Page 81 - Oxford 10 Step Manual

This little book of referral cards has my company’s business address on it. My name is in the corner. If you run across anyone that expresses an interest, just send in the card! It’s that easy.
I’ll be careful and courteous with these names. While they are under no obligation, in the event they do get involved, you’ll be entitled to a nice gift.
Here’s the booklet. Please don’t forget me and I won’t forget you. Once again, thanks a lot!
Thanks again, Mr. & Mrs. Customer for your business. Just in case you get any comments from your neighbors, I’ll let you know I’m going to go up and down your street and let your neighbors know we did your work and that you’re a very pleased customer.
What I’m hoping is that someone else has the same idea about getting work done and they’ll let me give them information about Oxford products.
Would you mind if some of your neighbors either walked by or dropped in to ask you if you’re satisfied? Thanks, I’ll see you soon, hopefully with a gift!
The Dirty Dozen Routines:
Canvass three houses to the left and three houses to the right of the completed job. Finish the dozen with six across the street.
STEP 10 - POST CLOSE/REPLACE LEAD
It’s the work that counts, but a good entry into asking is this:
Hi, Mr. & Mrs. Neighbor, we just completed installing windows at the Jones residence. Did you happen to notice the work? Since the Jones’ are so happy and we’re in the neighborhood, I’d like to spend a little time with you and give you some information on having your windows changed to energy saving maintenance-free windows and doors. There’s no obligation and we’ll give you an estimate that’s good for 90 days.
If right now isn’t a good time, I’ll be back here Wednesday evening. How’s that sound?
Here is a series of ideas you can consider. When you put a plan together, any or all of these ideas can make you a lot of money.
Always remember, this is a career dependent on leads.
The easiest and
most productive calls are the leads you generate yourself from customers or job streets.
Idea #1 - Take charge of the orphan customers your company has. These are customers of sales persons who no longer work there. Frequently, no one is paying attention to the needs of these customers except your competitors.
Idea #2 - Be a “Tell-All”! Tell everyone you know and meet what it is you do and sell. It will amaze you the number of persons who have an interest in getting information on your products.
The back end of the 20 is your telephone follow-up of the 20 mailers you sent the previous week.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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