their plans, needs, or goals changed?
(If this is your past client you should have notes on hand about their long and short term plans)
Be sure to keep notes on every call in your database or files. Update all of your contact information to include any changes.
If you have made arrangements to “warm call” clients on someone else’s list, offer to split any of the commissions generated.
Yes, warm calling is a great way to stimulate business especially in a competitive marketplace. Once a day, pull out your “warm call” list and contact people. Add to the list those whom you previously “cold called” and see as a potential future client.
For more information about this and other lead generation strategies, visit:
http://Mortgage-Training.Mortgage-Leads-Generator.com
Please feel free to reprint this article as long as the resource box is left intact and all links are hyper linked.
Hartley Pinn has recently created the Mortgage Leads Generator Training Course to teach people how to make over $50,000 a month working part-time (10 to 15 hrs per week) as a mortgage loan officer.
Search engines are too fluid and too volatile for natural or organic results, especially SERPs (Search Engine Ranking Position). Search engine algorithms are constantly being tweaked. Today you may have the #1 position on Google for a variety of search terms, and tomorrow you may find yourself on page 50.
Your business development efforts should use an integrated approach that combines at least two communications tools. Internet search engines is one, viral marketing on the internet is another.
Here are a few sure-fire ways to get customer attention. Target a local or regional niche that you have serviced. If you service or sell to the military, obtain emails from military and military-related clients to create an email list. Fifty or more emails will do. Then customize a small email campaign and send it along.
Here is a more specific example of a viral campaign we recently launched for a new client.
This client offers luxury automobile leasing programs to busy professionals. They have various clients in the professions of communications, finance, advertising, medical and legal. They wanted to acquire new medical and attorney clientele in their geographical sales area.
We first went to the Super Pages and searched Doctors / Virginia Beach, Attorneys / Virginia Beach and other regional cities. Super Pages lists a website and email address in most cases.
We then created a graphic email to target each group. We DID NOT emphasize any part of “selling.” Instead, we emphasized the cost savings and tax advantages of leasing. This is known as a soft-sell. Its purpose is to generate curiosity or interest without screaming BUY NOW.
All of us service or sell to a niche market in one way or another. The key to new business or continued business from existing clients is to promote what you do either directly or indirectly.
Other ways of soft selling is to generate electronic newsletters, articles and electronic flyers. You have to spread the news and create a buzz. That’s viral marketing.
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A few years ago, Italy was intent on keeping its country’s perspective towards gambling negative. Its attempts to curb the rise of gambling’s popularity even prompted them to ban all the IP addresses of online gaming sites back in February of 2006. Fortunately for gambling aficionados, the country’s restrictions on online gambling sites have lightened considerably a few months after the supposed IP ban was reported, even going so far as to enter into a tie-up with a hugely popular online poker room.
By the start of 2007, Italy has completely turned around and has opened its doors to the opportunities that gambling online provides. January 2007 has seen the country legalize online gambling for its citizens, and in turn, has paved the way for other gambling related services such as public sports betting and bingo parlors.
It has been said that “Italy’s change of outlook and regulation for online gambling was mirrored from the UK’s actions towards said activities” (playsportal.net). Another suspicion that people have for the change in opinion is the fact that for every company who does business with Italian customers, the Italian government is expected to make a 3% tax on all gaming related revenues acquired by said company, regardless of their country of origin.
No matter what their motivation for the change in treatment is, the end result is still the same: Online Casino Gambling in Italy, along with other related activities such as sports betting, has become feasible, and more profitable as more and more people catch on.
If you are serious about self defense, and you want to take a non-lethal approach, you will have a choice between only a few items that can stop an attacker in his/her tracks.
You have a right to protect yourself and those you love. And you should be able to act on a moments notice. Don’t become another victim……fight back!
Stun Guns, of at least 400,000 volts and up, will stop most people. Some people can take quite a jolt, and keep on coming. It really depends on what part of the body the Stun Gun contacts.
A strong Stun Gun, and they go up to 750,000 volts, can drop a large man in seconds. You would contact the upper part of the body, on the torso. You will have time to either get away, or furthur subdue the attacker. If there is more than one attacker, you will have to be in close contact with each of them, in order to stop the attack.
If you had a TASER, it would shoot out two electronic darts attached to wires that would bring down any man, except for maybe Rodney King. The TASER only holds one shot, after that it functions only as a stun gun.
Pepper Sprays, such as MACE, are extremely effective in stopping an attack. Pepper Sprays come in a couple of strenghts, but beleive me, you would not like to be sprayed by any of them. They also come in different sizes.
Here is the difference — You can use Pepper Sprays at a distance, and you can be effective with several attackers at one time, You can spray a whole gang at one time with some of these large spray canisters. A drawback with Pepper Sprays is that you have to be careful not to spray into the wind. It will come back in your face, and you will be very sorry. If you use a spray indoors, no problem with spray-back.
You can also buy Combo Stun Guns. This is a Stun Gun with built in Pepper Spray. Now you can first Pepper Spray, and if needed…you can Stun the attacker. A great combination.
It is ALWAYS better to keep a distance from an attacker. This is most effectively done with Pepper Spray.
Robert Nelson is a staff writer at Spy Supply Depot, where all kinds of Stun Guns and Pepper Sprays are available. Feel free to visit their website: http://www.spysupplydepot.com
