4E Business Builders
Description: 4E delivers more prospects, more inquiries, more sales and more repeat business. This free monthly newsletter gives tips and ideas on each of the 4E areas - Entice, Encourage, Engage and Enhance.
 
Send date: Thursday, 02 February 2006
Mailing subject: 4E Business Builder Tips Febraury 2006
Mailing content:
This is your latest edition of 4E Business Builders
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Dear ,
Welcome to the first 4E Business Builders Newsletter for 2006. I hope your Christmas and New Year break recharged your batteries for another year. This month we look at:
  • Your elevator speech
  • Keeping in touch
  • Louern Survey update
  • Call standards
We use SugarCRM to control each 4E step. There is a preview of the latest version of Sugar available.
You can download a printable version of this newsletter by saving (right-click and save) this pdf to your computer pdf version
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Your Elevator Speech
Your right, "lift speech" just doesn't sound right but I would be happy to hear from anyone with a better way to say this in Australia.
The idea is simple - You catch a lift with a stranger who says as the doors close, "So what do you do?" and you have until the doors open to describe your business. It sounds easy but it isn't unless you take the time to think, write and edit, edit, edit until you have an elegant and compelling description of your business ready to roll smoothly off your tounge.
Remember to put yourself in the place of the listener and make sure the speech indicates one or two WIIFMs (What's In It for Me)

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Keeping in touch

A 4E principle is that the encourage phase is designed to keep your company's name in front of your prospects until they are ready are to buy. During this phase you should provide information that is of value to your prospects.

News is ok for this purpose, but what I really want is stuff I can use to improve my business;

  • Networking opportunities
  • Great new software
  • A new way to keep networked via the web
  • A new business book I should read
  • Business ideas I should try

are all great examples of keep in touch messages, I would be happy to get.

In fact, I did get one of the above just the other day and am amazed by the idea. It is a website called LinkedIn.com that allows me to link to my contacts who then link to all their contacts and so on. I have just a couple of personal links so far but my third degree of separation links number just on 25,000 and rising.

If you would like to join LinkedIn send me an email and I will send you an invitation. Note I don't get paid anything for promoting this and also note there are paid options in LinkedIn however as far as I can see most people are using the free option just like me.


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Louern Survey update

Step 3 in the 4E model is all about the sales process. On the Louern website we have a survey running that asks salespeople to self evaluate their performance across 31 micro steps in the sales process. If you haven't yet taken the survey follow this link to submit your answers. It will take you between 10 and 20 minutes to complete and then you will be able to see a complete graphical presentation of the overall results so far.

Take the survey here

Or you can see the results first

Top 3 steps that sales people are confident about with the percentage indicating salespeople who indicated they performed this step completely all of the time.

  1. 31.03% - I excel at checking for customer satisfaction
  2. 27.59% - I excel at focusing on my company's strengths and prospect's needs
  3. 24.14% - I excel at refining my sales strategy based on personality styles:

The weakest areas (defined as score of "somewhat" or lower were:

  1. 55.18% - I develop and use prospecting plans
  2. 48.28% - I excel at blocking competitors between my sales calls
  3. 44.82% - I excel at responding to objections not prevented
If you or your co-workers are involved in sales, take the survey online and see where you stand.

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Calls Standards
  • Are you working hard to gather new customers only to lose them when they try to call?
  • Is your automated system driving your callers away from your company?
  • Does your on hold message draw peole to you or push them away?
  • Once the call is answered by a human what standards are the supposed to follow?
  • Do they follow them everytime?

Scary questions, aren't they! Put your self in your customer's shoes for half an hour today and see how your company is doing.

Post your good or bad call stories here


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You can contact Louern staff directly as follows:
Brad Shields - brad@louernconsulting.com 61-4-07-272-353

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Yanc 1.4. beta 3 component by Adam van Dongen - TIM_online