ExecMagazine

Executive Summary 

Upon entering as an intern at Turn Point Enterprises (formerly All Star Executive), I have been overwhelmed with the business world. By performing residential campaigns and business to business sales, I have learned new aspects to communication and I have been able to work in a team atmosphere to overcome my downfalls. I will summarize my initial experiences as an intern with a new marketing firm and will aim to explain what I have accomplished thus far.

Periodic Report 1 

Over the past two to three weeks, I have been working for a marketing firm based on the concept of Cause Marketing Solutions. We raise money and awareness for the RHI Pacers. This team is a local wheelchair basketball team in the

Indianapolis area which   consists of 15-17 young men. These boys are under the age of fifteen and perform at local churches and schools.

Instead of simply asking people for donations, the Cause Marketing Solutions concept is based on the sale of community entertainment books. Local businesses are sought out for specific locations during each campaign. Since it is a tax write-off for businesses, they are capable of donating significant gift certificates and coupons to support the basketball team.

 

As an intern, I entered as an entry-level distributor who performs residential and business-to-business campaigns. Performing door-to-door sales has been quite an experience for me. I have learned many different communication techniques and I have been able to approach almost anyone in any area of life.

 

The first basic concepts I have been perfecting include The Five Steps, The Impulse Factors or F.U.G.I. Factors, and The Eight Steps. I have listed these on the next couple of pages.

The Five Steps 

1. Introduction: This is the foundation of the conversation. It should include eye contact,            

a smile, and enthusiasm.

Example: “Hi, how are you today?”

2. Short Story: Meant to describe who, what, and why. Should remain short and sweet.

Example: “My name is Danielle and I’m in the area supporting your local wheelchair basketball team, the RHI Pacers.”

3. Presentation: This is when we present the entertainment book. The customer is not supposed to see the book until this time. During the presentation, I explain the book and point out some key savings and gift certificates.

Example: “I’ll be real quick, there are actually $500 in gift certificates in this first section; Papa Johns gave a free pizza, Movie Gallery added some free rentals, etc.     

Is there a golfer in the family…?”

4. Close: The price of the book is established at this time. This is our biggest negative.   

We are to repeat a brief presentation and remit information that assures money will be made back. It’s a good idea to ask if we can count on their support and shake our head yes.

Example: “They’re only $30 and if you simply use this free oil change in the back, you’re sure to make your money back. Can we count on your support this year?”

5. Rehash: The purpose is to save the sale. It’s another word for up sell. I’ve been told to be serious and hold eye contact.

Example: “Would you like to go ahead and pick up two or three? They make great gifts for friends, family, or coworkers. I can only limit you to five though.”

The Impulse Factors

Examples

1. Fear of Loss: last day we’re out here, only a few left, physically take book out of their hands while they’re looking at it, excite them

2. Urgency: hurry, sorry if I’m talking too fast, act in a hurry

3. Greed: jealous of neighbor, influenced by them, name drop neighbor’s who bought them (Jones Effect), compliment neighborhood, have stubs and money in hand

4. Indifference: don’t be desperate, act opposite of a sales person, shrug shoulders, tilt head, “don’t know if this will work for you.

The Law of Averages 

One out of every ten people you talk to will buy the product no matter what, or ten out of every hundred will buy. This law is created through presentation and one must get the book in the prospective buyer’s hands. More people equal more money. Get the “no’s” out of the way to get to “yes’.” Work ethic and attitude should remain positive and one must not pre-judge a territory or miss a door.

The Eight Steps 

1.  Have a winning attitude, choose it!

2.  Be on time: present yourself as reliable and dependable. If you’re not early, you’re late. Time is money. Look professional.

3.  Be prepared: paper, pens, merchandise bag, weather; mentally and physically.

4.  Work a full eight hours in the field, or as long as it takes to reach your goal.

5.  Work the territory correctly: 100 houses, three times through, law of averages.

6.  Maintain your attitude!

7.  Know why you’re here and where you’re going; Goals, work to make changes, do the right things.

8.  Take control.

On my first day, I was not familiar with any of these steps for the field. I simply went to each door out of pure excitement and was able to sell four books at the end of the day. The second day arrived and I was able to discover the five steps. On my second day in the field, I sold a record breaking seventeen books. I learned the three other concepts above and broke three more records in my first week. Upon completion of my first fifty-five hour week, I was promoted to Corporate Leader after selling over fifty pieces in one week. I made over $700 and began to train people the following week.  Once the second week arrived, leaders and my boss began to explain the three R’s and three F’s. These concepts focus on relating to people and dealing with negatives.

Three R’s 

Read: body language, mannerisms

Relate: pick up topic of conversation: garden, car, dog, etc; find common ground, use at           

beginning to establish a relationship, take interest

Relax: indifference, “If it works for you, great; If not, that’s okay too.” Three F’s 

Feel: agree with negative, don’t push; “Exactly, I know how you feel…”

Felt: relate that to someone else, name drop, greed factor; “You’re neighbor, Mike, felt            

the same way…”

Found: local, nonprofit org, free stuff; “But what he found out was…”

 

These helped a little bit, but I have not mastered the art of overturning negatives.

Instead of utilizing the three F’s, I have been preemptive striking negatives so that I can usually avoid them from the beginning. I have found that many people will simply say they are not interested.

           

Another thing to note is that I had only planned on completing my internship and moving on to another company. I mean, who really wants to sell coupon books door-to-door for a living? Once my boss and fellow coworkers explained the way the company works, I decided to consider other options. As of this point, I plan to continue with this company for at least 6-8 months before reevaluating my performance and opportunity.  The following data describes each platform of the company and states how long it usually takes to get to that stage, and what each level’s pay scale is.

Opportunity for Growth

 

1. Distributor Level: highest turnover rate, quickest level to accomplish, be on time, have

a positive attitude, 2-3 weeks, $450-600/ week

2. Corporate Trainer/ Leader: lead, be on time, full example of 8 steps, 60-70

Pieces/week, fine tune attitude, gas bonus, three months average

3. Account Manager: train 2 leaders and sell 300 pieces in one week, half owner stroke

($18 or $14/ book), begin management, arrive early and leave late, train for promotion

4. Management: five leaders on team, 400 pieces- 2 weeks in a row, $18-23 per book,

Extra early, learn entire business and all business aspects

5. Upper Management/ Ownership: own corporation, 25% override off sales of team ($8 or $10), $100,000-200,000/year, 400 pieces= fast start, Save!, Seven first           generation leaders to make next level

6. National Consultant: 5-6 years to get here, can either

1.) Stay in the game making full stroke on operation or

2.) Retire for $250,000/year for the rest of your life

 

When I heard of these possible opportunities, I became extremely excited. Here I am, a senior preparing for graduation, and I did not have a clue what direction to choose for my career path. I was forced to evaluate myself and my possibilities. I looked myself in the mirror and asked if I was capable of toughing out the entry level work. Then I reassured myself that I am here for the experience and ultimately would like to own my own business that is what Business Administration is all about.

 

The way this company is designed focuses on working harder, longer hours for a shorter period of life. If I am able to stick through this and work my hardest, I will be able to retire before I am thirty. Although these are not my plans, it would be nice to know I am able to establish financial stability at such an early age.

 

This internship has only lasted three weeks so far. Although my body was worn out the first week or so, I stuck with it and used weakness as an advantage. Door-to-door sales may not be the most glamorous job in the world, but owning my own business and reaching a six figure income is most appealing. Working in an environment that is fun and exciting has inspired me to continue pushing forward. The next couple weeks should continue to challenge me in new ways.