Many salespeople constantly ask for referrals but receive few of them, even from customers who are very satisfied. Or they receive unqualified referrals that end up wasting their time. The problem is that these salespeople haven’t learned that there is a structured process needed to ask for, and actual receive the best referrals.
Networking events are a great opportunity to meet and get to know people who might help grow your business – as customers or as associates with whom you can exchange leads and referrals. But you have only a brief opportunity to make a first impression. Your well-planned 20-second networking informercial must engage and interest people you meet, and open the door to new opportunities.
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?
When the prospect says, “No, I bought from your competitor,” you at least know where you stand. But it drives you crazy when what seemed like a strong prospect suddenly goes dark. Is this cold sales prospect lost forever, and it is a waste of your time to keep trying? Or is there a way to rekindle your sales process to ultimately close?
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.
When you ask someone for a referral, you’re asking for a big favor. Right? No. Most people are proud of their purchase decision and are eager to tell others how smart they are. They want to give you sales referrals but don’t know how to recommend you or what kinds of prospects you want.
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.
When a business prospect or high-end consumer asks for more detailed information, you may put together a package of your standard materials tailored to the prospect’s general needs as you understand them. A component of almost every literature kit is the cover letter. Here are the errors made in most sales cover letters and how easily they are corrected to make your sales literature package a valuable selling tool.
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.