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Generate New Sales: Mark Borkowski

Its your call: How to generate new sales prospects.

Humor me for a second. Think back to the last deal you closed and ask you, “Who was the decision maker I had to reach and influence? How did I do it?”

The reason I asked you to think about that is because there will always be someone you will need to contact and influence to get the next deal and the one after that and all the deals you could ever possibly close in one lifetime. Your success doesn’t just happen. You make it happen, and it all begins with prospecting.

Prospecting is nothing more than the art of speaking with people who might do business with you, and engaging them in a meaningful conversation so that they will want to see you and talk further. Let’s not make it any more complicated than that. At the end of the day a telephone sales call is only a conversation between two people.

Make a list of everyone you just identified. It doesn’t matter if you need to speak with fifty people or only one; your focus is on precision not volume.

Once you have the names write down the main issues facing each person on that list. The reason I’m suggesting that is because you will have to address their issues, not yours.

If you start your conversation rambling on about your products and services you will sound like you’re selling something. When you talk about their issues you hit their Greed Glands which address what’s in it for them. Retirees are not waking up in the morning wanting financial products. (It would be nice.) They are, on the other hand, concerned about the rising cost of living.

Once you’ve worked out what you want to say you will have to get the person on the phone. The objective of your call list is not about making calls. Many financial advisors base their lists on volume, in other words the more names on the list the better because if they don’t contact someone there are plenty more to call. What happens with this approach is that most people end up leaving a lot of money on the table, missing up to 75% of their opportunities, simply by not contacting people. A call is not a commodity. It’s precious.
It would be nice if we were mind readers and knew where our biggest opportunity was, but we don’t so we have to speak with everyone. Your objective is to book appointments.

So whether you have twenty people to call or only one, get them on the phone. All of them. Without exemption.
Leaving a voice message doesn’t count. That only fools you into thinking you contacted someone when in fact all you did was leave a voice message. The easiest way is to ensure that you connect with your prospects is to simply find out when they are in, and then call at that time.

By planning your calls and your message you stay in control.
Once you get your prospect on the phone you will have the opportunity to speak for all of about thirty seconds at which time you will either ask for an appointment or ask a qualifying question. From the time you introduce yourself to the time you ask for an appointment there are less actually than thirty words. Make each word count. The words you speak paint images in people’s minds and you have complete control over what those words are.

Twice as important as what you say will be how you say it. Speak slowly and send the message that what you have to say is important. It’s so important that you will take a minute before the call to focus on how you can make the prospect’s life better, and that will bring out the passion in your voice.

At the end of each call you will either be sitting there with an appointment or you won’t. Either way self-assess to either see what you did well so that you can do it again on the next call, or look at where you need to improve.

If a call does not work out for whatever reason figures out if it was they or you. If there was something you could have done better, make sure to take correction action for the next call and then reward yourself for learning from your mistakes. When you consistently self-assess you stop repeating the same mistakes, and when that happens your performance benchmarks rise as like gravity.
By making yourself more effective you ensure that your next deal will be more successful than your last.

Mark Borkowski – is president of Mercantile Mergers & Acquisitions Corporation. Mercantile is a mid market M&A brokerage firm based in Toronto. Contact: www.mercantilemergersacquisitions.com

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Financial advertising, marketing and sales without the 56% google inefficiency.

Google admits that advertisers wasted their money on more than half of internet ads

By  http://qz.com/author/zwenerflignerqz/

Online advertising is a fickle thing. It accounts for 20% of the ad industry’s total spending, and over 90% of revenue for the internet giants Google and Facebook. That said, no one seems to have any idea whether it actually works.

That uncertainty reached a new high this week, as Google announced that 56.1% of ads served on the internet are never even “in view”—defined as being on screen for one second or more. That’s a huge number of “impressions” that cost money for advertisers, but are as pointless as a television playing to an empty room.

This is not a big revelation. The web metrics company ComScore reported last year that 46% of online ads are never seen. Spider.io, an ad fraud company acquired by Google in February, has pointed out that a large portion of ads are “viewed” only by robots, revealing that one botnet of 120,000 virus-infected computers viewed ads billions of times, running up the tab for advertisers without offering them the human eyeballs they sought.

Still, the acknowledgement by a heavyweight such as Google that ad viewability is a problem could shake up the industry by delaying possible IPOs of ad companies and requiring new ways for advertisers to gauge the effectiveness of their ads.

The nineteenth-century retailer John Wanamaker famously said, “Half the money I spend on advertising is wasted. The trouble is I don’t know which half.” In this case, it’s the obviously the half that pays for ads which are never seen, and now advertisers are looking for new tools to figure out which those are.

It’s worth noting that Google made this acknowledgement of the deficiency of the model it has profited richly from while also offering a new model to advertisers: In July it introduced its Active View product, which measures only viewed ads.

New Canadian Money

New Canadian money: beautiful, colorful and scarce until now. The Bank of Canada is in full phase launch mode. The latest series of new 5s and 10s join the line-up of the newest printed Canadian 20s, 50s and those wonderful “C” notes.

The new Canadian money is different, unique and distinct as its land, languages and people. “The smell of money” a common old saying brings new meaning to Canada and Canadians. OOOAAAW – the scent of money. Many Canadians and a few brave members of the media have reported the smell of maple syrup that wafts off the newest Canadian bills.

In order to best enjoy Canadian money one must know the rich history of its past. The English and French fought over our fledgling nation throughout the 100 year war. Two of the most powerful Imperial nations at the time mixed it up to own, control and rule these lands and peoples for many reasons.  The “A History of the Canadian Dollar” by James Powell is the definitive history and a must read for any money aficionado, novice or patriotic Canadian. http://www.bankofcanada.ca/publications-research/books-and-monographs/history-canadian-dollar

From playing cards to coins and notes, Canada has a beautiful currency history and the story is fascinating and the odyssey continues today. The nostalgic penny will no more see the light of day whilst the demand of copper has increased the value of the remaining pennies – a hidden advantage to be recycled and live on. In the “Canada Economic Action Plan 2012”, the Federal Government announced it would phase out the penny from Canada’s coinage system. To help consumers, businesses, charities and financial institutions to plan for the change, a transition date of February 4, 2013 was set as the official date that the Royal Canadian Mint would no longer distribute pennies. Rounding up and down will take some time to get used to for retailers, consumers and Canadian businesses. http://www.budget.gc.ca/2012/themes/theme2-eng.html

Money in Canada is not without its own inherent problems; counterfeit currency has plagued the nation several times 5s, 10s and 20 dollar bills have all surfaced at different times. I have had the pleasure of personally receiving two fake 20s from a bank machine just in the last two years. Unknowingly, Canadians have used and passed on hundreds of thousands of dollars. The new Canadian money is many times more safe and secure than most currencies to date. See the latest safety features, information and equipment available to take in, authenticate and transact the new Canadian money. http://www.bankofcanada.ca/banknotes/bank-note-series/polymer/

The Canadian Dollar, commonly known as the Loonie, embarked on its metamorphosis in 1982 changing from paper money to minted coins. We have often learned in a painstaking manner from the last generation the true value of a dollar. It has been told to us, shown to us and demonstrated. It’s all this pent up energy we had in our childhood that enables us to cut loose if and when we can ever get money or it’s more dangerous relative, ‘credit’. This fact of knowing the value of a dollar has little or no effect on the currency and worth as it fluctuates on a daily basis and is based on complex systems, other than the value of other currencies together with fiscal and monetary policies as set by the Government of Canada and the Bank of Canada. The price of bread, milk, eggs, cars and homes have increased considerably, but accordingly, and in line with inflation.

The American Dollar: you cannot mention Canadian money without considering American dollars – our closest geographical neighbor and largest trading partner.
The Canadian Dollar holds its own compared with the United States but has had its ups and downs; in the early 70’s the Canadian dollar was worth more than the greenback. In the 80’s Canada had a policy of making it easier to trade with the U.S. by having a lower dollar that encouraged Americans to buy Canadian and do more business here. In recent times, as America tries to re-invent itself and regain the helm of as a leading economic nation, Canada will get a tremendous boost as America rebuilds and restores its once unchallenged place in world rankings. For now, our currency exchange is almost on par and our financial institutions are in good shape because of good and strong government policies.

“Old money is better than new” a statement that refers to extreme family wealth or inherited money. Newsflash! There are now more self-made Canadian millionaires today than ever before
yet the gap of the 99% and 1% grows exponentially.

New Canadian Money is here and we should enjoy it and embrace it, covet it, have it, hold it and learn to share it with those that have nothing, less or not enough. The color of money will not change and the meaning of money will not change; but change we must! With time, technology and circumstance, our young and growing world-class nation must change to grow.

MONEY-CA.COM Stand on Guard for Thee

Me and My Money - MONEY CA
Me and My Money – MONEY-CA.com Stand on Guard for Thee

MONEY CA – money.ca a Canadian website often confused because of the .ca many North Americans confuse the CA for California State in the United States of America. In fact the .ca is the Canadian international brand for websites recognized worldwide and CIRA the Canadian Internet Registry Association registers and administers Canadian sites in Canada.

This letter, communication and challenge are put out there to not only recognize MONEY-CA as Canadian but to let popular search engines like yahoo google and bing accept us as a distinct nation and county that has its own currency.  Often times Canada a lower populated country beside the Americans is geographically larger than the U.S.

The American economy is considered to be much larger because of it’s population and a large tax paying base of citizens. Canada small, quiet and cool a nice place to visit one of the greatest places on the earth to live. Canadians do have a highly skilled work force are often influenced by America and Americans. Canada is in fact a world player and a G8 nation with an abundant amount of natural resources that many other countries envy.

MONEY.CA is the online destination place for money, finance and financial literacy for many Canadians, Americans and International followers.  Without goal tending and red tape MONEY.CA should and ought to be placed and ranked highly on any world-wide search engine or listing. Yaho0 google bing and youtube along with a few other social media companies like Facebook, Twitter and LinkedIn are considered to be the Internet where you are supposed to find good, important and relative information based on your search request.

MONEY.CA and money-ca.com are one in the same and the message is clear here we are and welcome to MONEY.CA Truly we accept all denominations of money and people. The way we go about our business to get your attention when Search Engines fail to do their job and rank top sites with good content high. When goal tending and pay for service enters the picture then greed and not service are the winners.  Find us any way you can and when you do make a marker, create a favorite and tell others in person or online that MONEY.CA is here and where not moving off the Internet or out of Canada. And so the next time you see any of our sites that crawlers miss we can be found in the places that you would in fact most likely look.  MONEY.CA is the main benefactor of important prominent keyword sites like MONEY-CA.com CA-MONEY.COM Canadian-Money.com and Money-Canada.com stand on guard for thee both locally across Canada and throughout the world we should be found at our usual address and placed prominently and according.

MONEY.CA number one on yahoo google bing and youtube including others is the only goal for MONEY to be found and not lost for any reason. Follow our trend to the top for getting better quality content and information to you, your money and your local search engine crawler.

 

 

 

 

November 11, 2012 Lest we forget – The Price of Peace and the cost of War

The Arithmetic of War: $9 Million Compared to $9 Billion for Next Generation Fighter

The cost of War and the price of Peace

Canada has a long history of service to international human rights, diplomacy and democracy.  Technology equips every soldier, tank, battleship and fighter jet. The need to be at the forefront of weaponry and innovation is a fact.

Prime Minister Stephen Harper, Finance Minister Jim Flaherty, Minister of National Defense Peter MacKay and Veterans Affairs Minister Steven Blaney continue forth on the procurement of $9 billion F-35 contract, while Veterans have had their funeral and burial benefits frozen since 2001. The current thinking is Canada can afford $9 billion for upgrades to its airforce but in doing so can justify slashing the operational budget of Last Post Fund by some 29% (or $1 million in 2013-2014). This is why the Last Post Fund, which delivers the Veterans Affairs Funeral and Burial Program, had to launch a national fundraising campaign to the tune of $9 million in order to fully fill its mandate towards modern-day veterans not eligible for the Canadian government’s Program (those who served after WWII and Korean War). Other projects for which donation monies are required include the perpetual care of the National Field of Honour where more than 20,000 persons are interred, and the provision of permanent military-style markers for eligible veterans who lie in unmarked graves (between 20,000 and 30,000 across Canada).

Therefore $9 billion is 1,000 times the $9 million it would take to allow the Last Post Fund to meet all veterans’ needs, be they traditional or modern-day veterans.

Write your Member of Parliament

 

 

  • You can read about the Last Post Fund capital campaign here.

 

  • You can donate online here.

We ask fellow Canadians to honour Veterans’ Week November 5 to 11, culminating in Remembrance Day services at your local cenotaph.  Show your support for Veterans by letting your MP know your vote means remembering Veterans – especially in death.

Contact Jean-Pierre Goyer, Executive Director

lpfinfo@lastpost.ca   Toll Free: 1 800 465-7113

Our mission is to ensure that no eligible Canadian or Allied Veteran is denied a dignified funeral and burial due to insufficient funds at time of death.