Reference and Education Facts and Tips

Online degree study programs are sometimes equal in cost to traditional degrees. If you want to select an online degree program based on cost, you can carry out a comparative analysis on the cost per credit on the program. The assumption that online study programs are more expensive than traditional degree is wrong.

More often than not, most online universities tend to charge more for their tuition fee than the traditional university. If you can’t afford to pay for an online degree totally, you can source for financial aid. For example, as a student of an American online college, you will be entitled to obtain financial aid for your online degree.

For you to succeed at an online degree program, you will need to be highly self motivated because an online degree is basically piloted by you. Without the right degree of self motivation, you may not be able to scale through your online degree program. Your ability to move yourself to study and complete your assignments as an online degree student can make the difference between success and failure.

According to studies, students who have a college degree are generally more successful than students with a high school degree. While a college degree does not define who you are, it does make the road to success less arduous. If you want to further your educational status at your own pace, an online degree is just the right option for you.

Some people erroneously assume that the study duration for online degree programs is short. In reality, an online degree program can take as long as a traditional educational study program. An online degree program can take twelve or fifteen hours per week. But you can speed it up if you spend more time to do what needs to be done.

Commuting is a distinct feature of traditional educational programs. As an online student, you will not need to commute too often because you will be stationary in your study mode. You get to save gas costs as an online student.

Online universities do not work by a particular time schedule. You can log unto an online university website any time and fill their application form. Online degrees do not restrict you in any way.

An online degree program does not demand more than what you can give. The degree to which you pay attention to your online degree study program usually defines the degree to which you pass it. To successfully earn an online degree, you must be committed to study time.

When you’re the one who receives the cold call, what is the sales person doing to create success?

Introduction You’re deep into your work and the phone rings. Someone wants to sell you something. You think to yourself, ‘Another sales person? Talking to this person is the last thing I want to do right now,’ and you begin to hang up.

Analysis: Less than 25% - and more like 10% - of cold calls reach the decision maker on a single try. Equally importantly, recipients never expect a cold call and want to end the call almost immediately.

It is critical that the sales person be respectful and quickly present a compelling statement about why they are calling, without being too eager.

Conversation The sales person starts talking about something you’ve already been thinking about, or something you might actually want to learn more about.

Analysis: About 20% of decision makers will have an interest in continuing a conversation. The best prospects are familiar with the product or service and already want to buy it. But, a good caller can also pique the interest of those who ‘might’ have a need.

An overly-persistent caller will annoy those with no interest, denigrate the brand, and waste time.

Conversation, continued While you’re interested, this is just not the right time. Besides, you need some proof the company is legitimate before you agree to meet. You ask for more information.

Analysis: About 90% of decision makers who ask for more information simply want to get off the phone. A good sales person can tell when the decision maker might have true interest. Otherwise, sending more information is a waste of time and money.

Conversation, continued You and the sales person talk a bit about your needs. The sales person learns that you are involved in the decision making process.

Analysis: Yes, all good sales people ask for the appointment first. No experienced cold caller resorts immediately to ’sending more information.’ However, despite what some sales courses say, often a decision maker requires documentation before agreeing to a meeting.

The sales person always tries to send information directly to the decision maker and not to an assistant or secretary. (Sometimes the gatekeeper is the only way in the door, however.)

Email This sales person sends you a professional email, from an account that is not Yahoo or Hotmail and attaches a professionally created PDF. A website address is included.

Analysis: A generic email address is an automatic red flag. Companies who do not have web sites, likewise, reduce their credibility.

Conversation, continued The sales person calls you back, at the agreed upon time. This time, you pick up the phone and are ready to talk. The sales person references prior notes, showing they remember you.

Analysis: Who knows? You might become a client.

What went right?

1) Got quickly to the point, so you didn’t hang up first. 2) Asked questions to confirm that you were truly interested. 3) Confirmed that you had decision making authority. 4) Set a specific time to call you back. 5) Acted respectfully and professionally.

Unlike virtually any other marketing tool, cold calling lets companies change courses at almost any time.

In today’s ever-changing business environment, this flexibility is critical.

Companies new to cold calling must watch early results closely.

Testing, assessing, and refining the program from the onset are critical first steps. These actions can result in a long term program that produces a predictable stream of sales opportunities.

Veteran cold callers also must work. Constant attention is needed to keep the program sharp. Here’s a recommendation: continue with the program that works, but apply a portion of your tele-prospecting investment towards testing new approaches that may surpass your existing model. When you find one that is more effective, replace your existing program, but continue to test new approaches.

It’s easy to test and change cold calling campaigns. Unlike print ads, radio spots, billboards, or most other marketing vehicles, cold calling programs make testing and applying those results to the program easy.

Here are some of the items that every program should assess:

1) The offer. Do you want to set a sales appointment? Do you want to invite people to a webinar? Do you simply want to collect email addresses for a campaign? Are you offering a free assessment, or a free trial? Do you need an incentive to enhance your “call to action?”

2) The list. Are the decision makers and the companies on your list the best prospects?

3) Talking points. Do your callers have the conversation points to highlight the key aspects of your program? Is there something compelling that needs to be added? Are the talking points too complicated or long?

4) Your calling team. How well do they represent you? How effective are they in talking to decision makers? Can they ask for the appointment?

5) Your ability to close the leads. This is the part that comes after a cold calling lead is identified. Can you cost effectively convert that lead into a sale? Do you have the people and processes in place? Are you getting qualified leads?

Case Studies

Here are short examples of savvy VSA clients who tested, assessed and refined their programs.

1) A software company implemented a program which successfully produced leads. However, the company was unprepared to convert the leads to sales. Now, this company plans a product-specific website, marketing materials and the right expertise to make sales calls. A second cold calling initiative is scheduled.

2) An online marketing company completed a program that produced poor results. The company has changed its offer to simplify steps prospective companies must take to enroll. A second campaign has been launched.

3) A commercial roofing company implemented a program and generated desired results. Later, the company realized the prospective clients were not a good fit. The company has implemented a second campaign targeting a different prospect list.

If you are planning a cold calling program, please call us to talk about the factors that can make or break your campaign. We’d like to know what marketing tools have worked for you in the past and show you how we can add to that success. We are happy to help.