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Motivate Yourself to Prospect and Overcome the Fear of Rejection Money

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?”

Discipline yourself.

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!

Set goals.

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!

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Metal and Wood Baby Furniture – Pros and Cons Money

Are you currently looking for baby furniture and want to know the pros and cons of woods and metals? With so many choices out there, doing some research can really help you narrow down what is the best fit for your home. While so many metal and wood baby furnishings are pretty, will they meet all the functions you have in mind for them? Hopefully this article can answer some of those questions for you and give you a clearer picture of what your needs and wants are for your dream baby nursery.

Pro’s of Wood:

* Style options! One of the obvious reason’s wood is a zealous choice is because of so many choices out there for styles and finishes! With crib brands like DaVinci, you can get anything from light natural finish to a dark espresso or black and in-between. Young America furniture from Stanley takes design a step further and has almost any color you can think of like pink, green, blue and purple. In the style section, every design out there is now available for wood baby furniture. Take any theme you have in mind, and you will find wood furnishings to coordinate. Retro, modern, French, classic, traditional and much more!

* Functionality! In today’s baby crib market, you can buy one baby bed and have it last your child’s entire lifetime. DaVinci and Storkcraft brands offer wooden convertible cribs that can transform to up to four different bed sizes. Most of the time there are additional parts you will need, but what a time and money saver to get a bed your baby can use as long as he wants? Not only is that beneficial to the family, but it makes a deep impact on the planet by helping with deforestation.

* More storage selections. Choosing wood will increase your storage options. Armoires, dressers and chests aren’t readily available in metals. DaVinci has a combo changer and dresser in almost any size that you can use as a changing station for the first few years, then you can just take off the changing pad and use this as a full time dresser his whole childhood.

Pro’s of Metal:

* Upscale elegance! No one can deny the fashion statement that an elegant metal crib makes in a nursery. The opulent iron scrolled cribs like Corsican and Little Miss Liberty offer incomparable sophistication. Notably, metal cribs are now offered in several themes and colors. You can get bunny, horses and tea time finials with the post iron cribs that really tie up a nursery theme.

* Durability. Of course a metal crib will be more durable than wood. If you’re looking for a solid and simple crib that can work with a lot of different themes, LA Baby has taken their industrial grade cribs that were once only available to professional places like hospitals and daycares and opened them up for parents. These cribs have stout hardware and concentrate on stamina versus themes.

Con’s of Wood:

* Not as strong as metal. Wood is definitely durable or the majority of furniture wouldn’t be wood, but when comparing it to metal…metal will definitely win out. You always run the risk of scratching paint and finishes more easily with wood. To ensure that wood furniture retains its new appearance you can get furniture markers that match the finish for when touch-ups are needed.

Con’s of Metal:

* Selection. If you have in your mind a very upscale and antique styled nursery, getting a lavish iron crib will really set the scene! But besides antique and classic, you’re going to be hard pressed finding other styles in metal furniture. You will also struggle finding other baby furniture in metal that will match your crib and nursery theme. If you go with the industrial design, you can get lots of colorful pieces you can use for storage, but you won’t find metal baby furniture in categories like armoires and full size dressers. You can pair wood furnishings with a metal crib if you get furniture with coordinated metal knobs.

* Price. These extravagant metal cribs can cost a pretty penny! Their intricate designs and solid frames are costly to make and they only last one stage. Many parents decide on the iron cribs for the heirloom factor and then subsequently buy big kid furnishings and pass the crib down through generations. Metal cribs are generally more of a sentimental investment rather than something you’ll be buying for function and overall versatility.

Final Thoughts

There’s no argument that both metal and wood have their positives and negatives! You have to determine what your wants and needs are and get what will fit best. Metal is a smart choice for pure luxury and heirloom quality or as a contemporary industrial sleep environment with amazing crib functions. Wood on the other hand can be found in designs that are diverse and useful at any stage of your child’s life. They do stand up to use, but will require some minor maintenance through the years. You can find wood baby furniture in any theme, price, style and color for you to create whatever nursery d├ęcor you have in mind.

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Welding Jobs: Ideas You Can Use At Home To Make Money Welding (No Boss While You Make $100,000) Money

What if you could make $100,000 a year welding from home?

What if you could make even an extra $500 a month from home, using your current skills? If you are a welder with basic welding skills and you are between jobs or you are being under paid in your current job, it might be worth your time to read this article – let’s think outside the box for just a minute on how you can make money welding from home.

From Home Welding # 1:

Teaching or tutoring any skill is a very profitable business. In any town of any size you’ll see at least one tutoring business in a strip mall brick and mortar location. In that same town will be at least a dozen other tutors working from home, making good money.

Yes, most of the time they are tutoring math and reading to students. Lean back and think about what skills you have that can also be used in a tutoring business you can set up and milk cash from, like milk from a cow.

Let’s say you are good enough with TIG to weld razor blades or pop can butts.

If you can teach a non welder to operate a TIG torch good enough to go on and practice on their own at their home in about 3 hours of your hands on theirs – they will pay up to $100 an hour for 3 hours of TIG instruction. Just 2 students a day would bring you $100,000 a year. If you think I’m kidding I’m NOT! There are many reasons why education is so valuable – and that includes intense, focused tutoring in welding.

6G pipe welding is the highest paid of all welding certifications – most 6G welders make $100k to $300k a year – and demand is crazy. However, if you are a 6G welder and you want to stay home, you can set up and teach 6G in your garage. Let’s say you do this with 7 students, each paying you $10,000 for a 3 month course. Yes, they will pay it – especially if you show them how they will have more time with your hand on theirs (the #1 secret to learning 6G fast).

From Home Welding # 2:

I was in Palm Springs the other day. I have been in and around the trades for 30 years… and when you see a tradesman’s truck and it is late model without dents or many scratches, clean, organized and well equipped, it means (99% of the time) that guy is making money.

I pulled up to a light behind just such a truck – “Joe’s BBQ Service and Repair.” That’s it – that is all Joe does. He will weld cast aluminum or steel. He’ll clean and polish. He’ll replace a burner or a control. OR he’ll buy your old unit and sell / or sell you a new one.

Yes, you need a town with a lot of high end BBQs. Other than that, go get it.

From Home Welding # 3:

Large steel cut outs. In art of all kinds, size matters. For example, 20 years ago we purchased two 4′ long coat racks – each is a piece of 1.5″ x 1.5″ x 1/8″ angle 4′ long with 6 horse shoes welded to the angle to hang the coats.

On the horizontal surface of the angle is welded a scene made of 7 horse and 7 tree cut-outs. We paid $185 for each of these 20 years ago… that would be about $300 a piece in today’s dollars.

The problem with you making these is that the 14 cut outs on each unit are too small too many to cut by hand – you need a computerized plasma table to make these.

Here is where the magic of size makes all the difference.

The artist who drew the cut outs on our coat rack was good. Each of the 7 horses is different and beautiful, as well as the trees. Any – or all of these – cut outs can be scaled up with chalk onto a sheet of say 4′ x 8′ x 3/16″ steel. Now, all you need is a plasma or an oxy torch to create the large version.

What would a horse cut from a 4′ x 8′ sheet sell for?

$300 to $700. It would depend on where you are and how you market it. Marketing is a large part of any business. Good marketing is not hard – you can do it.

You can see, if you could get a “business pipe” full of inventory and sales and you were delivering 2 horses a day, you could easily make $100k. The other major opportunity with big cut outs is gates. The key to all of this stuff in the art category is beautiful line drawings. If you are not an artist, hire one on the condition that they sign the copyright to you.

There are endless ideas to utilize even your most basic welding skills from home to make an excellent living or just extra money. The trick is:

Step A:

Find what will work best for you.

Step B:

Write out a simple plan of attack. Don’t put the cart before the horse. Many small businesses fail because the owner gets all wrapped up in the details and loses site of what is important. Here is what is important: Don’t spend money – MAKE MONEY!

Step C:

The first rule of business is to GET NOTICED. That is also the end goal of all marketing – once you have enough eyeballs on you, you will succeed. The common mistake is to leave marketing for last while concentrating on every little rule and piece of paper. A business license will do you no good if you don’t make money! Save your money and get it (if you really need one) when you make some money. Towns and cities will simply say, “do you have a business license?” When they ask, say: “I’m getting one now.”

Conclusion:

You are blessed to live in a country where you can go from nothing to something in a hurry. However, to get anywhere in a hurry requires running hard. You’ll never regret it.

What should you do next?

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HIPAA Data Security – Doesn’t Have to Mean High Cost For Small Medical Practices Money

The American healthcare system is moving forward. Thanks to the HITECH Act of 2009, physicians and hospitals are encouraged with $19 billion dollars in spending to convert their old paper charts to new Electronic Health Records (EHR). Medical records and physician charts are essential for the smooth operation and delivery of optimal and continuous healthcare. These records must be available to the doctor or nurse at all times and should be easy to access when needed.

The thought of spending time and money to overhaul a fully-immersed and often entirely adequate paper system can be overwhelming to small medical practices. Smaller practices do not usually have the technological resources to keep up with new standards of protected health information (PHI) storage and delivery. However, it is possible for even small, rural community clinics to join the EHR system without needing to hire a full IT team.

Solo physician clinics and small medical practices may wonder why they need to change their system if they like it, it’s familiar, and – most importantly – it works. Paper charts with patient information offer little to no security or backup in case of physical damage. Insurance may cover the building and most of its’ contents in a fire or flood, but patient charts will be wiped clean and started anew. Perhaps one of the biggest benefits of moving to an EHR system is the ability to save, maintain, update, and backup important patient personal health data.

Contrary to popular belief, HITECH compliance does not always require a large capital surplus to ensure your patient’s private data is backed-up and protected. Small medical practices can get away with spending a few thousand dollars to implement technology from a company that offers sizable, on-demand service.

Technological options for healthcare organizations have come a long way from the complex server or appliance based solutions. Several years ago, these were the only options and could cost upwards of $50,000. Even with that cost, these solutions were far from comprehensive and only provided part of the encryption protection required by HIPAA. “Cloud computing” has revolutionized the way we think about spending IT dollars and is quickly replacing former costly solutions.

“Cloud computing” is a term that refers to applications that can be leveraged over the internet. This type of solution eliminates the need for costly and confusing software packages or excessive servers requiring IT maintenance. Typically, the physician or practice will pay a per-user fee for access to a system that is maintained by a third party. This enables the application to be fully customized to fit a big metropolitan hospital or small rural community clinic.

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Pros and Cons of an Internal Medicine Specialist Money

A doctor of internal medicine, also called an internist, specializes in diagnosing and treating adults. You can expect a physician of this type to be well-versed in many conditions that may plague patients during adulthood, as opposed to someone who treats children or patients of all ages. If you have the option to see this type of doctor, you should learn the pros and cons of doing so, compared to other doctors.

The main reason to see a doctor of internal medicine is that he or she focuses only on diseases that may appear in adults. For this reason, many physicians in this specialty know more about each condition than a general practitioner might, since the latter is not a specialist in the area. Therefore, even if you choose a general practitioner, you may be sent to an internist anyway when he or she cannot properly diagnose the issue. If you suspect the problem you have is rare or complicated, or your current physician seems to have never heard of it, you should likely see a doctor of internal medicine.

Of course, you should check with your insurance provider before you make this decision. Some providers require people to get a referral from their current practitioner before seeing a specialist. In addition, copays may be higher when you see a practitioner who specializes in any field. For this reason, if your insurance is restrictive or you are looking to save money on your copays, you might choose a general practitioner first. You can then switch to an internist if you need to in the future.

In addition, when you choose an internal medicine specialist, you cannot have your whole family go to the same practice. Many people like to go to a family practice so their children, spouse, and other loved ones of any age can all see the same physician. Clearly, an internist cannot provide this advantage unless your children are already adults. Therefore, if you seek the convenience of all seeing the same doctor, you should go to a family-oriented office first, and then switch to a specialist if you need to.

Knowing these facts may help you decide whether to go to an office of internal medicine or stick with someone who can treat your whole family at any age. You will need to weigh the pros and cons, considering both your health and insurance coverage while you are at it. Of course, you can always change your mind when necessary after you make your choice.

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