What? They are NOT returning your calls???

Just read a great article about Cold Calling ( one of my favorite pass-times….either by phone or my very favorite in person ) and the lack of response by Kelley Robertson….and I wanted to share a brief recap of it….as it is very good food for thought….

If they are NOT calling you back or taking your call…look to these six possible reason and analyze your approach….and of course take ACTION and PRACTICE to improve it!

1) Your voice mail is TOO long for ANYONE to really listen to….Real decision makers are BUSY…make it 15 seconds or less plus your call back info….total 30 seconds….REPEAT your call back info slowly….

2) Your message is too cryptic! ( or the reverse… to short and terse ) Add DETAILS…but remind yourself of # 1 above!

3) You leave the same voice mail message each time? Really? You are selling your “creative services” and you can’t come up with a different email? Have multiples and leave variations…..

4) You sound like everyone else? Be CREATIVE…they get dozens of messages a day…make your stand out before they hit DELETE!

5) You just “called” …you didn’t research….you don’t have a clue….about them or their company…but they DO about YOU…they know YOU DONT! DELETE!

6) Your product or service, as you presented it….does not interest them! Either you didn’t dp # 5 and you are calling the wrong company / person….or ….you are “couching” your sell in the wrong way….either way you are WASTING YOUR AND THEIR TIME!

What do these “sales blunders” cost you? your company?? the prospect??? ….BIG BUCKS…..

Prepare….Propose….PROFIT!
Till next time…get out there and SELL SOMETHING!

Euby

The South Rises AGAIN !

I hope everyone had a wonderful Pass Over and Easter week with their family and friends…..we sure did at the Euby household including

some time with out-of-state friends and Easter Sunday with the Grandparents.  Always great to enjoy a little downtime at the Holidays!

But…now it is “Back to Work”….and after a long absence from the Blog….I wanted to share a little more good news….

 

Yes…..”The SOUTH DONE DONE IT AGAIN”……

Promotional Products have continued to soar in sales over the past four years and The South Sales Region has again lead the Nation in

Promotional Products Sales for the fourth year in a row….

 

The Southern Region sales hit $ 8.3 BILLION last year… fueled greatly ( pun intended ) by the Energy Boom in Texas ( maybe those folks

along the Keystone will take note….they were in last place ) and ….wait for it the Hospitality Sector in Florida !  If you are not “in the Promotional

Products game….you are missing out !!!    I will concede Texas lead the way with $ 2.3 Billion HOWEVER>…with Florida in second with $ 1.1 Billion

( 2 of only four states in the US that hit the Billion dollar mark ! ) it is a market you cannot AFFORD to miss!

Call you Suncoast sales representative today and ask for the 2014 Suncoast Marketing Promotional Catalog…it is a great desktop resource for you….and

of course you can visit our website at www.suncoastmarketing.com anytime…..we encourage you to do so.

Have a successful week….

Euby

 

Five words customers hate….and are UN-ACCEPTABLE at Suncoast!

Greetings on Black Friday…yes…Euby is “saving money” by working in lieu of shopping today !

I have been very remiss on my blogging of late….far too much travel to really sit down and prepare

something appropriate…but with the Holiday season upon us….I am off the road and into the Holiday

festivities with friends and family.

But being back at the desk….reminded me of an article that a friend sent me on LinkedIn….it was

about the Five Words Customers Hate the Most…..and it caught my attention.  They are the same

five words that I have told every SMI staff member and new hire since I have been a part of this

great organization, would NOT be tolerated and in fact are considered dismissable actions.

“That is NOT my responsibility” is never acceptable under any circumstances at Suncoast.  It

is simply not allowed.

At Suncoast I constantly remind staff that “we are all customer service representatives and we are

all Sales Representatives” at Suncoast.   Everyone in the organization represents the company, and

while they may not realize it….they are constantly “selling and presenting” the Suncoast name!

Everyone is responsible for everything ….thereby insuring that a client would never hear “that is

not my responsibility.  We all know that some departments are better suited to assist with certain

questions or inquires….and getting that person to  the best suited staff member….is service in itself…

as long as it is handled properly….and hopefully it always is!  The “MOMENT” any Suncoast Staff

member is involved with a customers issue…that issue is THEIRS to handle until such time another

staff member who is better trained or positioned to help is fully engaged.

That should be the policy in every business …. unfortunately it is not….however, the more successful

businesses embrace this policy and their success is indicative of that level of service.

As I have always said….”we are all sales people”….just some of us choose to embrace the title”!

Till next time….enjoy the Holidays….and have a safe and healthy Holiday season.

Euby

 

Thankfullness…..

Happy Black Friday morning to everyone!

I trust you all had a wonderful Thanksgiving and / or Chanukah with your family and friends yesterday.  Regardless of the

reason for your celebration….I hope everyone took a moment to realize how “Thankful” we should all be!

The mere fact that we were able to celebrate with the Freedom to celebrate where we wanted, how we wanted, with whom

we wanted and the event of our choosing…is reason enough to stop for a moment and be thankful for all the many blessings

we all have bestowed upon us….and most often without any regard for how uniquely blessed we are in this country.

I know personally that my family and I have so much to be thankful for…yet in most cases we only really stop and think

about it this one day per year….we enjoy a tradition of going around the table and having each person state one thing

that they are most thankful for this Thanksgiving.  It is always a special time just listening to the various …..many times

little things…..that are stated each year.  Feel free to start this tradition if you like….I know you will enjoy it.

And for the record….I am also very thankful to have such great clients, co-workers, friends and family ….it is truly a pleasure

to be in such great company day in and day out.  Again…the only word that is adequate is blessed!

Again….Happy Thanksgiving and Chanukah to everyone!  May God continue to bless each and every one of us as well

as our great country.

Euby

PEARLS of wisdom……..

A good “Saturday” morning to you all !

This past week I had the pleasure of attending the monthly Boca Chamber business breakfast!  It was a huge gathering of business people from all over South Florida….and our main speaker  was the Athletic Director from the FAU sports teams.  He shared his story…and his vision….for FAU in the future….and left us all with a “PEARL” to take home….. and I wanted to share it with you…… and it follows below…..

WIN the day….start out TODAY ….and wind the day….then the week…the month….and the year….one day at a time.!  We all have stress….some more than others….and new research has shown that people involved in high stress positions are less likely to suffer from  dementia and  / or Alzheimer’s.  Go figure….Stress keeps the mind sharper….based on that ….I should be pretty darn sharp……LOL   !  I look forward dot seeing more on that research in the future.

Now…back to the PEARLS…..  Having Pearls in your life will lead to a happier more productive YOU!

P  –  Pause  /  Pray…..take a moment to THINK !

E  –  Eat Right and / or Exercise….one or the other or both !

A –  Affirm……  affirm your efforts and you commitments each day

R  –  Read…..lot’s to learn…..every day !  Reading provides ENERGY for work !

L  –  Love….five love and you will receive love !

There you have it….today’s PEARL …..just for you.  Enjoy your weekend……

Euby