Focus On The Hot Leads

A business friend of mine showed up the other night at a talk I was giving on Building Your Own Recovery. We had talked at a trade show about six months ago and he promised to follow up to discuss getting my investment business. When we shook hands he said, "I apologize for not calling you, but business has been good and I had to chase the hot leads. I knew you were only warm!" He was right. I was only warm and he read me correctly. When things get really busy, focus on the hot deals and don't let any of them drop. You can come back to the warm ones later, or send them an email over the weekend.

Social networking not just for the kids anymore

06/05/2009

by David Chapman

Staff Writer

The landscape of the social networking world has changed over the last several years, as it’s not just teens and tweens who populate the Facebook universe, get up-to-the-minute updates from their friends via Twitter or connect with LinkedIn.

Now, more and more business owners are using the technological tools to promote and increase their businesses, too.

“What we’re seeing is evolution,” said Steve Waterhouse, founder and CEO of professional sales consultancy Waterhouse Group. “We’ve always done it (networking) but the kids figured out the (social networking) tools ... It’s really no different than going to an after-hour social or Chamber meeting, it’s just human activities we’ve put in technology.”

Complete article

The Value Of Local Involvement

Yesterday, I spoke at the Jacksonville Chamber of Commerce Expo. I was asked to speak on the use of Linkedin for building your business. While this was a pro-bono event, the results have been wonderful. I recommend that every business person get involved with their local chamber and see how giving results in benefits for you and your business.

Here is a link to the article and a video clip of me on the evening news.

Keep Selling!

Steve Waterhouse

waterhousegroup.com

What would you ask of a Genie?

Michael Lake asked this question on Linkedin:

You found a lamp this past weekend containing a genie who can solve ANY marketing problem for your business. But you only get ONE wish. What ONE problem relating to your marketing would you ask him to solve?

My reply is this:

What every company wishes for is a steady stream of high potential, high probability leads. With that wish granted, you can go on with the other aspects of building your sales process. We teach our clients multiple approaches to granting this wish and it often takes more than one to accomplish it. Rather than wait for the Genie, every CEO, Marketing Manager and Sales Manager should focus energy on this one issue until it is solved. Once it is, you can grow your business as large as you want.

http://www.salesleadsforever.com
http://www.waterhousegroup.com

Cold calling is 'No. 1 tool' of heavy hitters

Monday, May 25, 2009, 9:51am MDT | Modified: Monday, May 25, 2009, 9:53am

Cold calling is 'No. 1 tool' of heavy hitters

Denver Business Journal - by Dolly Penland Jacksonville (Fla.) Business Journal

James Crichlow

Bob Hawkinson uses cold calling as part of a larger sales strategy for Total Lawn Care.

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One of the most effective ways to generate new business is with good old-fashioned cold calling. So, why don"t more businesses do it?

"The No. 1 reason executives say they don't cold-call, whether going in face to face or getting on the phone and setting an appointment, is the lack of time," said Steve Goranson, owner of ActionCOACH in Jacksonville, Fla. “What that is really telling me is that going after and generating new business isn’t that important.

"Make it part of your everyday schedule. Set aside 15 minutes or 30 minutes a day to make two, five, 10 phone calls. Even the busiest person has time to do two or five phone calls a day that will generate new appointments."

Others are loath to cold-call, saying it just doesn't work.

"It absolutely works; the problem is for some, cold calling is so incredibly painful," said Steve Waterhouse, president of Predictive Results. "If you have the personality style that works well for cold calling, it's natural. If you don't, it's naturally painful.

"But cold calling definitely works," Waterhouse said. "It is the No. 1 tool used by heavy-hitter salespeople to make the contacts they need to make the big sale."

Read the entire article

How to Get Your Sales Up In a Down Market

Here is a 15 minute video to help you deal with the current selling situation.

Click to play

If we can help your company with these issues, please call me at 904-269-2299 x102.

Steve Waterhouse

President

Napoleon Hill on Our Personal Power

In these tough times, it is important to remember that we have all the power we need to turn around our personal situations. Napoleon Hill had it right. We are in control of our destinies. 

Link to video

Sunday is the key to the week

The work you do on Sunday can drive your success for the rest of the week. Here are some of the things I do that have made a world of difference for me.

Plan

1. Make a list of the next steps required for every deal that is currently in process.

2. Make a list of every meeting or time specific commitment you have for the week.

3. Make a list of the top 5 tasks that would dramatically improve your business.

Do Now

1. Send emails to all of the people you need to call suggesting a time for that call.

2. Check your calendar to make sure you have reminders set for each meeting

3. Do as many of those 5 important tasks NOW as you can. 

Market

When the items above are done and you still have time left, make a list of 10 prospects you want to reach and send letters or emails to each of them.

Bonus: Keep In Touch

Send emails to clients, friends and prospects that you have not contacted recently. Send them something of value.

Have a great week. Those who are still working hard and smart are winning in this market.

Steve Waterhouse

www.predictiveresults.com

Keynote Videos On Youtube and web

I just uploaded clips from one of my Keynote talks to Youtube and my website. 

http://www.youtube.com/user/SteveWaterhouse

http://waterhousegroup.com/services/keynote-speaker.html

I hope you enjoy them.

Steve Waterhouse

Sales Leadership is Critical To Success

Dr. Todd Harris, Director of Research at PI Worldwide® (our parent company), talks about leadership in the sales world.

We use the Predictive Index®, Customer Focused Selling™ and the Sales Skills Assessment Tool™ to help our clients excel.

To learn how we can help your leaders become more effective, call us at 904-269-2299 or email me at steve@predictiveresults.com

Steve Waterhouse

President

Predictive Results

Who is looking forward?

I just listed to a group of top economists on CSpan. They were addressing questions from Congressional representatives from around the country. One congress woman asked a great questions. She asked, "Given the rising debt and shrinking work force, what models have you economists created that shows us what the US economy will look like in 25 years!" I sat up, because this is what I have been waiting to learn. The answer? They have no models. It seems that no one is looking out the window of the engine of this train, they are  all in the caboose.

The lesson is simple. As business owners and sales professionals, we drive the future and control our own destiny. Don't listen to the news or the experts. Just work harder and smarter.Work like you need twice the money and treat your clients like they were the last ones on earth.

We drive the economy. We will make it work!

Steve Waterhouse

New Year, New Actions

What is your New Year's resolution?

If you are in sales, it's time for a change. I find that most people know what to do but fail to do it because they are overwhelmed. Here is a technique that is guaranteed to work:

Do one thing that works.

It sounds simple...and it is.

Answer this question: "What is the one thing you could do every day that would make the greatest positive affect on your business or your life."

Think about it. You may need to make a list of the top 10 actions your could take and then circle the one that could make the greatest impact.

Now the next question. What do you have to do to ensure you can do this every day? Do you have to reserve time? Do you need a reminder? Do you need a commitment buddy? Do you need to learn a new skill? Whatever it is, take Nike's advice and Just Do It!

Let's not get buried in the dozens of things we could do. Let's each do the one thing that will make a difference and then repeat it over and over and over again.

The largest ships turn because the captain makes one small change and then keeps it up over time. You and I can do the same thing. Starting tomorrow, you will do that one activity and repeat it every day for the rest of the year. I promise you incredible results.

Let me know what you plan to do.

Happy New Year,

Steve Waterhouse
Waterhouse Group
Sales Training, Assessments and Consulting