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Thoughts and
direction into the world of Motivation, Attitude,
Business, Life, Success, Joy,
Happiness,
Optimism
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thoughts.direction@gmail.com
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The Follow-Up:
Dos and Don’ts
You worked hard to win the sale. And
you want to serve your customer again in
the future and have them refer you to
their contacts.
The secret? Following up.
Diligent follow-ups before, during
and after the sales transaction helps
position your business as a resource—not
just another company trying to sell
things. Strategically timed phone calls,
emails and presentations help build
goodwill with your customers and vastly
improve your odds of future sales.
Here are a few things to keep in mind
when you’re following up.
DO
• Learn as much as you can about your
clients so you can tailor your
follow-ups to their preferences. If they
contacted you over the phone, call them
back. If they sent you an email, respond
by email.
• Follow up in a timely manner.
Interest wanes if you wait too long.
• Implement a system to manage
follow-ups. There are database and
contact management programs to make this
easier on you.
• Use different types of follow-ups:
personal phone calls, emails,
presentations, etc. Recognize birthdays
and anniversaries. Send congratulations
or sympathy. Of course, follow up with
sales and offers that fit their needs.
• Use the
Survey/Referral marketing tool to
gather important follow-up information.
This free resource helps answer the
questions: “How’d I do?”, “What can I
help you with next?” and “Can you
provide referrals?”.
• Know when to stop following up. If
you’re being ignored, send one last
email or make one last phone call. Let
the client know you won’t be contacting
them again. But leave it open by stating
your contact information and saying that
you’ll always be available should they
need you in the future. Then move on.
DON’T
• Fear the follow-up. It’s generally
easier to nurture and maintain an
existing customer than it is to
prospect.
• Take no personally. Rethink
negative responses by realizing that
your products or services just didn’t
fit their needs at this moment. Things
change. Follow up occasionally to see if
needs have changed.
• Put it off. Do what you say you’re
going to do when you say you’re going to
do it.
• Disappear if a customer doesn’t
work out. Introduce them to someone else
in your company (or suggest a
competitor) to help them out. This will
reflect positively on you.
Following up is a cycle of being
persistent, but not pushy. Done
correctly, effective follow-ups will
elevate your professionalism, reflect
the quality of your products and
ultimately, generate more sales.
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THE OPTIMISM REVOLUTION.
Psychology Today, May 2007 by Jill
Neimark
OPTIMISM AS YOU KNOW IT ISN'T
ALWAYS THE BEST MEDICINE. IN THE
NEW VIEW, BEHAVIOR TRUMPS
POSITIVE OUTLOOK, WHY A HEALTHY
MENTALITY PAINTS THE WORLD IN
LIGHT AND SHADOW.
THE PAIN
WAS BLINDING," RECALLS Larry
Dossey of the afternoon last
August when he was thrown by two
different horses--within a mere
two hours. Dossey, his wife, and
another married couple had just
spent two weeks camping and
fly-fishing in the Wind River
Mountains of Wyoming--a place so
beautiful, he says, that it
makes him feel like he's "in
touch with the gods"
Dossey, a
doctor as well as an early
champion of mind-body medicine,
cracked his ribs when the first
horse spooked; but he allowed
the wranglers to mount him on a
second horse--their most
experienced one--with the hopes
of reaching civilization soon.
The second horse bolted up the
mountain, lunged over an
embankment, and sent Dossey
flying. He fractured his spine,
though he didn't know that at
the time.
After testing
his ability to wiggle his toes and
turn his head, Dossey concluded his
best chance for survival was to walk
out of the wilderness. "I realized
that this was an extraordinarily
serious situation with no good
solution that I nonetheless had to
overcome," he recalls. "And somehow
I knew I could overcome it with
sufficient courage and resolve." So
he suggested that the women,
wranglers, and pack horses ride
ahead, and that his friend accompany
him by foot. Night fell. For 10
hours he walked, in pain "with every
step, one flashlight between us,
across some of the most rugged
territory I've ever seen," says
Dossey. "How do you eat an elephant?
One bite at a time. I focused on the
act of putting one foot in front of
the other. I put my consciousness
down in my feet. I stopped every 15
minutes to get on top of the pain."
At about 4 in
the morning, they reached the
wranglers' base camp, and from there
his wife drove him to the small town
of Lander, Wyoming, an hour away.
But his back pain only worsened, so
that he could hardly stand. Two days
later they located a spinal
specialist in Bozeman, Montana, who
diagnosed the fractured vertebra and
hospitalized Dossey, putting him on
intravenous morphine. For months he
wore a body brace, encased in
plastic from chin to hips. He now
wears a lighter brace and suffers
from daily back pain. His
conclusion: "I'm absolutely grateful
I didn't land on my head or neck. I
came within just a whisper of being
a quadriplegic. I reflect on this
every day." |
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Optimism is "an inclination to put the most
favorable construction upon actions and events or to
anticipate the best possible outcome".[1]
It is the philosophical opposite of
pessimism. Optimists generally believe that people and
events are inherently good, so that most situations work out
in the end for the best.
Alternatively, some optimists
believe that regardless of the external world or situation,
one should choose to feel good about it and make the most of
it. This kind of optimism doesn't say anything about the
quality of the external world; it's an internal optimism
about one's own feelings.
A common conundrum illustrates optimism-versus-pessimism
with the question, does one regard a given glass of water,
filled to half its capacity, as
half full or as half empty? Conventional
wisdom expects optimists to reply, "Half full," and
pessimists to respond, "Half empty" (assuming that "full" is
considered good, and "empty", bad).
Another paradox sometimes associated with optimism is
that the only thing an optimist cannot view as positive is a
pessimist. Pessimism, however, as it acts as a check to
recklessness, may even then be viewed in a positive light.
http://en.wikipedia.org/wiki/Positive_psychology
http://www.brainyquote.com/quotes/keywords/optimism.html
http://www.newsweek.com/id/61572
This is your brain on optimism
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Motivation, Business,
growth, profits, Marketing, Advertising,
Promoting, results, succeed, success, life,
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"A life rich with Motivation,
Attitude, Enthusiasm, Success, Joy,
Happiness, and
Optimism
is present for everyone that chooses it's path"
Vince Tartaglia |
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Vince Tartaglia Jr
- Life Coaching, Motivation, Attitude, Business,
Life, Success, Joy, Happiness, Optimism
Vince Tartaglia Jr - Marketing, Advertising, Business
Promoting |
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