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Confused about QuickBooks?
The professionals at SME are Certified QuickBooks Pro Advisors. We will be there to help you identify the most effective use of the program, teach you how to use it efficiently in your day-to-day operations, and keep you apprised of system updates.
Our next class will be on Thursday, August 4th at our office from 8:30AM to 5:00PM. To find out more information, visit our website. To register, please email Rebecca Best today to sign up. Also, if you know of someone who needs QuickBooks training, please feel free to forward this information. |
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Marketing Tip from Rebecca Best
From Telemarketer to Top Gun
Unlike selling one to one or via the phone, selling large accounts requires preparation. It is important to know what to say before you pick up the phone, here are some points to get you ready:
- Review the Annual Report, especially the letter from the President or CEO. Often this first section of the report will give you insight into the organization, enabling you to highlight how you can help the company reach its goals.
- Stay abreast of business trends. By understanding marketplace pressures, client news and competition you will be able to better serve your clients.
- Understanding the news of the industry you serve will be beneficial as well. Ask your clients and contacts what periodicals they read to learn more about trends and new developments within the industry.
- Once you are prepared with information you must work to get your foot in the door. Do not spend time with those that are not decision makers. Identify who the buyer is and use your referral network to meet him/her.
- Focus on what the client needs, not just what they say they want. Ask additional questions and discuss the value you can provide as well as the measurement of success.
- Clients want results. Communicate the outcomes that are important to them such as timely service, high return and a personalized experience.
- Become the provider of choice by demonstrating your expertise through testimonials. People like to do business with those they trust. By building a book of testimonials your clients will become familiar with you. This builds trust and credibility.
Being successful selling large accounts does not take place overnight. Like the human development process, selling large accounts will take years of time, energy and investment. Even when you think you have mastered the process, there will be more to learn. Stay open to learning and you will remain successful.
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Technology Tip from Sharon Bragg
Tame Your Inbox
Is your email Inbox out of control? Here are some tips to help you process your Inbox efficiently:
1. Set up a simple and effective system - determine whether the email is Reference Information or Action Information:
a. Reference information is not required to complete an action. It is there in case you need it later.
b. Action information is information you must have to complete an action.
2. Set up a reference system for the first type of email - a series of email file folders where you store the data. Process the action information as a task.
3. Schedule some uninterrupted time to process and organize email every day. Spend an hour a day on mail, and only mail, by making an appointment for it on your calendar. At first, keeping the appointment might be hard; but once it becomes habit, you will find that it allows you to empty that over-crowded Inbox and get more done during your day.
4. Process one item at a time starting at the top. Determine how you want the mail sorted (by date, subject, sender or subject) and then work through them one at a time. Resist the temptation to jump around. Be methodical, and over a few sessions, you can get your Inbox down to zero.
5. Use the Four D's model -- Delete it, Do it, Delegate it, Defer It:
a. Delete it - Ask yourself these questions and then act:
i. Does it relate to an objective you are working on?
ii. Does it contain information you can find elsewhere?
iii. Does it contain information you will refer to within the next 6 months?
iv. Does it contain information you are required to keep?
b. Do It - If the message requires you to take specific action and you can do it in less than five minutes, just do it. c. Delegate It - If you can't delete it or do it in five minutes, can you delegate it to a more appropriate team member? If so, go ahead and compose a delegating message and forward it. After forwarding, delete the original message or move it to your reference system. d. Defer It - If the message requires that you deal with the work yourself and you can't accomplish it in five minutes, defer it. This is your dedicated processing time and you must work through all your other messages. You need to do something with the deferred messages -- either turn them into tasks or appointments. Put the task on your task or to-do list, naming it clearly stating the required action so you won't have to reopen the message. Or, you can drag the message to your calendar and turn it into a meeting request. |
