Stand Up Speak Out And Sell Yourself! from Jeremy Jacobs Host Presenter

Archive for June, 2010

Stand Up Speak Out And Sell Yourself!

Wednesday, June 30th, 2010

London, UK

I’m still enjoying wading through the wisdom, brilliance and truth that is “Irresistible Persuasion” by Geoff Burch. In the chapter entitled “When I’m Calling You”,Geoff highlights how to settle in to a successful cold-calling session. Now, I’ve mentioned this sort of thing on several occasions in the past right here on this site (1) and (2) but we all need reminding from time to time don’t we!
Geoff’s tips for cold-calling success which of course I endorse are these which have been altered slightly. If you want to read Geoff’s full version you’ll need to buy his excellent book – so do it now

Here’s his tips:

1. Ring every name on your list.

2. Use a script but ensure that you sound “real”.

3. Stand up while making calls. You’ll feel more authoritative and business-like.

4. Don’t put the receiver down between calls.

That’s enough for this lesson, so go away, sleep tight and put them into practice when you’re at your desk in the morning.

Share on Twitter

Tags: cold-calling tips, sales
Posted in 2010, Geoff Burch | 1 Comment »

Becks On The Ross Show?

Wednesday, June 30th, 2010

London, UK

Rumour has it that David Beckham may make a star appearance on the final Jonathan Ross show which is due to be aired at BBC1 on Friday, July 16th. (Personally, I think Fabio Capello should be enticed on to the couch!) After 13 years presenting at the BBC, Ross or @wossy as he’s known on Twitter is quitting the Beeb. His spot on Film 2010 will be taken by the gorgeous Claudia Winkleman.

Now do you think David B is a good choice for the final guest slot? Being associated with the overpaid, bling-loving losers of the England football team his crown may have slipped a bit. It’s a pity that Kylie Minogue, who was in brilliant form on last weeks’ show, couldn’t have made the final instalment but my choice of course, would be Russell Brand, after all it was his on-air antics which may have led to JR’s temporary decline in popularity last year.

So what’s next for Mr Ross, Hampstead Garden Suburb’s most famous resident? ITV, Al-Jazeera, SKY – I suspect that wherever he ends up, he’ll do pretty well.

UPDATE

Looks as though Becks has been booked.

Share on Twitter

Tags: Jonathan Ross
Posted in 2010, BBC | 1 Comment »

Have You Got What It Takes?

Wednesday, June 30th, 2010

London, UK

If you’re in sales & marketing or aspire to be there, are you sure you have the personal qualities required to be successful? Over the weekend, I came across a publication from the 1980′s entitled “The Super-salesman’s Handbook” by William Davis. It’s an excellent read and you may be able to track down a copy on Ebay or at Amazon. Towards the end of the book Davis poses several questions of the reader. They really make you think about your business and your personal attributes and suggest that we all step out of our comfort zones! The questions which resonated with me the most are these:

1. A prospect has failed to respond to your calls and letters. Would you:

a) Give up?
b) Write to his superiors, complaining about his lack of courtesy?
c) Seek an opportunity to meet him socially?
d) Try to find out his home number and address and contact him there?

2. You are offered an opportunity to do a deal which is bigger than anything you have ever handled before. Would you:

a) Agree at once?
b) Admit that it is out of your range?
c) Promise to look into it?
d) Pass it on to someone with more experience?

3. You find yourself sitting next to the head of a large corporation on a flight to New York and embark on a conversation. Do you:

a) Tell him your life story?
b) Try to interest him in your product or service?
c) Encourage him to talk about his work?
d) Forget about it the moment you land?

There are no prizes here for guessing the right answers but I’m keen to get your feedback.

Share on Twitter

The Super-salesman’s Handbook by William Davis
Published by Sidgwick & Jackson Ltd 1986
ISBN 0 09 949880 4

Tags: sales tip
Posted in 2010, Personal Development | 3 Comments »

The Importance Of Preparation

Sunday, June 27th, 2010

London, UK

Yesterday, I popped down to Kent to see my father and we decided to visit the Preston Steam Rally. Some of you may not be aware of steam engines so here’s a resource about steam traction engines. The event (which by the way continues today) was well organised, had plenty of parking space and was full of interesting stalls, stands and had an excellent PA system which served the main arena. Throughout the afternoon, various events took place. One of which was a parade of classic,vintage and veteran cars. Another featured old Triumph, BSA and Matchless motorcyles. Unfortunately, the man who was MC and introducing the owners, drivers and riders didn’t ‘alf go on! He spent far too much time with each vehicle and asked inappropriate questions, made pointless self-deprecating remarks and clearly had not done his homework. He even said “welcome back” to the owner of a blue 1950′s Pontiac who replied “it’s our first time here” and when speaking to the owner of a 1939 motorcycle didn’t realise that WD meant War Department. Another problem was the microphone handling. His voice came over loud and clear but not those of whom he interviewed. But the MC’s biggest howler were continual references to his rally driving past. As a presenter, MC or event host you are there to engage with your audience and to move things along. It must never, ever be used as a platform for self-promotion or self-aggrandisement. Next year perhaps the organiser will employ the services of a professional presenter who will:

1. Understand the difference between a vintage and a veteran car.

2. Study the background and names of owners and their vehicles.

3. Keep his/her ego in the pocket.

Share on Twitter

Tags: event hosting
Posted in 2010, corporate host | 3 Comments »

How To Get Through On The Phone

Thursday, June 24th, 2010

London,UK

What is it with some companies and their ludicrous “no names policy”? Earlier today I spent a few hours cold-calling various organisations. The project is quite specialist and doesn’t involve “hard-selling” to begin with. In order to double-check the data I’m working with I’ll research company websites. For some reason I didn’t do this with one of the calls. It went a bit like this:

Me: “Can you put me through to Mr X or his secretary please”?

Receptionist: “I’m sorry, Mr X no longer works for our organisation”.

Me: “May I ask whose replaced him”?

Receptionist: “I’m sorry we have a no names policy”

(at this point I had found the new directors name via their website)

Me: “I can see there’s a new Financial Director on your website. Can you put me through to his office”?

Receptionist: “But we have a no names policy”

Me: (getting irritated) “OK, the can you put me through to Mr Y then please”?

Receptionist: “He’s out”

Me: “Does he have a secretary with whom I could speak”?

Receptionist: “Yes, but I can’t put you through without a name”?

Mercifully, her name was on the website too – I jumped in with

“I think it’s Jane Smith (not her real name) I need to speak to”.

Receptionist: “I’ll see if she is available”

Me: “Thank you”

Jane Smith: “Mr Y’s office how can I help you”?

I explained my business to “Jane”. She was charming, helpful and was apologetic about the new receptionist.

Points To Consider:

I could have been a buyer not a seller

I may have been a senior manager of the company checking on how phones are answered

*************************************

The only winners in the interaction above were BT.

Share on Twitter

Tags: cold-calling tips
Posted in 2010, Business Development | No Comments »

Fear Of Failure

Wednesday, June 23rd, 2010

London, UK

By the goings on at Wimbledon this evening, it would appear that Messrs Mahut and Isner don’t suffer from a fear of failure as either one of them would surely have capitulated before now. Instead with the final set at an amazing 59 games all, their tie goes into a third day.
Had you been watching the events unfold on BBC2, you will have seen two very determined young men going hammer and tongs at each other. Having a “never say die” attitude is key to success. Watch sales guru Brian Tracy’s take on fear of failure:

Brian Tracy – Fear of Failure
Uploaded by SuccessfulYou. – Parties, dorm life, and other college videos.

Share on Twitter

Tags: sales
Posted in 2010, Business Development | 1 Comment »

What Should You Write?

Wednesday, June 23rd, 2010

London, UK

I’ve got the earlier edition of Gabay’s Copywriters’ Compendium and find it very useful. Naturally, I ought to use it more so my blogposts can become a little more flowery with the addition of metaphors, similes and portmanteaus or should that be portmanteaux?

One of my favourite passages in the book is one one about British and American spellings and language guidelines. You know the sort of thing; vest and waistcoat, math and maths; windscreen and windshield and so on.

Share on Twitter

Tags: words
Posted in 2010, Business Development | No Comments »

How To Be A Winner At Networking Events

Tuesday, June 22nd, 2010

London, UK

There’s not a lot one can add to what networking expert Will Kintish says in this video. He really emphasises the importance of politeness when networking. I alluded to this in my “how not to network post” of a couple of years ago. In my view though, the most important thing that Will highlights is the length of time it takes to like and trust others. This in many cases can be months or even years.
I’m currently reading an advance copy of Geoff Burch’s new book called Irresistible Persuasion. In one of the chapters, Geoff suggests that we start to smile at others in the course of our daily lives. Please don’t do it in a false or weird manner, just a simple smile will do. It’s really quite amazing how a smile can zoom you into conversations at networking events – particularly those which start at 7.15am! Then when back in your office, compliment a member of your staff on how well they are doing, then you could exercise a bit of cheerfulness to a taxi or bus driver on the way to your next meeting. The point being is that you can change people’s perception of you and they are more likely to remember you at the next networking meeting. Smiling is just the start to relationship-building. Other steps you have to take on the way are:

Ensure you have a firm handshake when greeting people.

Be careful about your eye contact.

Engage others by asking easy open questions.

Share on Twitter

Tags: networking
Posted in 2010 | 2 Comments »

World Cup Jokes

Monday, June 21st, 2010

London, UK

Oh it’s a cruel world but I did enjoy seeing these from earlier today:

1. The England team went to visit a South African orphanage. “It was good to put a smile on the faces of people who have no hope and are constantly struggling,” said Joseph Umboto, aged six.

2. What do you call an Englishman in the knockout stages of the World Cup?

A referee.

and finally……….

3. I can’t believe we only managed a draw against a rubbish team we should have beaten easily. I’m ashamed to call myself Algerian.

Tags: World Cup
Posted in 2010 | No Comments »

Please Keep Quiet!

Friday, June 18th, 2010

London, UK

Well a week has gone by in the 2010 World Cup and there’s only one question – have you had enough of these vuvuzelas and the racket they make?

Tags: vuvuzela
Posted in 2010 | 1 Comment »

Jeremy Jacobs

Award Winning Speaker, Presenter and Host

Archive for June, 2010