Tag Archives: technology

Technology In Business: Use It, Don’t Rely On It

Nathan Jamail-TECHNOLOGY IN BUSINESS

Grab your smartphone and check your appointments, while you’re at it, see if any of your clients have posted anything worthwhile on Facebook, tweet your new prospect, check your e-mail for any new appointment requests and then go grab lunch—what a day! More and more sales professionals are relying on technology to drive sales and increase market share; unfortunately that is the first step to staying mediocre.

More and more sales professionals are relying on technology to drive sales and increase market share. Click To Tweet

Getting sales professionals to find vertical markets and make outbound prospecting calls as well as setting sales appointments with prospective buyers (in person!) is still the best way to increase sales—period. All of the technology in the world cannot close more deals than getting in front of the decision maker, so put away those e-mail marketing techniques, fax-ready sales pitches and automatic voicemail calling systems. It is no more difficult today than it was twenty years ago; we just have new excuses.

The gatekeeper now is voicemail with a delete button versus a receptionist and a pink message pad. The great handwritten letter to the decision maker and the trashcan has been replaced with e-mail systems that have auto junk mail programs. The prospective customers have always been too busy or happy with their current product or service to meet. Principles and disciplines of getting new sales are the same today as twenty years ago; the tools and skills needed to get the appointment are new.

Make the Call

What do nice letters, great e-mails, logo gifts, catchy tag lines and marketing campaigns all have in common? Every sales person hopes that it will be the “new thing” that gets their phones to start ringing by prospective customers, but in short they are all just a “another reason for a sales person not to make a prospecting call.” No matter what marketing idea or event you use to attract prospective customers, the sales professionals still must make the follow-up call. If you are going to use a technology-based tool (e-mail campaigns, voicemail systems, etc.), use it only as a tool for you to follow up with the prospective customer, not as an excuse for you to wait for customers to call you.

Social Media is Just Another Tool; It Isn’t a Sales Plan

Social media is powerful and there are many experts that have shown and believe that social media can really help a company become better known, or take the “word-of-mouth” to another level. Twitter, Facebook and LinkedIn are some of the great social media forums, but they alone will not increase a company’s sales. It is a nice added inexpensive media outlet (and highly encouraged!), but if social media is the primary source for a company to attract new customers or to sell their product and services then they are sure to fail.

Social Media should work in conjunction with a marketing and prospecting plan that is based on network marketing, cold calling, vertical marketing and other key prospecting activities. Prospecting is still the most difficult part of any company’s sales process, but it is not complicated. Prospecting is 90 percent discipline and 10 percent skill set. Sales professionals should take the time to learn how to maximize their social media, but they should not rely on it to make their sales. In the old day’s sales, professionals were taught to follow their dollar. This means where a sales professional spends money, they should look there for future prospects as well including friends and family; the “old” social network. Just like then, as it is now, social networking is not the only way to grow business and should not be relied upon exclusively.

If increasing sales was only about coming up with some creative way for prospects to call then companies would not need professional sales people and especially the added expense of their high salaries. If you want to increase sales in today’s economy, then use the technology of today with the disciplines and principles of yesterday. It has been said a million times and it is still true; increasing sales is simple, but not easy. People are still buying; the question is whom are they going to buy from? Make the call!

Nathan Jamail, president of the Jamail Development Group, and author of the best-selling Playbook Series, is a motivational speaker, entrepreneur and corporate coach. As a former Executive Director, life insurance sales professional and business owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. Nathan has worked with thousands of leaders in creating a coaching culture. Get your copy of Nathan Jamail’s most recent book released by Penguin Publishers, “The Leadership Playbook” at www.NathanJamail.com.

Why Area Codes Change

By Peter Lyle DeHaan , PhD

Author Peter Lyle DeHaan

As telephone numbers are assigned, the availability of numbers within an area code diminishes. In order to make sure that there are always numbers available, usage is analyzed, number exhaustion dates are projected, and steps are taken to provide for more numbers.

Although short-term steps can be taken to deal with and respond to this, the long-term solution is either an area code split or an area code overlay. Both methods accomplish the same goal of making more numbers available; however, each has its own set of strengths and weaknesses.

An area code split means that the geographic region of the area code is divided in two. One part will keep the same area code, while the other section must switch to a new area code (but everyone will retain their seven-digit number). There is a transition period for this, called permissive dialing, in which either the old or new area code can be dialed for the effected section. After a time, mandatory dialing goes into effect. At this point, any call to the new region using the old area code will not go through. These numbers eventually become available for reuse. Splits are not popular with businesses, as it requires printing new stationary, changing all advertising, and many other changes, including reprogramming phone systems. (In rapidly growing areas, to avoid the need to repeat this process in a few years, sometimes a three-way split is made at the same time. This divides an area into three sections, one retaining the original area code and the other two each getting their own new area code.)

An area code overlay means that a new area code is assigned to the same geographic region as the existing code(s), which is running out of numbers. With an overlay, no one needs to change area codes. However, if it is not already implemented, ten-digit dialing becomes required for all calls, even local numbers. All new number assignments are in the new area code. As such, ordering a second line could result in a number with a different area code. Overlays are not popular with most consumers, as they do not want to dial ten digits on every call, nor remember different area codes for friends and neighbors.

If you are in area that is running out of phone numbers, you can expect your local phone company to provide ample notification in the form of letters or bill inserts, giving you time to make the needed plans and adjustments. However, do not expect to be notified of changes outside of your area code. Therefore, if your area code changes, it is up to you to notify those who call you from outside your area. Likewise, others will need to notify you should their area code change.

Dealing with new or changing area codes is not easy or enjoyable, but it is necessary to ensure that there is an adequate supply of numbers for future growth.

Peter Lyle DeHaan, PhD, is a published author and commercial freelance writer who provides content marketing services.