What’s Involved in Planning Your Telephone Prospecting Campaign?

In July we talked about 7 critical planning questions to create an effective B2B cold calling campaign.

Planning can turn a haphazard cold calling effort into a successful, methodical prospecting approach. Here are 4 more planning questions, and the answers we can provide, based on our actual experience making business to business calls for our clients all day long! 1. What’s the difference between a long term prospecting program and a cold calling blitz? A cold calling blitz is based on three assumptions: 1) You have a sizable calling list and; 2) Your product or service is quickly understood by prospects and; 3) Enough prospects will respond to a single prospecting call, at the exact time you call, to earn the required return on your calling investment.

Many clients find this an effective way to boost prospecting efforts in the short run.

Examples where this kind of calling works best include: vending machines and commercial cleaning services.

In contrast, a long term prospecting program is based on any one of these three assumptions: 1) Your product or service can’t be communicated in five words; 2) This service is something purchased infrequently or where prospects do not readily switch vendors; 3) Your calling list is targeted and possibly finite.

Long term prospecting programs are typically best for high margin products or services where a small number of sales will produce a return on the investment in your prospecting program.

Examples might include: enterprise-wide software and health or 401K brokerage services.

2. How do you create a long term prospecting program? Keys to a long term prospecting campaign are: 1) Repeated contact over a long period of time; 2) Hiring callers with relationship building capabilities; 3) Ability to refer to notes from prior contacts; 4) Greater interest in building relationships than in making immediate sales.

Set your callers up to make repeat calls at intervals per each prospect’s needs. This may be a contact each month or ongoing contacts over years. Provide callers with the ability to capture and keep notes on previous conversations. Reward callers for learning more information about prospects’ needs over time. Hire callers who have the ability to engage in conversations over the phone and create relationships.

Then, when a prospect indicates an interest in your product or service, make sure your response is exceptional - to close the sale. 3. What kind of response should I expect? In our experience, there is no single answer to this question. The answer depends highly on whether your calling program is a cold calling blitz, or whether it’s a longer term prospecting program. And, it depends on your specific product or service. For example, if you’re offering a free consultation, your response might be higher. If you are promoting a high priced service, the response will be much lower. Of course, the prospect list is critical to the success of the campaign, as we have indicated in previously issues of the Business Builder.

We’ve seen response rates vary from 16%* for advertising firms to 3.5%* for accounting services.

*Responses include requests for more information.

4. How do I select a calling team? The personality of your team must reflect your company’s image in the marketplace. Business to business calls require a unique kind of caller, regardless of whether you’re planning a cold calling blitz or a long term calling program.

Look for individuals who: 1. Most importantly, are professional and speak proper English. 2. Can engage in conversation, ask questions and make the prospect feel as though he or she is the ONLY person being called that day. 3. Are persistent, have thick skin, and are driven to achieve prospecting success. 4. Work as a team to help each other, so that overall results are the best they can be. 5. Can articulate complex ideas succinctly.

Winning Tactics For Government Grants For Women

I assume you are reading this because you are looking for information on getting government grants for women? Using grants to fund your business has to be one of the most ideal financial ways to start. Usually given to people who seek to start their own small business while contributing to the economy at large. The federal government also provides business grants to those that qualify. Just keep in mind that the government’s grants don’t have to be paid back because they are not loans.

Choose a Business Loan Or Business Grant?

Another differing point about grants is that they don’t specify credit checks, collateral, security deposits or co-signers. Most of the time what IS required from you is to send them periodic progress reports which will inform them on the progress of your specified goals as found in your application. This is to make sure funds are being used as previously specified. Look into the links presented in the resource box if you want more information on this.

A Look At Women’s Business Grants

Business grants can be utilized by woman to can run a home-based business or a business located outside of the home. A list of these would include:

1) Office Rent. 2) Office expenses and overhead. 3) Salaries and related expenses. 4) Start a new or expand an existing business. 5) Acquisition of a new or existing business. 6) Equipment financing.

Encouraging business growth and promoting woman small business owners is who these are generally given to. Keep in mind you have to be at least 18 years old to be eligible.

Purpose Of Governments Grants

One great way to turn the dreams of an entrepreneur into reality and support a business idea is to use a grant. The types of grants offered by the government include but are not limited to:

1) Education grants. 2) Housing grants. 3) Business grants for starting a new business. 4) Individual grants for personal necessities.

Of course this is just a sample of the type of grants available. For more information on this consult the resource box provided at the end of this article.

Business Grants And Women

Women will find grants available to purchase an existing business. Excelling in your respective field is another excellent way to qualify for a government grant. Women who want to gain the knowledge to successfully run their own businesses can qualify for grants to attend business school. The main advantage of a business grant is that you DO not have to repay the money to the government or funding agency.

Grants for Business Women

In closing it should be stated for the record that women have the biggest chance of benefiting from the government grant Programs. This only makes sense since women in increasing numbers are taking more initiative to create self employment. Keep in mind that there are several types of small business grants specifically for women. To read more about this and other types of government grants consult the resource box. We want cover them in this article but there are certain limitations associated with small business grant funding that you should make sure you are well aware of. You may have to go in front of a foundation or governing council’s members for instance. So if you have read the information presented here then it’s time for you to get started. Keep in mind that studies have shown up to 75% of women tend to be successful in owning their own businesses.

Set Up Your Own LLC With 4 Essential Steps

A lot of people think that filing LLC papers with the State Filing Office is all that is required to set up an LLC. However, that can be a costly mistake. Setting up an LLC (or corporation) is a process requiring 4 essential steps. Each step is important. To fully complete the organization of an LLC, you need to follow all of the steps outlined below. If you don’t, then the limited liability protection provided by the LLC structure may be at risk.

- STEP NO. 1: Check A Name and Make Filing With State Filing Office

- STEP NO. 2: Prepare Organizational Minutes

- STEP NO. 3: Prepare & Adopt An Operating Agreement

- STEP NO. 4: Obtain New Employer ID (EIN) & Set Up a New Bank Account

Step 1: Check A Name and Make Filing With State Filing Office.

Check A Name. The first step, once you have decided to form an LLC, is to choose a name. Almost any name will work so long as it is not the same or deceptively similar to the name being used by another entity (corporation or LLC) that is filed with the State Filing Office or Secretary of State.

The name used for an LLC must end with the words Limited Liability Company or an abbreviation such as LLC or L.L.C.

File with State Filing Office. The first formal step in forming an LLC is to file a document called Articles of Organization (sometimes called a Certificate of Organization) with the State Filing Office (SFO). You must also pay a filing fee. Most states have a form they require you to use. The SFO provides this form.

In most states you can now file online. You can also mail the form to the SFO together with the filing fee (or) deliver it in person to their office.

Important: An LLC must name a registered agent and give a registered address in the Articles of Organization filed with the SFO. A registered agent is a person or company which accepts service of legal papers if your company is sued. The registered agent can also receive notices and official mail from the SFO for your LLC.

Most business owners act as their own registered agent so long as they have an actual street address in the state where the LLC is filed. You can also hire a company to do this for you.

Step 2: Prepare Organizational Minutes.

The shareholders and directors in a corporation traditionally hold meetings and prepare minutes (written record or notes) of the meeting. One of the benefits of an LLC is that there is no legal requirement for the LLC members to hold meetings and prepare minutes of the meeting. However, it is still a very wise business practice to document important business decisions. In addition, it helps demonstrate or prove that the LLC is being operated as a separate legal entity.

It is especially important to have some form of organizational meeting soon after the initial Articles of Organization are filed with the State Filing Office (SFO). The minutes of a typical Organizational Meeting would usually include such items as the approval and ratification of the Articles of Organization and the Operating Agreement. Other important provisions include a statement concerning who is managing the LLC and each Member’s percentage of ownership in the LLC.

Step 3: Prepare & Adopt An Operating Agreement.

Once the Articles of Organization have been filed and an organizational meeting held, the organizers of the LLC should prepare and sign or adopt an Operating Agreement. (Actually, this step could come 2nd - since there is no required order) Operating Agreements are not required by the state. However, having one is one of the most important steps in maintaining your liability protection and preventing disagreements between the members.

The Operating Agreement sets forth the rights, duties and obligations of the members of the LLC. It also sets forth whether the LLC will be managed by the members (owners) or by certain other individuals or entities.

In addition to being a legal agreement between the parties involved in the LLC, the Operating Agreement also strengthens your limited liability protection in the sense that it shows you have completed the organization of the LLC and are in compliance with the process. It helps demonstrate that your LLC is being operated as a separate legal entity. This is true even though you may only have a one member LLC.

Step 4: Obtain a New Employer ID No. (EIN) from the IRS & Set Up a New Bank Account. Obtain a New Employer ID No. This might be obvious but each separate legal entity, such as an LLC or corporation, requires a new or different federal tax identification number (EIN). This is true because the entity is considered separate and apart under the law from the individual owners. An EIN is obtained from the Internal Revenue Service (IRS). A one person LLC is an exception to this rule LLC. When an LLC is owned and operated by just one person, that person has the option of reporting LLC income on his personal tax return and he/she can just use his/her own social security number.

If a new EIN# is required then you need to file form SS-4 with the IRS. You can get the form from a post office that has tax forms, from an accountant or you can now apply online. Online is probably the easiest and fastest way to get a new EIN#.

Set Up A Separate Bank Account for the LLC. This is essential. A lot of business owners ask why they can?t continue to use the same bank account they used before forming the LLC ? when they operated their business as a sole proprietor or partner. Again, the principle behind liability protection is that the LLC is a legal entity, separate and apart from the individual owners. A separate legal entity requires a separate bank account.

One of the important issues a court looks at in deciding questions about your liability protection if your business is ever sued, is whether the LLC owners have co-mingled their personal and business funds and assets.

Summary of 4 Essential Steps

This information was prepared as an overview of the essential steps required to fullu organize your LLC.

The proper organization and operation of your LLC is essential for you to get limited liability protection. This protection provides a shield between business debts or obligations and your personal assets. The legal principle is that the LLC is a legal entity separate and apart from its owners. If your business is sued, you, need to be able to prove or demonstrate that you have operated the LLC as a separate legal entity.

Using Recycling Facilities to Save Environment

Are you really worried about environment getting polluted? This article will help you in understanding how you can save your environment by using recycling equipment facilities. Conserve the natural resources and give your contribution to reducing pollution in the environment.

Recycling procedure is required if you wish to save your earth or environment from getting polluted. You cannot afford to live in the environment which is unhealthy. If nothing is done to prevent the pollution it will be unsafe to live in. Therefore, it is necessary to reduce environment pollution by using recycling equipment facilities such as conveyor, compactor, shredder, and baler.

Recycling is beneficial to reduce the amount of the waste in a significant way. Thus its importance cannot be overlooked. You can manage the raise of pollution by recycling the waste. The recycled objects are altered into raw materials and a new product is developed out of them. Environmental pollution can be controlled if the industries start using of recycling equipment facilities.

You must be aware of the extensive use of plastics these days. Do you know what is to be afraid of regarding the excessive use of plastics? Besides CFC s, plastics are very harmful materials on the earth. Since plastics are non-biodegradable materials they will stay on earth for forever being one of the causes of earth pollution. There is only remedy for this is to get the plastics recycled.

Apart from plastics, the other materials like metals, glass, milk bottles, soap boxes and water bottles need to go through the process of recycling. Though recycling is a community effort, you can contribute to save environment by taking initiative of recycling from your home. You make this process easier by installing three different bins for paper, glass and plastic. You can collect these wastes and dispose them later at the nearby recycling bin.

Our environment has to be saved and preserved for the benefit of the entire living. Recycling equipment facilities are the solutions to the reduction of global warming.

ISO 9001:2000 - Forms control

One of the controversial issues with interpretation of ISO 9001:2000 Standard and others is control of forms. Many companies, by some reason, treat forms differently than documents, leaving them not controlled. Per ISO 9001:2000, element 4.2.3, “Documents required by the quality management system shall be controlled.” Let’s see if a form qualifies to be a “document” that shall be controlled.

Organizations use forms and tables as lower-level documents. Often, it is not necessary to prepare a traditional instruction or a procedure with all its sections, such as scope, purpose and instructions if a simple table can provide this information. Frequently companies get non-conformities during audits of their QMS because forms used are not controlled.

Often, being asked about not controlled forms, my clients reply: “This is “just a form” a form.” I always wonder why should a form be treated differently than any other instruction or a document? If a form is not controlled, how would we know that we need it? If it is not controlled, it cannot be referenced! If your forma are not controlled, how would you know that you use the latest revision of it? Well, exactly what is a form? A quick quiz will help answer this question. If we have a list of directions telling us to:

- draw a two-column table

- enter your company name into the first column

- enter your company?s URL into the second column

Hardly anybody will argue that this three-line direction is an instruction to make and complete this form. So if this is an instruction, it “shall” be controlled, right?

Now, let?s imagine that we were given a two-column form, only being asked to complete it. where the first column is titled ?You company name? and the second column ?Company?s URL?. Obviously, we would enter our company name and our Website address in the table. It means that we interpreted the table as an ?instruction?.

If we agree that our first three-line instruction in English was a ?real? instruction, that needs to be controlled, the second, completed form, resulting in the same output, must also be an instruction!

I think that the confusion regarding forms is based on the fact that forms serve two purposes. Blank forms are concise instructions written in tabular language. After a form is filled out, it becomes a record. Unlike instructions, records are not expected to have a part number or a revision level. Records are managed in a different manner. Let?s remember this and treat our blank forms as instructions letting the documentation management process govern them. There are a couple of simple tests you may take when you are tempted to use a form that has not been assigned a part number:

- If you created a form and found it had been changed, would you like to know who did it and why?

- If you changed your form, would you like personnel to use the most resent revision?

- If you were on vacation, would you like folks to be able to find your form just by finding a reference to it?

If you answered, “yes” at least once, your form is a definite candidate for a part number, and falls under the scope of your documentation management process.

Outsourcing Your Teleprospecting

If you are weighting the benefits of outsourcing your teleprospecting for sales leads against setting up your own teleprospecting program in house, you are trying to decide which will be most cost effective way to go for the leads you need to increase your sales.

So we are going to look at both sides of the coin for you to determine which one is best for your business. Starting with an In House Program you will first need to advertise for applicants. Then there will be the screening, interviewing, and hiring the applicants.

Next step will be to train the new hires along with supervising, monitoring and motivating the new employees. Cold calling is tough, so there will be a lot of monitoring to keep them on the phone and motivating to keep up their attitudes.

Script writing is a must. You will need to have some basic plan of actions for them to take in order to get the information you need from the businesses. You will need to provide them with answers to unexpected questions which may arise during the course of the phone conversation.

You will need to keep track of the results of the phone calls in order to determine whether you are acquiring the information you need. You will also want to know the progress being made by the telemarketers. This will enable you to weed out the ones who are not performing to the standard you have set.

Finding and making space for the telemarketers along with setting up the phones and making out schedules. Then there are the payroll taxes, the insurances, the actual phones, chairs, desk, etc need by each telemarketer. There are other expenses not yet mentioned here, but this will give you an idea of what to expect if you choose to set up an in house teleprospecting program.

If you choose to outsource your teleprospecting needs, you will be required to pay a price for the service they will provide, however the cost should be less than what it would cost you to start an in house teleprospecting program. They already have the quality people needed to get the job done in a shorter amount of time than it could take you to get it yourself. Their people will implement your project immediately, while you will have none of the headaches and all the rewards.

The Importance of a Recycling Equipment

Have you ever thought something about environment that is being polluted and diluted? If you really love environment, then you have to think remedies to reduce pollution. This article is all about how you can conserve the natural resources with the help of recycling equipment facilities just to control the pollution.

Recycling is nothing but a procedure which comes to assist you to save your earth and environment. You need to know how they are important in your life. You cannot take a single breath in the environment that is dirty and polluted. Recycling equipment like compactor, baler, shredder and conveyor will facilitate you in making healthier and greener environment.

Recycling is beneficial to reduce the amount of the waste in a significant way. Thus its importance cannot be overlooked. You can manage the raise of pollution by recycling the waste. The recycled objects are altered into raw materials and a new product is developed out of them. Environmental pollution can be controlled if the industries start using of recycling equipment facilities.

One of the most threatening issues is the daily use of plastics. There is nothing wrong in using them, but they do not get decayed with the course of the time because they are non-biodegradable. They will stay on earth and will damage the earth and that is why they are harmful substances like CFC s. You can reduce this threat by getting the plastics recycled.

Apart from plastics, the other materials like metals, glass, milk bottles, soap boxes and water bottles need to go through the process of recycling. Though recycling is a community effort, you can contribute to save environment by taking initiative of recycling from your home. You make this process easier by installing three different bins for paper, glass and plastic. You can collect these wastes and dispose them later at the nearby recycling bin.

Our environment has to be saved and preserved for the benefit of the entire living. Recycling equipment facilities are the solutions to the reduction of global warming.

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