Part 2 ~ Lease One develops EFFORT strategy

Oct. 22, 2009 - PRLog -- O – Organize:

Start by organizing your thoughts.  Collectively rearranging ideas into strategy will help you put productive programs into place and alleviate stressful confusion that may hinder your ability to perform.  Write these thoughts down and work to organize them on paper.  Seeing and understanding different perspectives of situations can help you to identify the best solution to any problem.  
Organize your work station.  Having an unorganized work area is a ticket to failure.  Know and understand your area and where key information is located.  Make sure you have cheat sheets clearly visible for common questions that you encounter.  You are going to run into questions you don’t know, so don’t lie.  Kindly inform the customer that you will find the answer for them and get back as soon as possible.  Make sure that when you find the answer you make a note of it and start a log of FAQ’s.  
Organize your call or appointment.  Make sure when you are prospecting you have an agenda of what you want to cover and identify in this encounter.  Create a list of information you would like to know before the call and make sure you ask the appropriate questions in order so that you can uncover the true needs of the business.  Create a custom program for them based on the call and present it with enthusiasm!  Win the business by winning their trust in your business.
Organize your business.  Create customer profiles and portfolios to help you manage your current accounts as well as those who you are prospecting.  Create different portfolios for different problems or business needs of the customers you are prospecting.  This will help you to organize follow-up.  As you fix the problem for one individual in a portfolio, chances are it will be helpful to another with a similar problem.  Organizing your clients will help you build a stronger business!
Organize your Time.  There is only so much time in a day for you to work.  Make sure that as you schedule your day you take care of more important matters first.  ALWAYS make time everyday to prospect new customers.  This is going to be important for you to keep the sales funnel full.  Business may be good now but it may be slow tomorrow if you have nothing in the works for the future.  When you are managing your time ensure that you change up your schedule.  Calling a business at the same time everyday is not a good plan.  Record the results and adjust accordingly.  By doing this you will eliminate the monotony of each task.
Organize your life.  Write down the goals you want to achieve over the next year, 5 years, and 15 years.  Sub-categories are important and break up your goals into financial, personal, health, and spiritual.  Make new categories for you and keep all of your goals a secret.  Find the time to organize your life and make sure that everything you do in your business and life is helping you achieve the goals you desire.


R – Relate:

With the explosion of technology over the past 20 years you can see that your competition is becoming more and more accessible, especially since the arrival of the internet and web based marketing.  You can use a search engine to find just about anything you need.  In order to establish a solid foothold in your industry and build a strong company from that foundation you have to ensure your customers remember why they are going to business with you.
People buy from people they like.  It’s one of the golden rules of sales!  Think about the last product (non-commodity) you purchased.  Chances are that you went to a store or company that you know and trust.  It’s probably someone you like, maybe even a friend of yours.  This kind of marketing is referred to relationship marketing and is the most efficient form of marketing out there.  The way to achieve this is by building relationships based on trust, responsiveness and quality.
How do you build trust? What about responsiveness? Quality?  In leasing you provide a service to customers who are generally looking for a specific program to help them acquire a piece of equipment that will enhance their company.  Most of the time you are going to provide this service to them with no issues or problems based on the quality of the deal.  In talking with your customer and determining exactly what their needs are, you put yourself in a position to be more responsive and sensitive to their problems.  Deliver what they need and you will build their trust.  Always provide the quality of service you would expect to receive from any other service provider.  If you think that you should be treated in a specific manner or fashion, raise the bar and treat your customers even better.  They will respect that and your business will grow.
Eluding to the section about focus you must understand that listening to what your customer needs are and what their problems are can help you relate to their situations.  Maybe you have had the same experience in another business or in a past transaction with a different customer.  Tell them about it and share how you were able to reconcile the situation.  


T – Teamwork:

Lease One and the word teamwork have become synonymous in the leasing industry.  There is an obvious reason for that.  We have sculptured a unique program over the past 20 years that no other competitor can match.  It’s time to utilize this to its full extent.  As an associate of Lease One you have many resources available to you for your immediate disposal.  Whether you are looking for a quick answer to a question or an elaborate marketing strategy to target a specific industry, Lease One Corporate has the ability and the experience to deliver the results you desire.  Do not be shy to express your opinion and lend personal experience, it will help us better serve you in the future.  
Let Lease One help close your deals for you.  It is completely free of charge and we do not expect you to kick back any commission, it is a part of our job to serve you as a broker.  
Going to a trade show?  Have members of the Lease One team develop a program for the show and call immediately when you decide to do this so that we can prepare for it the proper way.
With a network nearing 400 brokers from coast to coast we are here to help you grow and to ensure that your business reaches the level it needs to for you to succeed.  Call and talk to us about building your business.  We are here to help.


Are you putting in the EFFORT?

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Established in 1989, Lease One has become a dynamic company dedicated to the equipment leasing business. Since inception, Lease One has experienced rapid growth, proving there is a need for a highly professional and service oriented leasing company.