Rich Enterprises, Inc. provides our small to mid sized clients with qualified leads and new sales appointments through our cold calling and telemarketing services. Our goal is to help our clients expand their business by locating new prospects and customers.

This newsletter is designed to keep our clients informed of new developments within our industry, new legal requirements, company and staff updates, and new marketing techniques that may enhance their sales. Should you have any questions, please do not hesitate to contact us any time.

Smiling and Dialing. The Importance of a Positive Attitude when Cold Calling
By: KC Govens (staff)

 
When I start each day I realize that I have a clean slate, and I have to create something out of nothing. I know my attitude has a lot to do with the way I approach my work and will ultimately affect the number of leads or appointments generated.

I have to stay focused and know what I am trying to accomplish for the day. First, I set a daily goal, but it may change depending on my production.

If I get lots of prospects who keep saying no...I know that I am that much closer to a prospect who will say yes. I usually get fired up and I always remember the feeling I had when I was having a great day and try to apply that same feeling when it gets tough.

Staying Positive is not easy...But once you experience it you will see what I mean. You feel as though no one can say no to you....you have rebuttals for everything.

Managing your sales pipeline by creating and updating notes is another way to stay positive while dialing. When you are having a rough day due to lack of results, make a note of this in your database giving yourself inside information for future call-backs.

These hints help you to get in the groove when you feel sluggish or are having a tough time getting started for the day....once you get a sale,  your confidence seems to come out of no where and you begin to feel great.

Here are some other factors to keeping a positive attitude:

Get fired up:    Get excited and come up with different approaches.
Take breaks :   Cleverly take short breaks to get a new perspective.
No TV or Radio:   Watch these habits as there is a time and place for everything.
Dealing with Fear:  We all deal with this issue, but put it in its proper place.
Wandering minds:  Avoid getting bored. Remember an idle mind is a devil's workshop.

Always remember the Darkest hour is just before Dawn....Never give up because Success seems to be largely a matter of hanging on after others have
let go.

Overcoming Sales Objections in Today's Economy

 By: Sandra Allison (staff)

 
Many times in today's economy we as sales people hear the objection, "I can't do any thing until the economy improves."

As sales representatives it is easy to fall for this objection because we all know the economy isn't good right now.  Acknowledging to your prospect that we know the economy is not at its best is the first step.  We establish common ground and mutual understanding.  Importantly, the second step is to let our prospect know we want to see them succeed. When we help our prospect we become an adviser and not a sales person.  People listen to advisers more often than they listen to sales people.

It is important we don't forget our role as sales people.  Our role is to help our prospective clients make buying decisions without the fear of failure.  It is very important we understand how our prospect sees things and why.  If we understand objections before they are presented to us we can help the business owner overcome fear of failure by presenting our product in a successful light.

I want to talk about four important things:

·       Gaining Trust

·      Knowledge of Product

·      Establish Value and Need

·      Optimism

Gaining Trust

In today's economy establishing trust is essential to being able to sell products.  Today we can see many business owners are more closed minded than ever before.  In the national news all they hear is how bad the economy is. In the business owner's mind buying a new product represents more costs and not profits. Psychologically they see bringing on a new product in a bad economy as a deficit and not an asset.  It is our obligation as sales people to gain their trust and establish our product as an asset to the prospective client.

Knowledge of Product

As sales people we need to have a strong understanding of what we sell.  We must believe in what we are selling.  Strong knowledge of what we are selling can break the barrier of pessimism and negativity.  If we understand and believe in what we are selling, so will our client. Our goal is not only to share with our prospective client how they can survive in today's economy, but help them see a future of success by utilizing what we are selling for their business.  

Establish Value and Need

People buy if they can see the value and need.  If we establish value and need, our prospective client will want what we are selling.  If a person wants something enough, they have a good understanding of value and need.

Optimism

Last but not least, is the importance of optimism.  Many articles have been written on this subject.  Optimism is so important in every aspect of life. 

The American Heritage Dictionary of the English Language, Fourth Edition copyright 2000 by Houghton Mifflin Company describes optimism as follows:

 1.     The tendency is to expect the best and see the best in all things.

2.     Hopefulness, confidence.

3.     (Philosophy) the doctrine of the ultimate triumph of good over evil.

4.     The optimistic feeling that all is going to turn out well.

5.     The general feeling that some desire will be fulfilled; "in spite of his troubles he never gave up.

6.     A general disposition to expect the best in all things.

 Conclusion:

Optimism is learned.  As sales people, let us be teachers of optimism. 

The best gift we as  salespeople can bring our prospective clients is optimism.  Optimism opens the door to all good things.

About Rich Enterprises

Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must not only maintain, but must always seek new revenues and opportunities in order to succeed.

We certainly look forward to answering your questions and meeting your outsourcing needs. We are proud to be an active member of our local Chamber of Commerce and professional business associations.

Rich Enterprises, Inc. has been honored by the Kansas Department of Commerce as the 2007 Women Owned Business of Year - Service Industry Firm. In August of 2004, Rich Enterprises, Inc. was certified as a Women Owned Business Enterprise with the State of Kansas Department of Commerce.

Our primary website for cold calling services can be viewed at www.richworldwide.com. In 2004, Rich Enterprises, Inc. also established www.richcrm.com to handle customer service calls or warm calls.

Our sales team is anxious to provide information about products, pricing, and answer your questions. Rich Enterprises, Inc. is responsible for a wide range of sales outsourcing services and looks forward to creating a sales solution and program that best suits your needs.

Please feel free to contact us via any of the following methods:

Contact Information

email: customersupport@richworldwide.com

website: http://richworldwide.com  

phone: (620) 443-5247

Melissa Rich
Rich Enterprises, Inc.

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