Overview

Entrepreneur: Self Employment, Startup. Steve Novack knows--and you need--what Steve Novack has successfully done: a To-Do List designed for an entrepreneur that works. Cold calling for a startup: on what to say and why Steve Novack said it. Cold calling to be an order maker, not just an order taker. Hard learned self-employment management techniques: Steve Novack's dos and don'ts. Entrepreneur organization and startup survival techniques and insights I profited by. From a concept to hobby to viable startup, this will kick start your success. There's never been a book like this! There are tons and tons of books on cold calling. None like this one, after 41 years: I've cold called for life insurance. I've cold called for a non-licensed investment. I've cold called the biggest financial institutions: Fidelity, Massachusetts Mutual Life Insurance, State Street Bank. I've cold called energy products-electricity, natural gas, and savings technologies. I've cold called businesses on the charge card interchange fees. I've cold called for business collections: accounts receivable. I'm a serial startup specialist: new business development is my claim to fame. All startups look and act the same way. All startups need to answer three important-life-giving-questions. Will the startup product or service be easy to explain and understand? Will the startup product or service be affordable to the buyer? Will the startup product or service have costs which are opaque? It should be very difficult (maybe impossible) for competition or via the internet to figure out what cost is for the product or service. And there's more about startups: as an entrepreneur, I have to be organized. My filing system has to be fool proof-literally. My to-do list has to be designed to work for me...every day. Where does an entrepreneur find the leads to be active? An entrepreneur working from my home. Or, maybe just renting a private mail box. Or, in a sub-let business address. Or, am I better to be an entrepreneur in Class A or B or C space? You've read this far...still unconvinced? You think That's a lot of money for a little book. So I'll give you a taste of the contents. For example: You're prospecting B2B. For credibility, you have an introductory mailing (United States Postal Service [USPS]) package for credibility. So, you got a name and title, but not talked. This package will explain who you are (company and/or concept) and what you can do for her/him. This USPS idea has lots of problems and questions: (1) Confirm the correct mailing address (sometimes not a street address for the Post office; (2) Make sure you have the contact's name spelled correctly; (3) How do you know if the package was received by your contact; and, (4) if not delivered, what's your next action? Numbers one and two are straight forward. Number three has to be thought out. When you follow up (about a week to ten days later after sending via USPS or delivery service), your question, Did you get my package? is meaningless. Do you think you're the only person, friend, relative, business associate, inter and intra business literature was received? To cut to the chase, ask, Did you like the candy and gum I sent? I included a Bazooka type bubble gum and a couple chocolate Tootsie Rolls into the package. Very hot or cold weather doesn't affect the gum or taffy. Works like a charm. Which brings us to number four. Not delivered probably means the business screens or censors the contact's mail. If I call a week after Did you get the candy? initial question (now two weeks after the package was sent, and s/he still not got. Done here. For whatever the reason, mail/packages don't get to the intended. Don't re-send, hang up and go to the next call. You're looking for decision makers and influencers. You'll save a lot of time, money, and energy. What else should you know?

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9781544071923

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