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  • Setting Clear Goals and Objectives

    Fashion world descends upon us

    Processes

    In order to achieve goals there are processes which should be implemented; processes designed to streamline and analyze such goals and objectives so that they are deemed achievable before the first step is taken. It is important, however, to start at the very beginning and with the smallest, most specific part of the goal or objective, making these initial steps the most important in meeting the guidelines.

    An objective is a thorough understanding of what action or plan is to be taken and then identifying the anticipated results. Such a plan provides the set of directions intended on making the decision less complicated than it appeared in the early stages or at inception.

    Peter Ducker wrote a documentary-style book published in 1954 entitled Practiced Management wherein MBO or Management by Objectives, was introduced. The book outlined a program which consists of simple but very useful processes in order to meet commitments in an organization. The nature of this program is such that it is also be applicable to personal plans.

    MBO consists of 5 steps

    First – It should be Specific. It is better to accomplish one goal at a time instead of attempting to – or even thinking of – pursuing several plans simultaneously, since a single objective cannot be reached if there are two or more results expected. Fundamental to this step is the need to clarify that which is to be achieved and giving it full attention. It also must be taken as seriously as possible.

    Second – It should be Measurable. Many things that are not tangible can be difficult to measure and, by contrast, there are things which are measurable by the mere fact that they include numbers or ratings. Take, for example, that service crews are hard to measure based on how the service was delivered; but if complaints are counted there is then a specific number which can be used to rate the effectiveness of the service.

     

    In offices, the number of tasks or assignments that were accomplished is used as basis for measurement. Cooperation, though a very vague word can also be measured by taking survey a subordinates and peers. How fast or slow customer assistance was provided to a certain individual is enough to provide data on how situations can be measured.

    However, refrain from the use general terms when making an objective statement, but speak in clear and specific terms, such as: to write, to recite, to perform, to fix, to process, to designate, to purchase, to choose, to reprogram, etc.

    Realistic

    Third – It should be Attainable. The resources made available provide information on how an objective can be attained, indicating that it must be something derived from fact which being very realistic. Keep in mind, the possibility that certain objectives can indeed be realistic but the time frames in which to reach or accomplish them are not.

    So it is better to state objectives that are factual since this promotes motivation; rather than stating an objective taken from belief, as this may result in unexpected (devastating?) failure and lead to a feeling of discouragement and/or despondency.

    Fourth – It should be Result-oriented. An objective should be stated clearly so that the expectation is clear. Focus on the end result as this will be a guide in determining whether or not the objective to reach a stated goal is effective and meaningful. Is this objective going to help the individual grow or succeed? Will it be beneficial to all concerned? For it is only after all the plans are completed, reaching the objective can be considered a success.

    Fifth – It should be Time Bound. There should be a limitation on all the things needed to be accomplished. This matters, since the root of any plan can be traceable; but it matters also because it is an indication of whether or not the objective is effective enough not to cause unneccessary delay. Of course, as with any goal or objective, there will will always a sense of fulfillment when accomplishing a set of objectives occurs earlier than the deadline.

    Chart

    In conclusion, developing an objective that is easily measured, can be attained, within a limited time will help in determining if the objective is realistic enough, meaningful, and worthwhile to everyone involved.

    A chart or journal can be kept to keep track of any opportunities and strengths that were recognized along the way. This will also indicate the time that was consumed and the length of the objective developed. A successful objective helps motivate the individual or the group involved toward greater achievements.

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  • The Job Seeker FAQs on Thank-You Notes

    Kiss-up-ish?

    Many career advisers will tell their job seeker clients to send a thank you note after having been interviewed. To address the most frequently asked questions on how and what to send in a thank-you note, the following giveaways could come in handy.

    Won’t the employer think that an applicant is desperate and kiss-up-ish if s/he sends a thank-you letter?

    Of course not. Rarely is an employer not pleased to receive a thank-you letter. It is considered a common way of showing politeness; a gesture of courtesy, one way to outshine the rest of the interviewees, and a way to keep your name upfront.

    Will it not jeopardize the possibility of getting the job?

    Not in most cases, but it could under some circumstances. So – you may ask – why take the chance? The answer: Most bosses waver between the two most recent and promising applicants. A student and an experienced officer, for example, are the final interviewees for a certain position.

    However, when the boss gets a thank-you letter from the student, it made all the difference, because that simple, well mannered gesture increases the student’s chances of getting that job.

    Rapport dictates format?

    Can it be handwritten or should it be typewritten?

    Actually, it does not matter since the important thing which really counts is consideration and the thought of doing it. Of course the letter must be tailored to your prospective company and the officer who interviewed you, thereby further demonstrating respect.

    Keep in mind that if the company interviewer or the position being applied for merits a formal business letter, then do so. Mostly, a handwritten note is okay if the interviewer and the applicant have built some rapport.

    Will it be okay to e-mail the thank you note?

     

    First thoughts indicate that this is a big NO. However, it depends on the company’s culture because if the company’s personnel use e-mail in all their communication and correspondence, then it should be acceptable. This will also apply if the company is into fast decision making when hiring applicants.

    Always remember that even if e-mails fit in with the culture of the company, it’s still a better idea to follow up the email with a hard copy of your thank-you note.

    So you can save yourself a lot of trouble since “anything goes” right?

    Nice and neat works!

    NO. On the other side of the previous story, there are prospective applicants who were almost on the verge of being hired but suddenly hit the skids after sending in sloppy, ill-fixed thank you letters, with many typographical errors and misspelled words. A part of having good communication skills is being able to write effectively. Companies do not need employees who have to be taught simple writing skills.

    Will a borrowed thank-you letter do?

    Yes, borrowing is one thing, but make sure to look at the letter’s basic structure. Never plagiarize the whole letter as it may be applicable to the one person but not to the other. Surely, there are employers who can distinguish a thank-you note that has been copied from another.

    If it was a panel interview should thank-you letters be sent to all interviewers?

    Frankly, that would be recommended since the same letter to each is as essential as sending one to all. The only thing you have to do is edit some phrases for individuality in case the interviewers bump into each other and compare the notes they received.

    How soon should a thank-you note be sent?

    The golden rule is to send thank you notes within 24 hours after the interview.

    Will it still be okay to mail the thank-you note if the hiring decision is made sooner than when the mailed thank-you note is received?

    Personalize it

    Come to think of it, if the mail is too prehistoric for the hiring decision makers, then find a much speedier way: it can be sent via e-mail, fax, express delivery or personal hand delivery. In fact, if you have hand delivered the thank-you note, it can leave a great impression.

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    What if there’s already an offer before even sending the thank you notes?

    It’s still better to send the thank-you note as this can be used to accept or decline the offer. This could also be a confirmation of your agreement and/or understanding of the offer they have given (salary, benefits, other compensation, starting date, vacations, etc.), this way any discrepancies can be straightened out before even starting the job.

    Always find a way to make it as personalized as possible and try to think out of the box. You may even adapt some of what you have observed among contents of the interviewer’s office during the interview. Sending an article that you think the interviewer might be interested in is also a good suggestion. Whatever method you use, make it fast and professional.

  • Thinking Positively Out of the Box

    Making the cut

    How can one person “think outside the box?” First and foremost, thinking outside the box is an activity which should be done independently; but the question which persists is, how? Consider for example, that you are tasked with cutting a cake into eight slices but you must make no more than three cuts. Most people will probably have trouble coming up with a way to accomplish this. But in order to complete such a task, you really do have to change the way you look at the cake and how to cut it.

    One method which can be used to complete this particular cake-cutting task is to cut the cake into two equal sizes, then put one half on top of the other. Cut that first stack in half again and stack the other half pieces on top of one another; then cut them a third time. And there it is, eight slices in three cuts! That’s thinking out of the box.

    Another example of thinking out of a box is as follows: Here are four words… subtract, multiply, add, decrease… Now which one does not belong to the group? Most people would quickly say that the word “decrease” does not belong. Why? Because all the other three words are mathematical jargons and the latter is not.

    However, that would not be thinking out of the box because if you think out of the box, the correct answer would be the word “add” since it only has three letters while all the other words consist of six and more. In other words, thinking out of the box is not necessarily giving the right answer, but the one that shows more creativity.

    A prevailing component

    The prevailing component in how our minds work is inserting some changes from past experiences and processes. Another good sample is when you are asked to name two days that start with the letter “T”. Your answer would probably be Tuesday and Thursday. Hey, how about Tomorrow and Today? Well, that is out of the box all right.

    Some companies try to test a new product and are sure they are getting a particular design at a reasonable cost. They look at things in the business and think that objectives will work just as planned. But these things sound monotonous already because they only think using past patterns.

    Patterns are helpful since they help finish tasks such as driving, eating or drinking, but these are the same patterns that make it hard for people to think out of the box and create alternative solutions to a problem; especially when challenged with unwanted data.

    Breaking the pattern

    One important step which can be taken to break the pattern is trying to reverse patterns, designs or solutions in order to arouse new interest. Take things as they are and turn them inside out, upside down, or simply turn them around and you’ll be surprised with the results. This was Henry Ford’s personal experience. His conventional plan was just to “bring people to work.” He tried to change all this into: “bring work to the people.” The latter plan generated more revenues.

    Another way to create other solutions to simple problems and situations is to not think about the subject. If you want to bring about something more creative, think not of the part of the problem itself, but rather, think of people or subjects in motion and then use the abstract formation or design as a stimulus for a new design.

    Odd & absurd ideas

    Furthermore, in order to think out of the box, you should never shy away from the fact that some of your ideas could really be crazy enough. This could break rigidity of thinking and present a way to sift the harebrained and irrational. This gives the thinker more freedom to think out of the box and reinvent things in a way they have never been arranged before. What you could do is list several odd or absurd ideas about a certain problem.

    Letting go of the question will release any stress you are undergoing by trying to “squeeze” out the creative juices. Once you let it go, all the power of the universe is free to find a solution and the solution will come to you when you least expect it.

    In more real life scenarios you could think out of the box just for fun. You can practice fun trouble-making stuff without hurting anyone by saying or doing the unexpected. It is important, however, to make sure that you do this first to persons you already know so as avoid conflicts and unnecessary confrontations. Say for example, a buddy asks for the time; automatically you would look at your wrist watch which is a result of the stimulus-response theory.

    The genius of crazy

    Thinking out of the box, why not say something crazy like, “Oh it’s time for vengeance,” then head toward the door. Watch their reaction as they go into total confusion and trance as you have totally mixed things up in their heads and interrupted their thinking pattern. (Don’t forget to apologize afterwards)

    Thinking out of the box, usually known as creative thinking, seeks to design new and really creative arrangement of elements to produce a work of art. Being an out of the box thinker can be a rewarding profession, and while potentially dangerous, it could be one of your strengths in no time. If the herd is going to the right, you go the other way.

    Remember that you could be a genius in your own way as your thoughts come from deep reaches and these totally different ideas are clever enough to make a difference in the end. Thinking creatively and out of the box is wild sometimes, but could move you through the growth and self-development process.

    Woman in a neon triangle

    You’ll be surprised at how easy and differently it will be for you to fix and try to solve problems in ways other than the tried-and-true methods. Let your thinking out of the old box be your guide to a new, better and wonderful approach to life.

  • Job Scouting Tips and Techniques


    Self-analysis

    Prior to looking for that specific job which would be most suitable for you, it is important to learn the most effective way to market your talents; because effectively marketing your talents will help you gauge the possibility of landing the job you really want. First and foremost, skills and interests should be personally evaluated, and Jotting down a list would definitely be the best way to define and evaluate your capabilities.

    Secondly, you should know your limitations since there are jobs that may be too demanding and therefore might not work for you; and on the other hand, some jobs may not require the level and/or multiplicity of skills you possess and, as such, would render you overly qualified for those jobs.

    Thirdly, consider the importance of planning, which is an integral part of the job scouting process. For example, it is important to plan your time in a manner that supports spontaneity; whereas as soon as there is an inner instinct which indicates to you that you’re ready, willing and able (another way of saying qualified), you will be able to act.

    Be the early bird

    Once this has been done, go to companies and prospective employers early in the morning. This will give them a good impression of you; but it will help you, as the applicant, to give yourself enough time to complete the application process if everything else goes well. Remember this old adage, “the early bird catches the worm.”

    Of course it is already common knowledge that the very first thing which should be done when looking for a job is to prepare an impressive resume; and naturally, the resume type and quality often depend on the type of job being applied for. However, there are times when certain employers require curriculum vitae and even a cover letter or “letter of intent.” But despite the resume type, you must keep in mind that every professional job you apply for expects to receive a well written resume.

    After preparing the documents needed for application, the next thing which should follow is finding vacancies for new hires. Searching/using the Internet will be very helpful for this particular task. There are sites like HotJobs, America’s Job Bank, and Monster that provide this type of assistance, as well as resources and convenience for people to look for jobs.

    Where and how to look

    Where else to look for job openings? – The initial step is to look at local newspapers because these sources can provide information (found in the Classified Ads section) as well as lists of wanted personnel and employment opportunities. Applying at several companies initially in a local area can save an applicant even more time and money. If it so happens however, that a job was found late in the day, it is important to call with inquiries right away because it is never a good idea to let a day pass when opportunity knocks.

    How to look for jobs that are not announced? – Sometimes companies and private employers do not actually advertise their job openings. Under such circumstances the best course of action an applicant can take might be to weigh the possibility of being hired by a certain company simply by submitting an application form or resume. One way to go about scouting out these kinds of jobs is to start looking personally; tell everyone about your job scouting and what you expect to find.

    Relatives and previous offices or company co-workers will be able to provide hints on job vacancies in their current companies. Professors or teachers will also be helpful in recommending schools and institutions that are now looking for new instructors. These folks might not have any vacant positions with their company in mind, but they quite possibly may know someone who knows where a new employee might needed. That’s what others call networking.

    Often times the Yellow Pages could serve the important purpose of providing information on how and where to call during your search for a job. This source gives an accurate list of companies and prospective employers in a chosen area. In addition, visiting the library is also a tool than can be useful when looking for a job. There are libraries that make available, a list of local employers; just asks the librarian for more information.

    Direct contact

    Contact these employers personally, even if they did not advertise any vacant positions with their companies. Lastly, be observant of signs posted on doors and windows of shops and stalls on your journeys to and from daily destinations. If luck prevails, you might be able to walk in and ask for information about the job and how to apply.

    After submitting application forms and resumes to the respective companies, keep track of the progress by creating a chart on which you can jot down the name of the specific companies, application dates and other important information submitted.

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    Here’s a job-scout checklist to help you along your way:

    • Identify experience list
    • Identify prospective employers
    • Prepare documents
    • Plan schedules
    • Contact companies and/or employers
    • Get ready for an interview
    • Evaluate how interview went along
    • Take the exams
    • Start with the new job!

  • Basic Steps to Improve Your Interviewing Skills


    Interview prepping

    Although we’re in the midst of modern-day technological advancement, the “back-to-basics” rule still applies when it comes to getting hired for a job. It matters not whether you are planning to apply to a million dollar company or a small, independent firm. When you come face-to-face with an interviewer it all boils down to how you present yourself, because this is the deciding factor as to whether you get hired or not.

    Consider for a moment that you have distributed your resume to prospective employers and you have determined the appropriate job to apply for. What comes next? All things considered, your next step should be to schedule the job interview.

    To smooth the way prior to an interview, you might try to acquaint yourself with the assistant or receptionist when you schedule your interview, either by phone or in person. Be friendly and polite, as these people might provide information which can be essential to getting that job, or even just give you a little background of the company or your prospective boss.

    Show up

    Finally, you show up for the interview – The basic traits of being prompt, well spoken and mannerly, as well as being neatly dressed and groomed are all factors that contribute to making a lasting impression that will help immensely in you getting hired.

    In view of the foregoing, these simple steps will help you improve your interviewing skills, like readying yourself for that interview. Read on!

    First, dress appropriately. Once the interviewer walks into the room, or once you walk into the room to be interviewed, your appearance will be the first thing to make an impact. Dress appropriately, check your grooming and mind your posture, because the old adage “first impression is a lasting impression” still applies.

    Second, practice basic courtesy. Know where the interview will be held and be there promptly and with ample time to prepare yourself before the scheduled interview. Turn your phone off to avoid unnecessary interruptions/distractions.

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    Researching

    Use all your resources to make sure that you have some basic facts about the company. You would not want to be caught unprepared when asked about how you heard or what you know about the company that you are applying with. Learn about your potential employer and in your mind, develop a clear picture of the company profile.

    Make sure you prepared answers to a few basic questions, but do not sound scripted. This happens when you rehearse what you will be saying word for word. It is enough that you have an overview of what you will impart to the interviewer, and it is much better to be spontaneous.

    Be cool. Know your value

    Calmness is key – Step forward so that you are now seated and the interview is about to begin. Display confidence by maintaining eye contact, giving the interviewer a firm handshake, a friendly smile and a polite greeting. Sit only when you are asked to do so and do not forget to thank the interviewer for taking time out of his or her busy schedule to interview you.

    Make sure to start on a positive note and set the proper expectations, but do not sell yourself short. In the course of your interview, answer questions briefly and accurately. The key is to be honest.

    Make sure that, as a prospective employee, you impart to your future employer what you really are and what you can do for the company, not the other way around. Stay positive and do not speak negatively about your previous employer.

    If you are applying for your first job, do not let your lack of experience hinder you from gaining the advantage against more experienced applicants. What you lack in experience, make up for in confidence and eagerness to learn. You should also try to put yourself in the employer’s shoes. Ask yourself, if I were on the other side of this desk, what qualities would I look for in a potential employee? Would I profit if he works for me? And can he contribute to the development of the company?

    Do not be afraid to sell yourself but do not be overconfident. Just project an air of confidence, indicating that you are sure of yourself and your capabilities.

    Ask questions & wrap it

    Ask questions – Should you encounter a difficult interviewer, do not be intimidated. One who does not let you get a word in edgewise should be lightly reminded that you should do most of the talking since s/he is the one who needs to learn more about you.

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    Wrap it up – As you near the end of the interview, make sure that all bases are covered; but now is not the time to discuss, or even ask about the salary and the benefits that you will receive once employed. There is ample time for such inquiries once you do get the position and you are discussing the job offer.

    Wrap things up by summarizing your strengths and pointing out your positive traits. Finally, as you end the interview, make sure to thank the interviewer again for his or her time, thus leaving a positive and perhaps, a lasting impression.

    Follow up steps

    Send that all-important thank you note after the interview. Thank the interviewer for the time s/he spent with you and for giving you that opportunity. Make sure you know who to contact for follow-up and post-interview results.

    A lot of research has been done about the interviewing process. Here is a brief run-through:

    • First, you make a schedule for the interview.
    • Then, you are there in the office and you are seen by the interviewer.
    • The interview itself then transpires.
    • Next is the closing, then you follow-up with a thank-you-note.
    • You eventually get accepted and you discuss, negotiate for, and sign-up the job offer.
    • You may notice that the interviewing takes up a great deal of the getting-hired process, so you might as well polish up your interviewing skills on your way to getting that dream job.

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  • Identifying Your Skills to Get the Job


    Shun the “unfit” label

    When applying for a job, it is paramount that you identify your strengths and weaknesses in addition to being prepared to address them in conversation. By knowing your attributes, chances are that getting the job you really want will surely get easier.

    However, you should not be too confident since overconfidence is one of the common mistakes that plagues job applicants. Appearing too confident, or giving the impression that you are somewhat of a know-it-all, will only get you labeled by the interviewer as unfit for the job.

    Identifying your skills

    That having been said, let’s begin with first things first: Identify your skills. This is your ticket to get that job, and you should be able to articulate your abilities and expertise as best as you can. Many people have a hard time communicating their skills and abilities as this is sometimes seen as bragging when done socially. But you should not be shy or afraid to discuss your skills when pursuing a job; especially one that requires such skills.

    In fact, it is important that you convey to your potential employer what your talents are; and in that situation be able to sell your abilities to that employer. Your ability to do so will be instrumental in getting the job that you really want. Just as important however, is that you do not appear arrogant or condescending while being careful to avoid selling yourself short.

    If the interviewer asks you about your strengths or what separates you from the other applicants, you should be able to readily give a suitable or acceptable answer. So before you even go to the interview part of the process, your resume should highlight your skills and talents for the prospective employer to take a look at.

    Types of skills

    There are two main types of skills: Hard skills and soft skills. Hard skills are tangible in the sense that these are things you do like. For example, knowing how to operate different kinds of machinery, knowledge of a specialized computer program, ability to type fast, skills on using various types of tools, credentials regarding special crafts, etc.

    Soft skills on the other hand, are skills that tend to be rather abstract in nature, like personal qualities. This may include, for example, being a good team player, having the ability to work on your own, being enthusiastic or organizational and decisive.

    The Steps to Follow

    List your previous jobs and acquired experience

    First thing you’d want to do is make a list of all the companies you worked for and the things you learned from those jobs. There will be a lot of things to list and you should be careful enough not to forget even the smallest details of activities you participated in or organized. It is also a good idea to list the volunteer activities you participated in.

    Include a list of your hobbies

    Although it might sound trivial at first, it is also very helpful to list all your hobbies. There are a lot of abilities that your prospective employer may get from your hobby list, a list which might also provide some insight into your personality.

    For example, if you were part of the school’s debating team, your employer may deduce that you have good analytical skills. If you were a champion chess player, your employer might interpret this to mean you are good at making critical decisions.

    Think of your daily routine and the things you do and often take for granted. Are you an organized person who always keep your things in proper order? Are you an extrovert who can easily make friends in a matter of minutes? These may seem ordinary to normal things to you, but your future boss might think otherwise.

    Your decisions

    Deciding what career you want – After listing all your skills and all the things you do well, it is then time to decide what field or career you want to pursue. Select the skills outlined on your list and partner them with the employment you are seeking. Always take time to consider if your skills are relevant to the job which you are aspiring toward.

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    Don’t worry if you have to remove some of the skills from your list. It is also important to include on your “skills list” any abilities the prospective employer will likely value, depending of course, on the particular employer.

    Stand by what you write – You should be realistic about your skills and the level of expertise you are capable of. For example, if you indicate that you are a very organized person, then you should be able to show this to the interviewer by being able to organize your thoughts and effectively use the time that was given for your interview.

    It is important to know your skills every time you go job hunting because you should always put your best foot forward. Good luck!

  • Getting Started with Cold Calling


    Empathy or sympathy?

    Imagine for a moment that there’s a little Girl Scout on the street carrying boxes of different flavored cookies, and she is timidly trying to knock on her neighbors’ doors, but worried that somehow she’ll be booed or snubbed and the doors would just be slammed shut in her face after she offers her cookies for just a few cents? Would you, as a marketer, be empathetic with this little girl? Or sympathetic with her?

    If you are empathetic with this little Girl Scout, then you might just have an idea of how she’s feeling just before approaching doors. Will her potential customers know that she is on official business and would just be selling cookies for the good of humanity? Will she be able to speak her rehearsed cookie scripts? Will she make her first order?

    Little that we know, a lot of grown ups, even professional salespersons, experience anxiety at the mere thought of making their own cold calls. It’s so normal to feel butterflies fluttering up and down your stomach that just thinking of making the call (whether personal or business) could at times make some folks want to throw up.

    The dreaded cold call

    However, it is important for me to point out a more exact description of what a cold call really is. A cold call is a personal call, it can be a visit or phone call to someone you know a little or someone whom you really don’t know at all. The main reason for the call is to introduce something you are selling for personal or official business.

    Others think that a cold call is only to be made to total strangers taken from phonebooks or referrals from other individuals or companies. On the contrary, this cold call can be made to someone you already know or to a prospect you’re already familiar with. It can be someone you met last month at a party or maybe someone introduced to you by a friend and you found him/her to be a good prospect to sell the product to.

    That having been said, contacting someone you know will allow you to break the ice for a moment with some preliminary small talk. Either way, you should try to narrow your prospects in the beginning to the point where you feel comfortable; and once you’ve mastered the “comfort zone” technique you can then move on to more challenging prospects… even those you never even thought of approaching before.

    Cold-call symptoms

    The ordeal you have to go through at first is making that personal – meaning one on one – physical appearance or telepresence. This can make you so tense that you feel like quitting everything. There are even cold calls that make you feel like you want to disappear in a heartbeat.

    Even professionals like doctors, lawyers and professors feel the same way; which is why they depend on friends or clients’ referrals for fear of losing their dignity and good name after making an unsuccessful cold call. But believe it or not, one deep breath can help do the trick.

    Nothing can be as uncomfortable as prospecting someone for your cold call. The fear of being rejected, shouted at or being made to feel like a fool are roadblocks which keep you from selling. These very real apprehensions can be overcome with the right attitude combined with guarded planning, preparation and if possible – Training. Believe it or not, good salesmanship is an attribute anyone can acquire.

    Take a look at these simple tips on how to Cold Call

    Be positive, prepared and confident

    Always be positive – Remember that cold calling is a powerful business strategy, but you must first be honest with yourself and have a positive disposition (attitude). Your co-workers and the prospects on whom you’re about to make the cold call should be the people to feel positive about. There must be enthusiasm in your voice that people can feel right away.

    Prepare to be prepared – It’s just not enough however, to know the procedure and to have the right attitude. Preparation is a very important element in your approach; so you must prepare the list of prospects to be contacted by phone or in person.

    Also learn how the introduction should be done and what prospects do; and perhaps the most important part of all is that your product or service should be something that could be of good use/value them. Being well prepared can turn a simple cold call into real solid business.

    I am what I am – Never sound too over reactive or appear obviously nervous on the phone or when you shake your prospect’s hand. Never try to be somebody you are really not with an aim to getting the attention you need. Assume that talking to your prospective customer for the first time should be the key to a lasting relationship.

    Cool, calm, poised

    Calm down – It is important to anticipate rejection and have a response or responses in that event. However it must be understood that although rejection can be really hard to accept, it is never personal and should not be interpreted as an attack on you. Never interpret the refusal of your product/service as a rejection that could put you down and roll back your progress.

    Be patient and learn from your mistakes. You will reap a good harvest if you commit yourself to being persistent, because persistency will also help you find a strategy that will work in the long run; so each turn down must be looked at as the next stepping stone. It is your way of “turning stumbling blocks into stepping stones”

    The art of questioning – You cannot expect someone to believe you right away and just sign up after describing your company’s objectives, so you have to ask the right questions. Ask what they do correctly and promptly to help you use it along in the conversation. A surefire attention-getter when opening a conversation can be “May I ask you about something Mr./Mrs. prospect?” People want to help and this question lowers their guard.

    The next question might be “Can you help me out about this thing sir/ma’am?” This question does not ask for a yes or no answer but would definitely give you a valuable response that you can use all throughout the interaction. If you imagined that the little Girl Scout on the street asked the same types of questions, then she would have left each doorway with 2 less boxes of cookies in her bag!