The Golden Week of Selling

Have you ever heard of the Golden Hour? I live with a paramedic ? so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob's reference to "The Golden Hour."

The first 60 minutes after someone has been injured are critical in EMS. This is when they can offer the most support in saving someone's life. Paramedics, doctors and nurses call it the Golden Hour.

In selling there is also a Golden period. 7 days! One of the biggest factors in why someone doesn't CHOOSE your product or service is they didn't get what they needed FAST ENOUGH. Hey ? we have all been there ? flat tires (I have had 2 in one week!), orders to fill, e-mails to respond to. We get busy and sometimes a customer or potential customer can slip through the cracks. A good friend of mine, Wayne Cotton, is an international speaker. I love his quote "If you have a problem then create a process. Good-bye problem!"

7 Point Diva Checklist:

Once you have had any interaction with a potential or existing customer go through the following 7 point checklist:

1) (Insert the date) info is required to be in front of client.

2) Thank you card sent within 7 days of meeting. The earlier the better!

3) E-mail follow-up within 24 hours advising them the info will be delivered by the date they need.

4) Delivery of the info BEFORE the deadline if at all possible.

5) Follow-up phone call to ensure they have received the material ? as well as to set up a date to discuss the proposal.

6) Another thank you card once they have purchased your service/product.

7) Insert them into your e-zine/database for additional follow-up for the next 12 months.

Your Mom Was Right!

I really want you to listen to your mother. If she is anything like mine ? you were told a looooooooooooooong time ago that first impressions count. Along with "wear clean underwear in case you get in an accident!" Make sure you are doing your best to create a positive first, second, and FOREVER great impression. Having a structured follow-up strategy is the best way to make this happen. Print off the list for each client ? attach it to their file and make sure you go through it at the end of each week. It stops a customer from falling through the cracks ? which of course, also means that revenue isn't falling through the cracks either!

Listen to your mom, listen to my paramedic boy and also listen to the Sales Diva! Create a Follow-up Process and then you can also spend A Golden Hour in the shoe store of your choice!

Copyright� 2005

Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com

---

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

Sales Skills for the Non Sales Professional

Have you ever wondered how in the heck you're going... Read More

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Spend More Time Selling

On average a sales person spends less than two hours... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is... Read More