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Agenda For a Sales Call -What Sales People Should Know?

posted Oct 19, 2010, 10:20 AM by Sherry Csanyi   [ updated Oct 19, 2010, 1:47 PM ]

So many times sales people meet with their client's without an Agenda. What is an Agenda? An Agenda is a written outline of points for discussion. An Agenda will help control the direction of the meeting. Most often the thought is, I'll just go in there and see if I can fix their problem. Truly a disaster waiting to happen! Here are some points for Sales Folks whether you are new in sales or have been in sales for 20 years or more.
 
Problem, manufacturer is producing poor quality parts for a large new account.  The End User wants to see you and someone from your corporate office.  A team of manufacturing people jump in the car and drive to the client to fix the problem. Is everyone on the same page? Was a Meeting Agenda sent to all involved in the meeting on both sides?  
 
1. What is your strategy?
2. Who has the authority at the manufacturing facility to help with manufacturing or monetary issues? Someone in your group should have authority before leaving your office. The goal is to keep the account and come to an equal and reasonable compromise.
3. Who has the authority at the end user level to negotiate a win-win situation for all?  
4. What are the CLIENT'S real needs and issues?  What is the problem and who and what can fix it? 
5. What are the impending events? Future customer's budget, how much business can be placed once the problem is resolved? (Potential Growth of additional business.)
6. Know the application and importance of the part you are producing.
7. Know your competition. Are you pulling business away from your competitor? Where is your competitor located? Why is the client leaving your competitor? What makes your company superior to your competition? Are you pulling tooling away from your competitor? (This is a very important question. Will you be able to use the tooling your competition sends over to your facility?)
8. What are the time frames for production and delivery?
9. Once there is a compromise, initiate a plan of ACTION and keep in contact with your customer (end user). Invite the customer into your facility to show them progress and get part approvals. If you are unable to travel, try weekly video conferences with the client.
 
Agenda Outline Example
1. Where is the meeting and with whom?
2. Reason for meeting?
3. Who will be key players in the meeting with authority?
4. What can be done to meet their needs? Need review.
5. Need Feedback from customer and manufacturer.
6. How long will it take and why? Customer's expectations
7. Questions & Answers
8. Schedule Next meeting - (Where, with whom, reason, expectation for next meeting)
9. Review of the meeting. Everyone is on the same page and agrees about the next step.
 
*In a meeting it is always a good idea to take notes and photographs of parts. Leave the meeting with both sides having a "warm and fuzzy" feeling.
 
Remember important key words which will help you: MONEY, AUTHORITY, NEED, IMPENDING EVENTS, APPLICATION, COMPETITION AND TIME FRAMES. Start with a plan of action and know your customer's NEEDS. Fix the problem before asking for more business. Make sure your customer is happy! Sales people can also use these keywords prior to prospecting or any face to face meeting. Do your homework prior to speaking, meeting, or visiting a potential client.
 
A satisfied customer will always want to place more orders. 
 
 

How To Become A Successful Virtual Assistant

posted Aug 19, 2010, 6:05 AM by Sherry Csanyi   [ updated Aug 3, 2018, 5:13 PM ]

Becoming A Successful Virtual Assistant

 

Many people ask, “What do you do for a living?”  I have been a Successful Virtual Assistant for over 20 years before anyone ever thought of a title called, Virtual Assistant.  “What is a Virtual Assistant?” A Virtual Assistant is a person who does work out of their home. What kind of work? In general, a Virtual Assistant performs secretarial, bookkeeping, sales, prospecting, consulting, graphics and other services out of their home for clients who have decided to outsource such duties thus cutting down on their overhead costs. What this means to a client is that they do not pay any hospitalization, business housing or workers compensation costs for the person they contract. The Virtual Assistant is a 1099 Independent Contractor who is responsible for their own taxes, insurance, home office and equipment. All of these business expenses are a tax deduction for the Virtual Assistant.

 

There are many benefits to becoming a Successful Virtual Assistant.

 

  1. A Virtual Assistant’s time is their own. A Virtual Assistant schedules their own time for the work they are contracted to provide. Time Management is a quality a Virtual Assistant must have in order to become successful.
  2. A Successful Virtual Assistant can have more than one client (customer) which is an asset in today’s economy. As long as the project is completed for your client, you have more time to work with another client. When a Virtual Assistant has more than one client in a different business sector, there is less economic impact on the Virtual Assistant’s business. For Example: If a Virtual Assistant has a client in the circuit board industry, one in the Metals industry and one in the graphics industry the economy might impact the Circuit Board client but not the Graphics or Metals industry client thus keeping the Virtual Assistant on an even keel with economic times. The ability to be a successful, versatile, multi-tasking Virtual Assistant keeps the cash flowing during an economic downturn.
  3. A Virtual Assistant has the opportunity to become very creative.  Depending upon the relationship with your clients, a Virtual Assistant has the opportunity to offer different creative ideas to their clients. A Virtual Assistant can also be somewhat of a business consultant to their clients by offering different and more effective ways to conquer large projects, marketing products, designing presentations, or assessing particular needs for their client’s business. Basically, clients hire a Virtual Assistant to perform a service and the client just believes the project will be completed.  This is the opportunity for a creative, successful Virtual Assistant to provide a professional implementation of the project leaving the satisfied client with wanting more projects. It’s always nice for your client to hear, “What a great presentation! Who designed your website or put this presentation together for you?” “My Virtual Assistant and I worked on this together.” Do I hear a lead?
  4. A successful Virtual Assistant receives referrals. When you become a successful Virtual Assistant and you have satisfied clients, the Virtual Assistant will receive additional clients.

 

In review, becoming a Successful Virtual Assistant requires Time Management, Multi-tasking, Creativity, fulfilling clients’ needs giving the best service possible and being on the edge of technology in today’s marketplace. Keeping up to date with your software programs and knowledge of the Internet can help with fulfilling the needs of many clients waiting to hire a successful virtual assistant. Remember, strong virtues of a Successful Virtual Assistant include honesty, sincerity and integrity.

 


 

 

posted Oct 14, 2009, 11:16 PM by Sherry Csanyi   [ updated Feb 6, 2012, 5:36 AM ]

posted Oct 14, 2009, 11:11 PM by Sherry Csanyi   [ updated Mar 3, 2010, 2:09 PM ]

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