An Eye For Opportunity: Many entrepreneurs start by identifying a common need and using some basic elbow grease and imagination to deliver a solution.

Independence: Even though most entrepreneurs know how to work within a framework for the sake of profits, they enjoy being their own boss.

An Appetite For Hard Work: Most entrepreneurs start out working long, hard hours with little pay. They are driven by their vision so “hard work” to them is also just a matter of doing what they love and following their dream.

Self-Confidence: Entrepreneurs must demonstrate the winning trait of self-confidence in order to cope with all the risks of operating their own business. They are empowered with the knowledge that each barrier is placed in front of them for the purpose finding a way to knock it down and move forward.

Discipline: Successful entrepreneurs resist the temptation to do what is unimportant or the easiest but have the ability to think through to what is the most essential.

Judgment: Successful entrepreneurs have the ability to think quickly and make a wise decision. They possess the common sense and good judgment of asking others opinions, but after gathering all available information, they make their own decision.

Ability To Accept Change: Change occurs frequently when you own your own business. This is one of the most important traits as it provides freedom to the entrepreneur who thrives on change – they understand that change opens the door to new opportunity and growth.

Makes Stress Work For Them: On the roller coaster to business success the successful entrepreneur often copes by focusing on the end result and not so much on the process of getting there. To be sure, this is one of the more difficult but necessary winning traits.

Need To Achieve: Although they keep an "eye" on profits, this is often secondary to the drive toward personal success.

Focus On Profits: Successful entrepreneurs always have the profit margin in sight. They know that their business success is measured by profits and their business survival is dependant on good cash flow.

 

How many of our ten winning traits do you possess? Do you belong to this entrepreneurial profile or would you rather maintain a more regular 9 to 5 job, pick up your paycheck every other week and leave the headaches to someone else? Most people, quite easily, choose the latter. They do NOT possess the winning traits of successful entrepreneurs. But if you do, if there's a dream inside of you that just won't let go, then maybe there's a business out there with your name on it, just waiting for you to claim!

When sales people read from telemarketing scripts, those receiving the call can easily recognize the "technique."

When they realize you’re simply reading a script, they justifiably feel insulted.

This article will show you how to turn any sales call into a Care Call or Courtesy Call.

Most people begin businesses to do whatever it is that they love. Chef’s open catering companies; carpenters begin cabinet making operations; and photographers open photo studios.

Few of these people consider themselves to be great salespeople, and some may actually cringe at the thought of picking up the phone to do a sales call. Nonetheless, terrified or not, telemarketing (done properly) is an effective and inexpensive way to reach your specific target audience.

The very term "telemarketing script" is perceived as quite negative. Let’s face it, many consider an unsolicited phone call as an interruption or intrusion on their privacy.

Going forward, we’ll no longer utilize the term "telemarketing script". Instead, we’ll adopt the terms "care calling" or "courtesy call". Ah, that sounds much better, doesn’t it?

Care calling, with the proper script and personal touch, can be extremely effective.

One thing often overlooked by business owners is the opportunities that exist simply by growing sales from within their current customer base.

Calling your own customers is an automatic "warm call", you already have a relationship with this person. Start here! These are the calls that present the most opportunity to grow your business.

We’ll explain.

Care calling is indeed a skill. And yes, even care calls utilize a telemarketing script, or outline to guide their call.

The people who are most successful at care calling are those who "add value" to their customers day. Don’t believe the hype – it’s NOT just a numbers game, it’s a customer-focused strategy.

You have to know how to treat people. Remember the Golden Rule? That’s right, treat others the way you wish to be treated.

Okay, before you even pick up the phone you have to prepare an actual script of what you want say. However, never simply read from "patented" telemarketing scripts – it will just make you sound fake and insincere.

Take the time to create more of a set outline of what you want to cover on the call. Get comfortable with the outline by role playing with one of your peers. A little practice will go a long way in both making you comfortable and making the call more palatable to the customer.

You have only a short time frame with the person you are calling, so you don’t have time to mince words. Be respectful of the person’s time.

Following these guidelines for turning telemarketing scripts into warm and fuzzy courtesy calls:

Know Your Target Market – it’s always best to call existing customers first. It’s a warm call. It’s an opportunity to expand the relationship. Happy existing customers are more willing to refer their family and friends. Ask satisfied customers for opportunities to serve their circle of family and friends. Warm leads like this provide a great way to gain new customers. Avoid cold calls whenever you can. Cold calling is no fun, and not the best use of your time.

Introduce Yourself – make a quick connection by reminding them of the last time you spoke, or let them know that you are aware of how long they’ve done business with you.

State The Purpose Of The Call – Bring down their guard by telling them that this is not a sales call. Let them know you are simply checking in with them to see if everything with our service is to their satisfaction.

Invite Them To Give Feedback – Get the caller engaged in the conversation, build the rapport and the relationship.

Fix Any Issues or Concerns – One thing you can count on is that if the customer is unhappy, they WILL tell you.

 

Be thankful when this happens. Had you not called, this customer may very well have moved their business without even telling you why. This is a great opportunity to show them you value their business and save the relationship. If you do have an issue you need to follow up on, simply assure the customer you will research the issue and get back to them. Go no further until you have solved their issue. Pick up right here once you call the customer back with the good news that their issue is resolved.

"By The Way"! – Mention that while you have the customer on the phone, you should mention to them about your current promotion/product sale. Ask if this is anything they would like additional information on while you have them on the phone. Not a hard sell – simply match a potential need with a wonderful product or service.

Thank The Customer – Let them know how much their business is appreciated. Ask the customer if they know of any family members or friends that might also benefit from your product or service. If they say yes, ask for a referral. Keep the conversation focused on "what can I do for you?", no hard sell.

Hopefully you can see the difference between simply reading from telemarketing scripts versus making an honest-to-goodness courtesy call.

Care calling is a wonderful way to show your customers that you value their business. It also leads to improved customer retention.

Always remember the phrase: "Every sales issue is a service opportunity, and every service issue is a sales opportunity."

1.Your enthusiasm and excitement is 90% of your effectiveness. Where's your belief level? Are you convinced? If not, your prospect will see right through you, no matter what you say!

2. Ask questions and really listen to the answers.

3. Be positive about your opportunity, but be believable (HINT: Even if it's true, don't make outrageous claims that people will automatically suspect).

4. Vary your speech patterns, tones & voice inflection to make important points stand out.

5. Talk to people... not at them.

6. If they look puzzled, they are. Stop, back up and clarify. Remember, if you confuse them - you will lose them.

7. Make eye contact as much as possible.

8. Always use third party stories as much as you can. Remember, if you say it directly, your prospect has a tendency to doubt you - if someone else says it, it's almost always accepted as fact. It's a variation of the cliché 'Documentation beats conversation'. 

9. Admit small flaws in your program (like 'My mom always said, Mr. Prospect, nothing is free in life. Everything comes at a price. If you're unable or unwilling to devote 10 hours a week to this business then let me be straight forward and tell you this is NOT for you'). 

The prospect knows that everything isn't always roses. If you only share the upside, your prospect will be searching for the catch. Give them a small one up front and you'll create trust very quickly with them - which leads to rapport - which leads to them getting involved.

10. Mentally, be prepared to walk away at any time. They need you more than you need them. If you act desperate, it's like a shark that smells blood. People don't want to be talked into something. But, by the same token, they hate to miss out on anything or be left out. If you have this mindset, they will respect you and get the idea you're doing them a favor by sitting down with them.

11. Never, never lie or even stretch the truth. Base your business on integrity - it's one of the most powerful sponsoring and retaining principles.

12. Is your smile genuine, your handshake firm and your tone warm, caring and friendly? I not - Then make them so!!!

13. Always dress appropriately when meeting a prospect. Remember, you have a legitimate business for them. If you are asking someone for a business commitment, then dress the part.

14. Learn, remember and use your prospect’s name genuinely and frequently in your conversation. A person’s name is their most prized possession and forms part of their identity, who they are. When you use it correctly and often, it affirms to your prospect that you think they’re important!

15. Be on time for your appointments! Nothing says “You’re important” to your prospect more, than you treating their time as precious. Being on time also makes an excellent first impression! 

Implement these strategies in your business, and watch your pay checks increase!

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