Lots of people turn to cars under $1000 bucks looking save a buck or two. Here is a quick guide on how to make some cash (that you can use to buy more rusty boxes on wheels of course)
Plain and simple part cars out.
Step 1. Buy a car. This is pretty much the most crucial step. If you are actually doing this to make money and not just salvaging that blown up buick sitting in your driveway than you need to find a car that people want to buy parts for. eBay is pretty much your friend here and my suggested avenue for selling most parts. In the past I have watched people make money from a variety of cars (my roommate used to finance his workshop with parted out cars) One in particular was a 1994 Honda Accord. Thats right you don’t need to buy a 1939 Alfa Romeo (although that would be sweet) or anything super rare to get good money for parts.
Often times finding a car that is pretty common can be a good thing but be sure to check eBay for the prices certain parts are going for before hand and let that be your guide in making your purchase. Now when it comes to buying the car usually the ones that don’t run will be your best deals and you may even get a freebie if your lucky. (few people want dead cars in their driveway) Obviously the less you pay the more you profit.
Step 2. Tear it apart. The key here is research and time management. Everybody wants to pull the engine and trans etc., but often times it may not even be worth it. Check out eBay or where ever you plan on selling and ask yourself is what these parts are selling for worth my time? Would I actually want to crate and ship this? Is anybody actually bidding on this crap? All good questions that need answers. Honestly it tends to be the nickel and dime parts that can really make you some money. Shifters, speedometers, sensors, mirrors, sun-visors, etc. these parts take seconds to remove and if they are in good shape people are often willing to pay a pretty penny for them, because the only other option for parts like these tends to be the dealers who charge an arm and a leg.
Step 3. Sell The Parts. Once you have determined what you want to sell and pulled the stuff off its time to start selling. I like eBay but swap meets, forums, and other sources may work better for you. If you have done your research you know where to find the people who see value in the parts you have pulled.
Step 4. Scrap the rest. Always factor in that you can prolly get $100-$300 bucks for the rest of the pile at the scrap yard. Usually you will want to haul it there yourself and will probably need to pull the tires and gas tank. I would even consider it a good rule of thumb to try and not pay more for the car than you can scrap it for. This helps you avoid any kind of loss.
And there you have it. Four easy steps to make some quick money and make your neighbors hate you.
Jesus came to give us an abundant life as spoken in John 10:10. This abundant life includes peace, joy, love, wisdom, success, health, weight loss, confidence, having children, spouse, money making ideas, inventions, freedom from sin, freedom from fear, holiness, super intelligence, financial abundance and anything else that would be a blessing. This article focuses on just one of those blessings, financial abundance and how to obtain it for a purpose.
Compared to the rich in the world, most of the Church has been broke for hundreds of years because of a failure to name their financial offerings. The offering is above the tithe. The tithe is one tenth of your income. Without a proper understanding of sowing and reaping, the finances of even the best money manager come far short of the financial abundance of an anointed and instructed sower. You see, although Christians named their tithes which took care of the operating expenses of their local church and subsequently took care of their own house expenses, they failed to name their financial offerings. Result, Satan stole the harvests they would have received from their offerings and left the Church with a paycheck to paycheck broke existence. But that is all changing. God is restoring to the Church an understanding of how to properly sow and reap abundant harvests. He is fulfilling Proverbs 13:22b in these last days:
“The wealth of the sinner is laid up for the just.”
So let me show you how to experience financial abundance through the biblical principle of sowing and reaping.
Jesus taught sowing and reaping. Remember the crowd on the Galilean shore in Luke 5:3 where Jesus preached to them from Peter’s boat. By loaning his boat to Jesus, Peter had activated the sowing and reaping principle. As a result of sowing his seed (boat loan) into Jesus’ ministry, Peter got a harvest. A miracle boatload of fish. Look at Luke 5:4-6:
“Now when he had left speaking, he said unto Simon (Peter), Launch out into the deep, and let down your nets for a draught. And Simon answering said unto him, Master, we have toiled all the night, and have taken nothing: nevertheless at thy word I will let down the net. And when they had this done, they inclosed a great multitude of fishes: and their net brake.”
Just as a farmer expects a harvest when he sows his seed into the soil, you are to expect (have faith for) a harvest when you sow your finances into a ministry the Holy Spirit has prompted you to support. It could be your local church or some other ministry that is advancing the kingdom of God, reaching souls for Jesus. And make sure you give your seed an assignment by naming your seed when you sow it. You could name it “financial breakthrough,” or “financial abundance.” If you are a writing a check, write the name of your seed, “financial breakthrough,” somewhere on your check.
Important – Sowing is to be a lifestyle, not a one shot thing. You don’t name your financial seed, plant it and never sow again. No, continue to sow consistently, naming your seed until your harvest comes in. After your first financial harvest comes in, keep sowing for another financial harvest. The bigger the financial seed you sow, the bigger the harvest. And the bigger the harvest, the bigger the seed you can sow, producing bigger and bigger harvests ushering you into your wealthy place.
It may be a day, a week, a month or a year before your first harvest comes in, but your harvests should manifest in due season. Once they start coming in, you’re on your way to living the abundant lifestyle promised you by Jesus Himself.
“Be not deceived; God is not mocked: for whatsoever a man soweth, that shall he also reap” For he that soweth to his flesh shall of the flesh reap corruption; but he that soweth to the Spirit shall of the Spirit reap life everlasting. And let us not be weary in well doing: for in due season we shall reap, if we faint not”(Galatians 6:7-9).
Listed below are the sowing and reaping steps you take to release your faith for your miracle abundant financial harvests:
Step 1. Know God Is Your Source of Supply – Don’t try to figure out how He is going to do it. That is His job. Your job is to sow and expect a harvest.
Step 2. Pray for What You Desire – What do you desire? Let’s say you would like a financial breakthrough. Okay. You need a scripture to base your faith on. John 16:23 will work. “And in that day ye ask me nothing. Verily, verily, I say unto you, Whatsoever ye shall ask the Father in my name, he will give it you.” So, ask your Heavenly Father in Jesus’ name according John 16:23 to give you an abundant financial breakthrough harvest on your financial seed sown. When do you believe you have your harvest? The moment you pray. You must believe God heard your prayer and granted your petition the instant you prayed. If you believe you have received your financial harvest the moment you prayed then you must act like you have it. Your actions are called works. You release your faith by your works.
The Bible says in James 2:17 that faith without works is dead. What are works? Let me illustrate to you what works are. Let’s say a very rich person you know and trust hands you a check for thirty million dollars. What would you do? Jump, shout and celebrate. Right? Those actions (works) show that you believe you have the thirty million dollars. When your bank sends your bank statement saying you have thirty million dollars in your account would you start jumping, shouting and celebrating again. No. You did your celebrating the moment your rich friend handed you the check. Same way when you pray and ask God for something. You celebrate the moment you finish asking God for what you desire. Your words, celebration, joy and your financial seed sown are your works that show you believe you have received your harvest the moment you prayed. So you release your faith by your actions (works showing you believe you’ve got your harvest now). Your works give life to your faith. Your works release your faith. Your works complete your faith.
“Therefore I say unto you, What things soever you desire, when you pray, BELIEVE THAT YE RECEIVE THEM (the instant you pray), and ye shall have them” (Mark 11:24).
Step 3. Name Your Seed – Naming your seed gives it an assignment. What do you want from your harvest? Healing, finances, peace, a spouse? Whatever it is you want, name your seed. And make sure the name of your seed corresponds to your prayer. If you prayed for a financial breakthrough, then name your seed “financial breakthrough.”
Step 4. Sow Your Seed – Ask God the Father in Jesus’ name where to sow your money seed. The Holy Spirit will direct you to sow your seed in good soil (a church or ministry doing the will of God – winning souls, teaching healing, sowing and reaping etc.). Bad soil is where God’s will is not being obeyed. Your seed (works) is the evidence that you have faith in God’s promise (John 16:23) to grant your prayer request for an abundant financial harvest.
Step 5. Sow as an Act of Love, Worship and Obedience – Sow your seed as an act of love, worship and obedience to God. You are obeying God’s command to give when you sow and out of your abundance you can bless others as the Holy Spirit directs.
“Give, and it shall be given unto you; good measure, pressed down, and shaken together, and running over, shall men give into your bosom. For with the same measure that ye mete withal it shall be measured to you again” ( Luke 6:38).
Step 6. Believe You Have Your Harvest Now – Release your faith by daily thanking, praising and worshipping the Lord Jesus Christ because God has seen your seed planted and has granted your harvest. That’s faith when you act like you have your harvest even before you actually see it with your physical eyes. Visualize your harvest. Use your God-given imagination and see yourself with your harvest. See yourself dressing the best, driving the best, flying the best and always having abundance of finances. See yourself as a blessing and money magnet.
Why is it vitally important to believe you have it (your harvest) before you can see it? Because if you do not believe you have your harvest the moment you pray and plant your seed, you are not in faith. Faith says, “I have it now.” Doubt says, “I will not believe I have my harvest until I see it.” Secret: A key to accelerate (speed up) the manifestation of your harvest is to daily rejoice that you’ve got it (harvest) now before you see it with your physical eyes.
Step 7. Speak God’s Promises over Your Seed – As you daily release your faith through thanksgiving, praise and worship for your harvest to manifest, speak God’s promises over your seed sown. For instance, if you named your seed “financial breakthrough,” speak financial prosperity scriptures over your seed like Psalm 1:1-3, Psalm 35:27, Luke 6:38 and Philippians 4:19.
Step 8. Keep a Record of Your Seed Planted – This way you can focus on your seed planted as you release your faith for your harvests through thanking, praising and worshipping Jesus Christ and declaring God’s promises over your seed sown.
Step 9. Be a Conduit for God’s Finances – You are blessed to be a blessing. Yes, because you are to be God’s representative, an ambassador for Christ, you are to dress the best, drive the best, fly the best, live the best, but always on call to sow your financial seed wherever God directs. His agenda is to become our agenda. His agenda is for souls to be saved, delivered, discipled, serving in a local church, bearing fruit and walking in His glory, virtue and perfect will.
Very, Very, Very Important! There are two things that will hinder you from receiving your harvest. Disobedience and lack of faith. I will explain. Disobedience: If you fail to ask God how much you should give and you give an amount He is not pleased with, then you are being disobedient. If you fail to ask God where to sow (plant) your seed and you sow your seed in the wrong soil (ministry), then you are being disobedient. Don’t expect God to give you the harvest you desire if you have been disobedient. What does this mean? To avoid being disobedient, you will have to spend time listening to the voice of the Holy Spirit who will guide you into all truth, helping you make wise sowing decisions.
I know I mentioned faith in step six, but I want to drive this faith principle home. Lack of faith is a big no no. When you sow your financial seed, you must believe (expect) your harvest to manifest, to come in. Don’t just drop your money in the bucket and not expect God to multiply your giving and bless you with a bountiful harvest. If you don’t expect a harvest, you’re not going to get a harvest. Faith is what moves the hand of God to multiply your seed sown.
This sowing and reaping principle I have shared with you will work in every area of your life, not just for finances. As listed at the beginning, you can sow for a miracle harvest of peace, joy, love, wisdom, success, health, weight loss, confidence, having children, spouse, money making ideas, inventions, freedom from sin, holiness, freedom from fear, super intelligence, financial abundance and anything else that would be a blessing to your life. There is miracle power in the seed. Release your faith for the abundant life through sowing and reaping.
Do you want to know God’s purpose for your life on earth? Click “God’s Purpose for Me on the Earth” and begin fulfilling your glorious destiny.
Jesus said, “If ye love me, keep my commandments.” We are commanded in Matthew 28:19-20 to witness to the lost. Do you love Jesus? Please don’t disobey Him by not witnessing to the lost. Don’t forfeit your soul winner’s crown awaiting you in heaven. Click “Soul Winner’s Crown” below to receive free online teaching on how to be a successful soul winner for God.
Personal financial planning is important because it provides you with a method of organising your financial tomorrows for yourself and is unreservedly about planning for the unforeseen and empowering you to have the independence to handle unpredicted events in your life. Successful personal financial planning is therefore, extremely important for anyone who wishes to stay ahead of their finances.
Doubtless personal finance is a demanding subject to grasp and comprehend fully and for that reason an individual as a matter of course is inclined to shy away from it, building defenses in an effort to avoid having to comprehend it’s effectiveness. However, with everything in life effort will equal reward in your courageous attempt to rid yourself of financial constraints. For many persons, your objectives in finance are to achieve financial freedoms. Having a well developed financial plan is central to prosperous personal financial future.
The next action of personal finance planning is to determine where you are today such as how much money you have stored up, the value of your investments and what types of investment vehicles they are. This plan will give you a blueprint directing you towards achieving your goals, what products you should be investing in, for what time period you should invest for, whilst considering your constraints such as your attitude towards risk. Blueprints such as these will provide you with some great quick start methods on how you can begin to better manage your finances beginning today.
It is a reality that one of the largest factors of personal debt is the overuse, abuse and ill-treatment of the credit card. Nevertheless, if you come upon such a position, do not despair, considering with a personal finance schedule you can substantially curtail your liability in 3 simple steps. Firstly you can refinance your credit cards by combining your commitments, or you can even renegotiate your interest rates with your existing credit card institution. In getting ready for a further economical constriction, it is crucial that you take a number of personal financial planning steps. There are the bills you must settle each month, and accordingly, is part of your compulsory personal finance planning routine. Keep in mind that you should endeavor to buy everything ‘on sale’ for intelligent planning. Smart personal finance planning means restricting how frequently you consume food in a restaurant, or pay out money on recreation. For that reason, by acquiring conventional approaches with your personal finance planning now, you can even so set aside crisis funds that will assist your family if times are demanding.
Once you have an precise picture of where you are today, your personal finance planning project can proceed to the next level namely deciding where you wish to be, and how to arrive there. The difficulty is that most individuals compare personal finance budgeting with sacrifices. Target your personal finance planning exploits at liberating yourself to retrain for further satisfying and more financially profitable jobs, and you will turn out to be one of the world’s most productive savers in no time. Debt management strategy tip – observe your interest rates when economical uncertainty is on the skyline given interest rates are the first to respond to making debt control crucial.
In summary therefore, and to address the issue around why is financial planning important, if professions are becoming more unstable, then personal finance planning is becoming more significant than ever, and the earlier you start to get your finances in order, the better.
Are you one of the plain insurance agents? Agents often prefer to upgrade their title as an insurance specialist or financial advisor on their business card. Names like life advisor reflect positive experience and knowledge. Which of these different terms distinguishes you from being just one of the insurance agents? Here are 101 top choices to pick from.
There is a lot more to a name then may realize. Calling yourself an agent or sales agent makes you sound run of the mill. It also projects the sound of a salesman trying to sell you something. Few people enjoy feeling a person is selling them anything, it stinks of pressure. This is why in this list of different terms you will see how high words like specialist, expert, and professional rank. The prospect gets a completely new perspective, just by the title you give yourself! Prospects closely take notice when an agent jointly works with them in reaching a decision on what is the best plan of action. Prospective clients want to feel like they are part of the decision process.
Important internet search tip: to get an accurate count use quote marks around your term, “insurance specialist” will only give you that term in that exact order. Without the quotes you would also get all instances of people searching terms such as specialist insurance, specialist in writing insurance claims, specialist in automobile insurance sales, etc.
To give this article value, in front of each of the insurance agents distinctions is the number of current Google listings. This way you can easily see how often internet views “insurance agent ” look-up terms like specialist, planner, representative, and. advisor. Please remember the Google count figures often change daily.
1. 10,600,000 = financial advisor
2. 6,690,000 = insurance agent
3. 4,280,000 = financial planner
4. 2,120,000 = investment advisor
5. 1,780,000 = insurance agents brokers
6. 1,600,000 = investment adviser
7. 999,000 = insurance guide
8. 735,000 = insurance specialist
9. 638,000 = financial expert
10. 604,000 = financial professional
11. 590,000 = financial specialist
12. 513,000 = life pro
13. 433,000 = insurance professional
14. 431,000 = health insurance agent
15. 322,000 = insurance expert
16. 271,500 = insurance salesman
17. 269,000 = life professional
18. 268,000 = life insurance agent
19. 253,000 = insurance consultant
20. 252,000 = insurance advisor
21. 244,000 = insurance sales representative
22. 219,000 = insurance manager
23. 218,000 = estate advisor
24. 217,000 = insurance executive
25. 189,000 = estate planner
26. 186,000 = independent insurance sale
27. 179,000 = insurance sales agent
28. 155,000 = insurance seller
29. 130,000 = insurance producer
30. 126,000 = investment representative
29. 120,000 = insurance authority
30. 119,000 = insurance representative
31. 112,000 = life agent
32. 107,000 = life insurance specialist
32. 104,000 = life specialist
33. 102,000 = insurance adviser
34. 89,900 = insurance sales manager
35. 86,200 = licensed insurance agent
36. 85,200 = insurance manager
37. 71,000 = health agent
38. 66,600 = insurance pro
39. 65,100 = insurance sales rep
40. 60,000 = insurance designer
41. 59,400 = insurance sales person
42. 55,600 = life consultant
43. 54,500 = group agent
44. 52,200 = ins agent
45. 50,100 = estate adviser
46. 50,000 = insurance pros
47. 46,800 = insurance counselor
48. 43,800 = financial pro
49. 43,400 = insurance salesperson
50. 40,200 = insurance sales specialist
51. 37,700 = life producer
52. 37,000 = insurance sales executive
53. 35,400 = independent insurance brokers
54. 34,700 = long term care professional
55. 34,500 = financial planning advisor
56. 33,900 = medical insurance specialist
57. 31,300 = health insurance professional
58. 29,300 = life insurance expert
59. 29,000 = insurance rep
60. 28,900 = financial planning advisor
61. 27,500 = health insurance specialist
62. 26,000 = health insurance advisor
63. 25,500 = independent insurance professional
64. 24,700 = employee benefits specialist
65. 24,000 = life advisor
66. 22,900 = life insurance advisor
67. 21,800 = life insurance sales specialist
68. 19,900 = life insurance professional
69. 19,300 = insurance producer
70. 19,200 = licensed financial planner
71. 16,200 = health insurance producer
72. 14,900 = insurance sales consultant
73. 14,000 = term life insurance broker
74. 12,800 = long term care specialist
75. 12,700 = annuity specialist
76. 12,500 = estate planning specialist
77. 12,200 = insurance marketer
78. 11,950 = life insurance representative
79. 11,900 = insurance planner
80. 10,600 = insurance sales professional
81. 10,400 = life insurance advisor
82. 10,200 = insurance writer
83. 9,650 = insurance recruiter
84. 9,480 = financial planning advisor
85. 9,030 = estate planning advisor
86. 8,570 = annuity broker
87. 7,520 = insurance general manager
88. 7,070 = insurance trainee
89. 6,800 = long term care insurance specialist
90. 6,670 = term life insurance agent
91. 6,440 = long term care insurance agent
92. 5,870 = licensed life agent
93. 5,300 = financial insurance agent
94. 5,270 = annuity agent
95. 5,080 = ins professional
96. 5,030 = medical insurance professional
97. 5,010 = disability insurance agent
98. 4,990 = employee benefits professional
99. 4,430 = mortgage insurance agent
100. 4,200 = disability insurance specialist
101. 3,900 = long term care agent
For your own sake, never tell prospective clients that you are one of 1,500,000 insurance agents licensed to sell life, health, annuities, and financial policies. The term insurance specialist or insurance professional immediately makes your prospect more confident of your abilities. However, please do not use the overused and abused terms of financial planner or estate planner unless you actually are qualified to be one.
If case, you are interested, here are more titles with over 1,000 Google entry occurrences that did not make the top 101 list. They include group health professional, ins specialist, insurance marketing representative, health insurance adviser, ins representative, term life insurance specialist, mortgage life insurance agent, insurance marketing specialist, disability insurance broker, life ins agent, term life agent, senior market specialist, life investment adviser, MDRT insurance agent, and insurance saleswoman.
Should you want to get more attention on major search engines like Google, Yahoo, and Ask, here are some tips. On the front of your website entry page, use the title and first line to put a more descriptive term about the services you provide. Rather than announcing “insurance agent for many products”, try this, “medical insurance professional and disability insurance specialist.” Both these titles only have about 5,000 competing entries, which could include 3,500 to 4,000 weak ones each. Now it depends on following the advice given, and internet search engine skills you possess. An internet searcher might now find you in the top 100 listings for each of the terms! On an “insurance agent” search, with well over 6,000,000 listings, it might take a 24/7 week to find you listed toward the end of the heap.
Style points don’t count. Ability is not enough. In sales, winning comes only with attitude! And winning at prospecting or cold calling, whatever you may call it in your business, is all about attitude!
When you are responsible for opening new accounts, as a salesperson one of the keys to your financial success is your attitude toward prospecting.
If you don’t have the desire to prospect, or are afraid of it, you don’t do it often enough. As a result, your prospecting skills become weaker. This in turn causes your motivation to go down and it now becomes a monumental task.
When we evaluate the reasons why a salesperson has failed or plateaus at an unacceptable level, we are constantly reminded of the following; they are not motivated to prospect or, have a fear of rejection. Neither their lack of motivation nor the fear of rejection is the main culprit; both are to blame. It is a catch-22. Either the lack of motivation causes the fear of rejection or the fear of rejection de-motivates them. Either way, the person never becomes the effective prospector they could be.
What we offer here, are some ideas on how to get motivated and stay motivated when prospecting or cold calling. We have also included suggestions that will help you overcome the fear of rejection. When you internalize these concepts and techniques, you will become the most effective prospector you can be and will achieve the level of financial success you deserve.
Believe in it: it works.
Prospecting over the phone or cold calling door-to-door is a very effective way to find qualified leads for your business. Since the beginning of time, farmers, live stock ranchers and a variety of other vendors have been bringing their products to market on horse and buggy. Today, millions of companies spend millions of dollars and have millions of salespeople doing it. So why shouldn’t you?
Prepare yourself properly.
Prospecting is like a contact sport. You are either prepared and have an advantage over the other person, or you are unprepared and don’t. Top salespeople have regular phrases, statements and/or scripts they use to generate interest on the part of the prospect. They are also prepared with a list of common objections and responses to handle any resistance the prospect or gatekeeper throws at them. This preparation comes from practicing with a peer or sales manager and/or from making a lot of calls to prospects. My question is, “Are you fully prepared?”
Every time you feel like quitting and/or find yourself procrastinating, you are being bit by the Fear of Rejection bug. The only way to beat this bug is to maintain the discipline to keep going. Discipline in our business is about forcing yourself to do something that you don’t want to do. When you are staring at that name on your list or standing outside the prospects door – Just do it! No one has more power to discipline you then you.
Convert that feeling.
Try to understand why you get sick to your stomach when you have to prospect. Or why you hate the phone and have the fear of rejection. Ask yourself why you feel this way and then listen for the answer. When you are in a quiet place and are truly interested in finding the reason, it will come out. Don’t let that feeling control you. You have to learn how to control it. Once you have control, you can convert the negative feelings into positive energy. The good news is, the worse you feel now, the stronger you’ll be when you convert it and the more chance you have of being a prospecting dynamo!
Don’t take it personally.
Most, if not all, of the prospects you are going to call are bombarded with salespeople each week. And they reject most, if not all of them. They are not rejecting you; they have rejected every other salesperson that has called them this week. So when you call, it is not you they are rejecting, they are rejecting another salesperson. Don’t feel so singled out. You are among an elite group of people whose job it is to find people who are not so willing to or who are unable to reject salespeople. And that’s easy when you have a good call list and are well prepared.
Partner with a buddy.
Many people that exercise would rather do it with a friend because this helps keep them motivated. Both people enjoy the workout more, plus they keep each other in line. We recommend you find another salesperson in your organization that has the same or better work ethic as you and agree to keep each other motivated and positive during prospecting sessions. When you make commitments to each other of when, how long, and who you are going to prospect, you subconsciously put incredible pressure on yourself to hold up your end of the bargain. This is very healthy pressure to have.
Make the time to prospect.
This is part of the discipline theory we spoke of before. Every salesperson we meet says they are busy, and some say they are too busy to prospect. This is nothing more then an excuse and an infection by the Fear of Rejection bug. Top salespeople make a habit of allocating a certain percentage of their week to prospecting. Regardless of their workload, they put a priority on prospecting and do it regularly. It is your responsibility to make time to prospect and create this habit.
Organize your list of leads.
It is a complete waste of time to make phone calls to companies and people who are not qualified to buy your product or service. Top salespeople have at least 100 qualified leads on their call list at all times. A qualified lead is defined as a prospect you know can use and pay for the products or services you offer or is currently using similar products or services offered by your competition.
A business card is not a prospect.
I am amazed at how little value salespeople put on prospects. They get a business card from somewhere, write some notes on the back and use this as their main prospecting system. A stack of these things with a rubber band wrapped around them is an inefficient method of prospecting. I recommend you use a computer, an index card system, 3-ring binders, or a manila file folder system and keep more information on each prospect. In addition to the name, title, phone number with direct extension, and address of the person who has the authority to buy your product or service, you can collect additional information and use it to your advantage.
Call Decision-Makers only.
Strong lead lists will have the name of the Decision-Maker for each lead. A Decision-Maker is generally defined as the person who makes the decisions in relation to your products or services. Generally, there are two things we look for when categorizing someone as the final Decision-Maker: 1) the ultimate authority in their organization to over-rule everyone else’s decisions regarding your products or services, 2) the ability to allocate money, set budgets, issue POs, sign checks, give you a credit card or enter into agreements with you. They have the money and they can spend it!
All at once or not?
Salespeople regularly ask me if it is better to cold call for eight straight hours (one full day) or to break it up into two-four hour sessions. Frankly, I have met successful salespeople that do it both ways. One salesperson may prefer to allocate a full day to nothing but prospecting while another may prefer to break it up into two mornings on two different days. I don’t think it makes a difference, I believe we all have to find the method that is comfortable for us. Provided you discipline yourself to concentrate on prospecting during this time period and not on other busy work.
Break up the day/session.
The fact of the matter is that even great prospectors are going to be rejected. Prospecting is a numbers game based on percentages. Having said that, I believe it is sometimes difficult for people to take a lot of rejection for a long period of time. So I recommend breaking up your session in a fashion similar to this. Make a particular number of calls to brand new prospects and then, make some calls to prospects you have previously called on, then call some people for referrals, then take a short break.
What I have just described is one cycle. The length of each cycle will depend on your commitment to prospecting, your work ethic and level of tenacity. In order to effectively prospect, you are going to have to repeat these cycles as often as you can in order to get results. Only you can determine the length of each cycle and how many cycles per day you are comfortable with.
Use a headset.
Not for motivation, for discipline and efficiency. When you are “literally” connected to the phone via a headset, it is much harder for you to walk away from your desk. So many people put the phone down and have trouble picking it back up. They don’t even realize it, but as soon as they put it down, the resistance to picking it back up is even greater. If you can’t afford a headset, make it a rule that you will never put the receiver down until you dial at least “x” amount of calls. Just hang up each call with your finger instead of putting the receiver down. Once it’s down it’s even harder to pick back up again!
Hold all calls.
Not for motivation, for discipline and efficiency. A telephone prospecting session is just that – outgoing calls only. Have your receptionist or assistant hold all your calls or direct them to your voice mail. Telephone efficiency is all about rhythm. Once that rhythm is broken it’s hard to get it started again. When you start to field incoming calls you might get sidetracked by a friend or even worse a customer who needs something now. Boom: rhythm broken.
It’s a numbers game.
Even professional baseball players are only successful at getting on base 30% of the time. And they rate in terms of skills in the top 1% of all the millions of kids who start out playing baseball. So let me get this straight. They are the best of the best, get paid millions of dollars and yet actually fail on a consistent basis 7 out of 10 times! Why don’t they get the fear of failure? Because they understand it’s a numbers game. In the sales profession a 20 to 30% success rate is good. When you can secure 2 – 3 appointments from every 10 prospects or leads you are doing a good job. Keep in mind that every customer “no” gets you one step closer to that elusive “yes.” Just keep getting up to bat.
Build on little successes.
Regardless of your experience level, you may occasionally hit slumps just as professional athletes do. To overcome this they don’t quit, they focus their attention, practice regularly and keep at it. Little by little they start to succeed and get their confidence back. You can do the same by working a strong referral list or by calling on some previous accounts. By doing so, you will get your rhythm back. As soon as you start to succeed throw in a couple of cold prospects and watch your confidence take over. Even if you are not in a slump, during a call session you may want to call on some older customers to keep your motivation and confidence level up.
Increase your tolerance level.
You don’t start your running career with the 100-mile marathon. You start by first running the 5-mile marathon. Then you build your level of tolerance and stamina. Same with prospecting. If you are suffering from a lack of motivation or the fear of rejection, start small and build your way up. Start with 10 calls the first week, 15 calls the second week, 20 calls the third week, 25 calls the fourth week, and so on. Recently I was thrown out of a building by the security guards while prospecting with a new sales rep. She was so embarrassed and devastated. I though it was fun!
Recently I was speaking with a veteran salesperson of about 16 years. For the past 8 years, he had a strong account base and did not have to make cold calls. He just took a new job with a company that does most of its business by telephone prospecting. He said he was scared at first (he took a cut in pay in hopes of the bigger payoff) but had faith in the company and went at it. He told me the main reason he has been more successful on the phone than most of the other new reps is because he sets goals for himself every week. He has goals for the number of times he dials the phone, the number of contacts he makes and the number of appointments he sets. Basically, he said he works as many hours as it takes to hit his goals. Now that’s commitment and desire!