Your prospects are busy and inundated with marketing-message overload, so they have set up barriers to reaching them. Gaining their attention has never been harder. How can you sell anything to anyone if you don’t get a chance to tell your story?
In a perfect world, your call would get through to the decision maker on the first try every time. Here on Planet Earth, it usually doesn’t work that way. Here are eight of the best screener and voice mail tips that can get you to more buyers.
For every hundred cold sales calls you make, some percentage will convert to a sale. How many will convert is not a fixed percentage. Mastering cold sale call prospecting requires you to understand why many qualified buyers do not respond positively to cold calls and learn how to get through to these buyers.
When trying to develop new business, prospecting and cold calling can certainly be the most challenging part of the sales process. After all, you are interrupting somebody’s day. It’s almost like being on a first date, testing the waters, making sure that there is alignment. But that’s exactly what’s missing in many situations when salespeople are calling on prospects — making sure that there is a potential fit.
Whether to a cold prospect or a long-time customer, your telesales call is always an interruption and seldom occurs at a convenient time for the customer. What you say in the first moments of that call determines whether the customer becomes engaged or cuts you off to end the call. So your opening is EVERYTHING in a telesales call.
Closing is fun. Making a great sales presentation is fun. Depositing the commission check is really fun. Prospecting is less fun. So few of us do enough prospecting. Even worse, most of us do not have effective, efficient methods for managing our prospecting efforts, so too much of our prospecting time is wasted.
Nobody wakes up in the morning saying to themselves, “I sure hope I get a couple of cold sales calls today.” But business owners and managers do need new ideas. Many of them will give you at least a few moments of phone or face-to-face time if you understand their working schedules and avoid their busiest days and times.
Your Laptop or Tablet are Great Sales Tools, But They Are Also a Barrier to Warm Customer Relationships
If your selling involves a one-call close on the phone, skip this article. But if you need that face-to-face appointment to close or to begin a multi-step sales process, then you need a cold-calling strategy that builds enough customer interest to agree to an initial meeting with you.
Everyone at a networking event is there to develop new business or to reinforce current relationships. So how can you make yourself stand out in a crowd of people who all have their own agendas? Try these six ways to capture the attention of others at your next networking event.