Category: Communication


Word Association

October 18th, 2012 — 6:20am

A method more likely to succeed is word association. You randomly choose a word. Then you sit down and try to think of as many words as possible that are associated with the word. They could be synonyms or antonyms. They could be similar things or related concepts. They could be adjectives or adverbs describing the word. Then afterwards, you sprinkle those words in a paragraph about something else, so reading the paragraph calls to mind the original word, which itself never appears in the final paragraph. You end up with a metaphor or subtle analogy. This is helpful in business or advertising. Here you can read about using this method to make websites. Continue reading »

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Effective Telephone Techniques

July 16th, 2012 — 8:12am

Learning to use the telephone effectively can be the difference between having a vital, thriving facility and having one that is moribund. Use the following techniques to help boost your membership and revenue numbers.

Remember where you are. Since you don’t have the benefit of contact and body language while on the phone, you need to rely on voice quality and words to get your message across. Practice conveying warmth and enthusiasm with the tone of your voice. Consider putting a mirror in front of you during your calls.

Be persistent. Effective sales techniques begin when the prospect on the other end of the line says “no.” A “no” for today is just that. It doesn’t mean that the prospect never wants what you have to offer, it just means that he or she doesn’t want it now. Log all of your calls, and use this information to build a database that you can use to stay in contact with prospects in the future.

Log your calls. Create a worksheet that allows you to keep track of the number of calls you make, the number of prospects you talk to and the number of appointments you make. This information will help you build your prospect database and figure out ways that you can make your phone calls more effective. For example, you might learn that certain days and hours result in your reaching more prospects and booking more appointments.

Put in your time. You must commit to using the phone for a certain number of hours every week and stick to it, regardless of your perceived success. Like all sales, phone sales is a numbers game, and every call counts. View every call as taking one more step closer to the sale.

Have a script and stick to it. Since many of your phone calls will not be initiated by you or your staff, but will rather come unannounced by your prospects, you should have your objectives in mind before you pick up the phone. Most of the incoming calls will be requests for information. View these as opportunities to get prospects into the club, and stick to a well-designed script that allows you to control the conversation.

Never give out prices. Recognize that many people will begin their information call by asking you the price of the membership. This may not be their No. 1 concern, but they may not know what else to ask. Use your script to redirect the conversation and get prospects thinking in terms of value, not price. Research shows that, contrary to what you might think, giving out prices results in fewer in-club visits and, in turn, fewer sales.

Learn techniques for handling hostile callers. Some callers may turn hostile, especially when you refuse to quote prices over the phone. If it’s clear that price is the prospect’s only concern, and your club doesn’t have the lowest price in your area, suggest that he or she visit the lower-priced clubs, and try to get the prospect to make an appointment to check out your facility. Only when absolutely necessary, as in when the caller becomes angry, should you resort to saying, “I assure you that the reason I want you to come into the club to discuss our various membership options is not to coerce you into joining. We know that seeing all we have to offer is the only way that anyone can make a fair assessment of our club.

If you’re still opposed to taking a look in person, I can only say that I am extremely sorry we won’t have the opportunity to serve you.”

Never hang up empty-handed. Your primary objective is to get an appointment with the prospect. Failing that, get the prospect’s name, address and phone number, at a minimum, for your database so that you can make another attempt at a later date

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Getting Back to the Political Issues

May 18th, 2012 — 8:38am

Imagine a world in which, during political campaigns, the issues were actually discussed and no mud was slung. How much could be accomplished if candidates truly believed in solving problems and set out to do so? Continue reading »

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Road warriors carry own entertainment

January 5th, 2012 — 11:50am

All serious road warriors begin their voyages with the most honourable intentions.

Before leaving, they load up necessary files, documents and e-mail messages. They plot a strategy to use uninterrupted time in the air to work on outstanding projects that have piled up.

Continue reading »

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Worth the Wait

December 28th, 2011 — 6:53am

In a fast-paced society such as ours, people don’t like to wait. In fact, waiting in lines and sitting in traffic cause people stress on a daily basis. But the marketing staff at the Cooper Fitness Center found a way to defy human nature and make the idea of waiting actually seem appealing. Continue reading »

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Creative Thinking

December 21st, 2011 — 6:06am

In these days of downsizing, organizations are seeking value for their dollar when it comes to employee-development activities. With this in mind, Cooper Fitness Center devised a way to save corporations money while turning a profit for itself. Through its Teamwork program, Cooper provided a cost-effective program for club members, corporations and nonprofit organizations that promotes teambuilding, group interaction and physical agility. Continue reading »

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Company History

November 24th, 2011 — 6:31am

Classic Auction Company L.L.C. was formed in 1997. Doug Kemper and Red Noble are the members of the Limited Liability Company. Red Noble has lived the majority of his life in Woodward County. Doug Kemper, who was born, and grew up in Liberal, KS, has lived in Woodward County, Oklahoma since 1978. Continue reading »

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Catching bad bugs can make for good work. Part 2

October 12th, 2011 — 3:07pm

This was good for 24,000 AAdvantage miles, enough for a free economy-class ticket anywhere in North America.

Of course, this was early Monday morning, and by Monday afternoon, AutoMallOnline and Hilton had obviously discovered the site-bug, since they reversed the transaction. By then, my Hilton account had a negative balance of 113,000 miles, and I would imagine there were lots of red-faces all around. Continue reading »

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Catching bad bugs can make for good work. Part 1

October 12th, 2011 — 3:03pm

Word travels fast when a “site-bug” appears, and this particular case proved to be fascinating.

What’s a site-bug you ask? It’s the word I use to describe a transaction-oriented Web site that features a glaring programming error in the way the transaction occurs. And the fact is, over time, the number of site-bugs is going to grow in such a way people won’t believe these quality problems can exist.

Continue reading »

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Forming Business Alliances

August 5th, 2011 — 9:09am

Businesses used to flourish based on their great products and market leverage. Not anymore. Alliances are now the most vital part of a business plan, before the product even hits the market.

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