Dave Tester - December 2020
December 2020
20 PHONE CALLS IS ALL IT TAKES TRYING TO MAKE A DIFFERENCE IN THESE CRAZY TIMES
by feelings . The author provides plenty in the way of solid principles to live by. Here are just a few of them:
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Your choice creates your challenge. You are building your own house.
Your choice creates a challenge for those on your team.
You will reap what you sow.
The grass is greener where you water it.
The wise man finds the diamonds on his own land.
I like this book because it makes me think. Am I making a difference or am I just feeling sorry for myself? After visiting with my friend about the book in November, I decided that I would make 20 phone calls to friends and clients. The only purpose behind my calls is to thank folks for being a friend, to encourage them, and to ask what I can do to help them during this crazy time. We’re all going through something big in our lives right now. In the past, we might have been able to deal with it pretty easily, but when you throw in a pandemic, social unrest, and a nation that is split in half, anxiety and depression are simply running rampant. I can only control myself and my actions. That’s about it. Part of my chopping wood and carrying water is to call you and encourage you. One more helpful thought from the book to remember: Why do we often see people who achieve massive levels of “success” end up broke, homeless, and divorced? Did you know that around 75% of NFL players and around 65% of NBA players end up bankrupt, homeless, and divorced later in life? The majority of people who win the lottery actually end up worse off financially than they were before winning the lottery, usually within five years of hitting the jackpot. Why does this pattern so often repeat itself? These people didn’t follow the path of building a foundation of success and sustainability. They wanted instant achievement and gratitude. They weren’t willing to haul water and carry wood, nor were they willing to pick up the phone and encourage a friend.
I may have already called you this month. If not, I will be soon.
How come?
Well, it started when a friend of mine, Kendall, shared a book with me that he was reading: “Chop Wood and Carry Water” by Joshua Medcalf. If you remember the movie “The Karate Kid,” this book has a similar premise. You have to do little things over and over before the big things can be effectively accomplished. Remember the “wax on, wax off” scene with Daniel and Mr. Miyagi? In our society of instant results and immediate gratification, most of the time, we simply aren’t willing to do the little things that eventually get us to the big things — like picking up a telephone and calling a friend to encourage them. One of the themes of Medcalf’s short read is the exhortation to talk to yourself instead of just listening to yourself. The author encourages us to redefine the questions that we ask ourselves. Instead of asking, “Why is this happening to me?” we should ask, “What is one thing I can do to make this situation better?” Mr. Medcalf also invites us to live by principles rather than
I look forward to talking to you on the phone soon.
-Dave Tester
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OPTIMIZE YOUR LIST TO TARGET THE RIGHT LEADS THE FIRST TIME!
Your business is nothing without its list. The files upon files of customer data that you have stashed away can give you more insight and direction than most metrics, yet many business leaders know very little about their list — much less how to utilize it. A great list has a few components. It’s usually more than just an Excel spreadsheet with names, addresses, email addresses, preferences, and phone numbers. But if you don’t even have that , then you need to do some serious updating before you go any further! Start by scrubbing your list. Remove any names that are no longer prudent. Then, call the remaining people on the list and verify contact information or ask for additional details. Make this an impossible offer to turn down by providing a reward or something of value to those who opt to share more details with you. As more people offer their information, you have multiple tools to market directly to them. (This will come in handy later.) Now that you have a brand new, scrubbed, beautiful list, it’s time to break it down . Your list has to be segmented into multiple components to provide a scope of your business’s well-being and to pinpoint target areas. Start with three “buckets”:
From there, you can break the list down even further to include:
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Canceled customers
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Hot leads
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Customers with high spending
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New sales
As you categorize your list into various buckets, a plan will emerge. Your team can develop campaigns to upsell clients who may need more of the services you can offer while pinpointing those who could be resold on your company. This segmented data is then a powerful tool to help you specifically target your lists rather than casting a wide net and only catching a few leads. One of the easiest ways to target each group is through relationship marketing. Increase your content production, and keep hitting your customers with your message , using the information from your list to guide you. Start with an email blast, and then pepper in a few postcards. Next, host a Facebook Live event with that very same information and invite a specialty group of people from your list (i.e., your hot leads or loyal customers). Each time you curate a message specifically for a segmented population, you are creating a message that will land right where they need it the most. But don’t let off the gas. Most readers only remember about 10% of what they consume, so keep communicating! With a targeted list, you should have no problem finding a new tactic, a new device, or a new platform to get your message out to the people who need to hear it most. It all starts with perfecting — and updating! — your list.
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Prospects
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Customers
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Bad Leads
TESTER-
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Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.
“In the six years Dave has worked with our team, sales have increased over 200%. His ability to adapt his training to each team member’s needs was an overwhelming success.” Chris Spates Co-Founder and Managing Partner Benefit Bank Distributors, Inc. Praise for Dave’s new book, “Fearless Communication: How to Energize Your Team for Success on the Phone”
“Thank you for the training. I truly value and appreciate it, and the timing couldn’t be more perfect. I like the bullet points mentioned and have enough to spark the momentum during these challenging times. Results to soon follow!” Carlos Rodriguez Sr. Regional Director Benefit Bank Distributors
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THE 2 BIGGEST MISTAKES You Can Make When Setting Sales Goals for 2021
Regardless of how 2020 treated your business, 2021 is fast approaching, and this past year is about to become a closed chapter. It’s time to examine both the bad and the good that happened in 2020 and set tangible sales goals for 2021. Just be sure you don’t fall into these two traps. MISTAKE NO. 1: MAKING YOUR GOALS UNREALISTIC Setting an unrealistic goal for each quarter is sure to lead to failure. The trick is to push the limits of what has been done without settling on a number that is completely unachievable. Remember, if your team begins to exceed expectations, you can adjust and increase your goal! It’s far better to overachieve than to underperform. Finding that perfect goal number means that sales leaders will have to sort through a lot of data. Rely on both external and internal data to develop an understanding of the sales outlook for 2021. What do the 2020 numbers forecast for your business? What kinds of services or products are the most popular? What’s the forecast of the economy or your industry? These questions can guide you as you set your goals. MISTAKE NO. 2: FAILING TO PLAN PROPERLY You will not accomplish the goals you’ve set for yourself and your team if you don’t provide the steps to get there. Pull information from industry leaders as
well as your sales team, workers on the floor, and marketing managers. Your employees have valuable viewpoints on your business, while outside forces shift your view from internal to external. With this combined information, hash out a plan with your sales team. Don’t leave the Zoom meeting until you have tangible steps in place. A plan is only as good as its execution, and when there’s no opportunity to prepare, it will undoubtedly fail. Your quarterly and yearly sales goals for 2021 should be set now so that your team has ample time to prepare. This will allow for additional training or discussions about proper tactics and strategies for marketing and selling your business to targeted customers.
Before you know it, 2020 will be in the past. Don’t forget to make tangible sales goals and a plan for 2021 before it’s too late.
Peppermint Meringue Kisses GG Gretchen’s Kitchen (My mom’s secret recipes)
Take a
Ingredients
BREAK
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1 cup powdered sugar, divided
2 large egg whites
1/8 tsp pure peppermint extract
1/3 cup peppermint hard candies, finely chopped Directions 1. Position a rack in the center of the oven and preheat to 175 F. Line a large cookie sheet with parchment (not a nonstick baking mat). 2. Sift the powdered sugar twice to remove all lumps and divide into two fairly equal portions. 3. In a medium bowl, add egg whites and beat with an electric mixer on medium speed until foamy. Increase the speed and beat until the whites hold soft peaks. Continue beating while gradually adding one portion of the powdered sugar, until firm, glossy peaks form. Add the peppermint extract and mix briefly. 4. Sift the remaining powdered sugar over the meringue and gently fold in with a rubber spatula until blended. 5. Scoop the meringue into a large pastry bag fitted with a large star tip. Pipe kisses (about 1 1/4 inches wide and 1 inch high) spaced about 1 inch apart onto the prepared cookie sheet. Sprinkle the finely chopped peppermint candies over the kisses. 6. Bake until dry and crisp, about 3 hours. Turn off the oven and let the meringues cool in the oven with the door closed for 1 hour. Serve immediately or store in an airtight container at room temperature for up to 1 week.
Corner Post MINISTRY
If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.
“And he answered, ‘You shall love the Lord your God with all your heart and with all your soul and with all your strength and with all your mind, and your neighbor as yourself.’”
– Luke 10:27
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20 Phone Calls Is All It Takes
Your List Is Your Greatest Weapon
Tester-monial
Avoid These 2 Mistakes for 2021 Sales Success Winter Road Trip Essentials You Didn’t Know You Needed
A DRIVER’S GUIDE TO SAFE HOLIDAY TRAVELS Winter Road Trip Essentials You Didn’t Know You Needed
On Sept. 24, 2019, more than 2.5 million people passed through TSA checkpoints at airports across America. On the same date this year, those terminals saw just 826,316 travelers — a nearly 70% drop. Since the COVID-19 pandemic hit, Americans have been thinking twice about air travel, and this holiday, millions of would-be flyers will set out on road trips instead. Road tripping is a great way to avoid contact with a lot of people, but it can also be dangerous, especially in winter weather. Fortunately, you can take several steps to keep your family safe. Getting your car checked before you
go, for example, can save you a lot of hassle on the road, as can investing in a set of snow tires. It’s also smart to take precautions such as letting a friend or family member know your route, predicted arrival time, and where you plan to stop for gas along the way. Apart from that, one of the best things you can do is pack an emergency kit. AAA sells premade kits through outlets like Amazon, and you can find a basic kit with things like jumper cables, ponchos, rope, batteries, pliers, zip ties, and a first-aid kit at pretty much any Walmart or sporting goods store. You could even save a life by adding a few more essentials to your kit, like a blanket, snacks, and an extra cellphone charger. At this point, you’re almost a safety black belt. But to take your kit to the next level for winter driving, there are three more little-known items you should stash in your trunk: a shovel, a bag of sand or cat litter, and an extra bottle of windshield wiper fluid. If you get stuck in a snowbank, the shovel will help you dig your way out without risking frostbitten fingers. The sand or cat litter will boost your traction if you sprinkle it around your wheels in an icy spot, and the extra wiper fluid will make all the difference if you run out during a snowstorm.
Once you’re prepared, crank up the Christmas carols and get driving!
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