The Five Best Openings

"How are you today?" Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80 percent of your competition delivers it).

If you want to separate yourself from your competition and actually connect with your prospect, use any of the following after you give your name and company name.

1. "Can you hear me okay?" This is my personal favorite. This opening does a number of things: A. It elicits a yes response B. It gets your contact to say yes, and it gets him or her to really listen. Not a bad way to start the call.

2. "Happy Monday!" (Or Wednesday, Thursday, etc.) You'll get a lot of traction with this line, and it really open up your prospect.

3. "Is it raining there, too?" (Or hot, foggy, etc.) Immediately connecting with your prospect on an issue unrelated to sales gets him or her talking and takes the pressure off.

4. "I'm so glad I reached you, I need a little bit of help. Are you the person who handles XYZ?" This is a great technique because you immediately make them feel important. Works every time.

5. "How's your day going?" This is the alternative to "How are you today," and it only works if you are sincere and if you actually listen to how their day is going. Please, listen and respond accordingly.

These five openings will separate you from your competition when cold calling a prospect. Have some fun with these, vary them, and find the one you're most comfortable using. But most important, use them. Believe me, your prospect will be happy you did, and so will you.

Source: Mike Brooks is a motivational speaker who has more than 20 years experience in the sales industry. He is the author of The Real Secrets of the Top 20 Percent: How To Double Your Income Selling Over The Phone. His proven techniques and strategies are used successfully by a number of companies




Sign-A-Rama - Kearny Mesa in San Diego

The Five Best Openings

Choosing Point of Sale Display Material

Every store owner knows that point of sale material helps increase the impulse buys made by retail buyers in most industries. While clients are waiting to make a purchase or are waiting in reception areas, they have time to look at advertising material, fill out application forms, be alerted to new products, or even buy an impulse item.

This makes the point of sale signage you choose important to increasing the value per sale from your clients. The difference between up selling the client at point of purchase is greatly increased with an attractive well placed point of sale material.

Point of sale also includes retail signs that bring a passing client into your store. This can include sale signs, a frame signs, neon led lights, banner flags and other eye catching street side items. This is especially true for corner store, food outlets, and almost all other types of retail stores with passing traffic. The aim is to catch the attention of the public and give them a reason to come into your store.

Some of the more popular retail signs that fit this category are A frame signs and Digital & LED Signs. They are popular for different reasons. The A frame sign can usually be easily changed to suit special of the day, or seasonal advertisements. They may be a simple blackboard, magnetic or have plastic letters which make it easy to write a new advertisement.

Digital & LED Signs are particularly effective in the night time. There are scrolling led signs that let you get a longer message across, flashing signs to definitely catch the human eye, or rotating signs to get different messages across. They have also become popular in indoor shopping center, to add a point of difference.

Inside the store, there are many different types of brochure, magazine, flyer holders and many other types of display material available. The best thing to do is take a look at the type of point of sale material you would like to offer and buy your point of sale displays based around that. This is much better than trying to fit the material to the display. Buying from an experienced point of sale provider, will also give you a better chance of getting sensible advice that can save you both time and money.

Most point of sale retailers will stock all you need for pricing, ticketing, such as price ticket or food ticketing, brochure holders, blackboards, whiteboards, banners, bags, competition boxes, shelf stripping and much more. Again it is important to think about what messages you need to get across and choose the point of sale displays that suit your purposes. Talk to your local SIGNARAMA about what you want to achieve and we will be able to suggest items to get this message across, or recommend the products to display the promotional material you want to offer effectively.

Decorating a new business is fun, and this includes selecting your advertising materials. Taking the time to choose quality point of sale displays, that help convey clear messages to your customers, can also promote the personality of your store. And of course they are proven to help increase sales too.

Sign-A-Rama - Kearny Mesa in San Diego

Choosing Point of Sale Display Material

Make Sandwich Boards Part of Your Small Business Arsenal

Sandwich board signs are a great way to attract new customers, especially foot traffic. They are proven to provide an effective and economical increase in your advertising coverage and generally require no special permits for placement. One of the unique and value added benefits stems from the ease of changing the message. Most are designed for two printed inserts, easily changed when a new or reused message is required.

Most of them are designed for the use of Coroplast plastic printed inserts. Coroplast is a twin walled fluted plastic material that readily accepts specific ink formulations. Coroplast is durable, economical and well proven for use in most outdoor conditions.

They are most effective when used for those businesses hidden in the depths of a strip mall, with no direct exposure of their signage to foot and road traffic. They allow for conscious placement of your advertising for the best traffic patterns, and as mentioned earlier allow for a quick change of your message.

Most municipalities have ordinances on their use and most landlords have clauses in their lease agreements guiding their use from the property manager's standpoint. Our experience, especially in tough economic times, is that both are willing to work with a business owner's use of sandwich boards. If they don't, their local taxes and monthly lease payments may be at risk.

The A-Frame boards will last for years with proper care and, in most cases, are made from durable high grade plastic. They are designed to withstand winds, the sun and other outdoor elements. Some are designed with tie downs to prevent theft, but most are designed to be put out when opening for business and taken in at closing.

Sandwich board signs are a must for today's small business. They increase traffic to your business, are durable and economical. If not in it already, sandwich boards signs should be a part of your small business arsenal.

Sign-A-Rama - Kearny Mesa in San Diego

Make Sandwich Boards Part of Your Small Business Arsenal

Networking: It's An Overlooked Opportunity

Networking is by far the most essential skill for building a business or sales career -- and the one most often overlooked. Networking opportunities exist everywhere -- business meetings, professional associations, alumni groups, sports groups, community groups, weddings, parties and any place people come together.

The trick to maintaining a successful internal network is to keep in touch: don't call someone only when you want something. Sure it takes time and effort to keep those connections warm -- but remember Woody Allen's old adage: "Eighty percent of life is showing up." The more often you show up, the more people will get to know you. That will increase your opportunities.

The same concepts apply for internal networking -- set goals for the people you plan to meet with each week, get to know them, exchange ideas, volunteer for special projects. If you are in a senior position, find opportunities to encourage, support, and help others develop themselves. Whether you are new to an organization or a veteran, your activities are the same.

Getting Started

• Your goal should be to attend at least one event per week where you'll have an opportunity to meet potential clients, expand your contacts, and your knowledge.
• Decide which groups you'd like to join and show up regularly. A good rule of thumb is to join fewer groups and attend often rather than to join many groups and show up once in awhile.
• Volunteer with an organization. People will learn how you work -- that you are dependable and contribute innovative ideas -- and you'll begin to develop strong, trusting relationships.

Networking Tips


Decide which events to attend, put monthly attendance on your calendar and set a goal for each event.

• Travel solo.
• If you go with someone, split up.
• Meet new people.
• Prepare insightful questions in advance.
• Don't spend time talking to people you already know.
• Move graciously from group to group.
• Ask, "How can I help you?"

Never stop building your network. Remember to connect with people, and you will see your career and your opportunities expand. Enjoy the process, have a great time and be yourself. Your rewards will be infinite.

Source: Sales strategist Joanne S. Black is America's leading authority on referral selling and the author of "No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust".

Sign-A-Rama - Kearny Mesa in San Diego

Networking: It's An Overlooked Opportunity