Sunday, 31 July 2011
Friday, 29 July 2011
Friday, 22 July 2011
Wednesday, 20 July 2011
Monday, 18 July 2011
Friday, 15 July 2011
Tuesday, 12 July 2011
Monday, 11 July 2011
- Include a letter and not just a sample
- Who you sent to is more important than what you send, so know your market, research the right contacts and find a decision makers name
- Use the word 'you' not 'me' to better engage the reader
- Use testimonials, as others saying you are great is much stronger than simply stating it yourself
- Get it opened, so don't give away too much on your envelope and consider hand writing the address
- Make an impact when it is opened, either the words, the offer or something different like a 3D mailing
- Don't forget your call to action, what do you really want the reader to do next?
- Follow up the mailing with a telephone call
- Measure the response AND success rates, so not just who responds but who buys if that is your reason for the mailing
- Test small, find your success model and role it out with a larger mail list, as the percentage response rate will be similar for the larger mail out
Friday, 8 July 2011
Thursday, 7 July 2011
Know your customer before and during the relationship, with credit checks and intelligence, but don't get too close as some lean on that level of relationship
Define and set your credit limits, ensuring they are respected by the finance AND sales team
Know your customers authorisation process and check your invoice is being processed as expected
Have timely and accurate management information showing your debtors position
Be assertive with your debt collection policy and do not miss one of the letters, telephone calls or warnings that you propose to send
Identify the early warning signs, such as knowing the payment excuses such as no one here to sign the cheque, need to discuss with ....
Make use of the Late payment of commercial debt act and apply interest to overdue payments
Friday, 1 July 2011
The Pathfinders name comes from an RAF squadron that helped mark the targets for bomber planes during World War Two, so it seemed an appropriate name considering the fact we feel the content of our meetings will help you with the direction of your business.
You may know that Mike from A1 has been working with SMI UK for the last 12 months for his own business and personal development. Mike says "SMI have made a real difference to my business and personal life. I have received much theory from past corporate training, but SMI really have given me the tools to actually make the theory happen. So I spoke with John at SMI and we agreed to share the SMI methods in a group format, hence the formation of the club"
The Pathfinder club www.pathfinderclub.co.uk meets on the 1st and 3rd Tuesday of each month. To find out more please see the web site, speak to us or even visit a meeting to see for yourself.