Pams' Essentials

Pams' Essentials
Email: Pam@PamsEssentials.com

Pam Tyler
414-571-1236
414-477-9286 cell.

Pam Walter
Tel: 414- 762-7161
Fax: 414-762-2125

www.PamsEssentials.com

The “knock out question” - what is it?

I'd asked Stan to expand on his "knock out question he described last Wednesday.

Here it is:

The "knock out question" is designed to quickly qualify your prospect early on in your first F2F meeting.

Most of us have described what are target market candidate is. Say your target is a firm with multi location offices..

After locking in with a target, your next step is "How likely will I do business with him/her?"

Your business and each of our businesses has a subtle qualifier that will reveal our chances of doing business. To make my business model work, say the minimum number of offices my target should have is 10.

For example, if you're selling telecommunications devices based on volume of devices, say fax machines, your subtle question may be, "Your say your firm is growing, just how many offices in your firm use fax machines today and what is the total number of offices do you expect to have by this time next year? " If his/her answer is two now and two more at this time next year, that's a prospect not to spend too much time on. However, if the person said 9 offices now and forecast for a total of 15 by this time next year, he/she may be well worth moving the sales process to your next step.

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Thank you, Stan.

The JoeNetworks group appreciates it

DLW

Eighteen weeks

JoeNetworks had (had) a Thursday meeting for 18 weeks. It grew up to 6 people tops. In the last 6 weeks there were only 2 of us.

I decided to take it off the calendar and all of a sudden people are waking up to the Thursday thing.

Twice now in two weeks someone called me wondering where I was.

I'd been sending frequent emails of course. 

So, this is how long things take.

Reminds me of Seth Godin's book "The Dip". The first flush of energy and enthusiasm will carry you up the hill. You cross over the mountains still full of steam, but now the long valley is between you and the destination. Can we make it?

Sept. 3rd '08

We had 11 people attend this morning. Thank you all.

At our current size we can still manage time to get our introductions done, yet be off-the-clock enough to have a small focus group or two going.

Time for a little depth to our growing group.

However, in order to keep some order, Wednesday breakfast starts at 7:15 a.m.

We'll order off the menu at 7:30 and begin introductions.

One of these days we'll get a feature presentation going.

Who's first?

And ... just a couple follow-up notes.

First off, email me and I'll post your notes to the blog.

That way some of these things we share can take on a bit longer life.

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Pat - Occupational Spanish - said

"Learn it today. Use it tomorrow."

I like that.

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Stan,

Tell us more about your 'knock out question' for pre-qualifying leads.

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Don

Organ Piper Pizza

$5.00 why and when?

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JRA

Do you have a calendar of upcoming studies?

A fundraiser for Lions Club etc. Specs?

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Ben R. looking for an assistant

I mentioned Brenda Allen.

And what's up at the ....

Greenfield Chamber

Meyers Restaurant

7:30 Friday

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A Marketing or Customer Service Story?

Provide your customers with high-quality products they can
individualize and make their own. They will sing your praises. They
will help you make your sales. They will form groups of other like-
minded individuals - all making loud roaring noises - ten thousand
songs with your name in every refrain.

Can you be Harley Davidson?

Perhaps not.

More importantly .....

Can you be you?