Making sales by phone requires skill. One of the main reasons some staff (particularly new staff) fail at prospecting is that they do not sound confident . Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.
When making sales by phone, here are 5 simple techniques to sound confident
A postcard from Stephen, a salesman at Mcgrath Real Estate arrived the week before Father’s Day with a competition to win a $500 prize. “Write in 25 words or less why your Dad is the best”. I let my 2 sons know and asked them to do the competition. My younger son did it straight away and after 4 days of reminders, my older son had not done it. I asked him if there was a reason why he had not done it and he said, “Oh, it will just be an excuse for the real estate agent to keep ringing us or mailing us because they will want us to give our phone number and email.” I pointed out that the reason for doing it would be to win a prize for Dad and that he could easily unsubscribe from any information that was sent by the real estate agent in the future. He then sent his submission in but I feared it would have missed the deadline of 5pm Friday before Fathers Day.
As my older son predicted, sure enough, at 9.30 am on Saturday, the phone rang and it was Stephen from Mcgrath Real Estate.
Earlier this week I came across an interesting survey conducted
across 1200 business owners in 11 industries. The findings from
the research revealed that:
a) 85.2% of people said that they didn’t know how to effectively
use the LinkedIn platform to grow their business,
b) 9% had profiles but were not active
c) Only a minor 5.8% were getting results
I know that LinkedIn is a powerful tool to find a target market and promote your services if you know how to use it correctly. Combine the ability of LinkedIn to create and connect you with a targeted list of new prospects with your top telephone sales skills and you are way ahead of competitors who are still buying expensive untargeted lists to find leads. Not only that, you no longer have to make a cold call, it becomes a warm one; This enables therefore, a much easier conversation.
Last year I had the good fortune to meet Alex Pirouz.
Alex has had enormous success using LinkedIn to build his business so I asked him if he would be open to holding a webinar for my subscribers to share his wisdom with you.
Well I have some exciting news to share with you. Next week he
is going to be conducting a live webinar sharing the 3-step system he used to:
— Build a database of over 250 contacts in the media and get
featured in over 50 publications without sending out a single
— Grow his network from 50 to over 7,400 targeted contacts which
helped him land in the top 1% most viewed profiles in 2013
— Generate over $700k in revenue for himself and his clients across
14 different industries in little over 12 months
— Secure speaking engagements at Movie premiers, Universities,
Blue Chip Companies including Microsoft, Swinburne University
and Society of Young Entrepreneurs to name a few
I have managed to secure ONLY a few seats for you so don’t delay making a decision. To claim your FREE spot, click on the link
CLICK HERE TO BOOK LINKEDIN WEBINAR
At the end of the webinar Alex will be holding a Q&A session so if you have any questions feel free to email me so I can pass them on to him.
December is your chance to become even more active on the phone.
Here are 3 Actions you can take:-
A) Call your best clients to say “Thank You” personally, give them your best tip for next year and wish them a happy Christmas.
B) Ask them how you can help them next year giving at least 3 suggestions.
C) Call all the people to whom you have sent quotes in the past year. I will be doing that myself and can guarantee from experience that you will convert 20% of them into sales when done professionally.
If you cannot reach them, here is what you do:-
When you do telemarketing or prospecting (whichever you personally classify yourself as doing, it is the same thing), I am constantly reminded of the importance of opening a telemarketing call with a good “interest-grabbing statement” to make people want to hear more.
This is so important to leave on a voicemail message too. If you don’t take the time to develop your interest grabber, you’ll probably sound like every other salesperson.
An interest-grabbing statement contains one unique or distinguishing benefit that leaves a lasting impression on your prospect. It differentiates you from your competition.
I was training 26 telemarketers on the Gold Coast who worked for a debt collection company. We came up with a great introduction for them. They used to say “Hi this is ____ from Marshall Freeman. We are a debt collection company.”
Well, so what! That was all about them. The person you are talking to wants to know what the benefit is for them so we changed their opener to “Hi, this is ______ from Marshall Freeman Collections. We help you turn your debts into cash.” (Then it’s time to stop talking, start listening and launch into open-ended questions to find a need).
It was this same company that said they did not ever leave a voicemail message when prospecting for new business.
Two of my coaching clients told me last week that getting past the gatekeeper is their biggest problem at the moment. I will therefore share with you in this month’s Tips Newsletter why this might be and what to do about it. There is a big chapter on this in my book “Don’t Get Hung Up!” but I will give you a few more strategies here to add to your repertoire.
4 Reasons Why You Might Fail To Get Past The Gatekeeper
You sound timid, hesitant, apologetic or unsure of yourself
You start selling your products and services to the gatekeeper
You are asking for the name of the decision maker (This shows it is a sales call)
You have not planned your responses to possible gatekeeper questions
Strategies to Try
Having just returned from a gorgeous holiday on the islands of Mykonos, Paros, and Santorini, I’ll never forget what happened on Santorini.
We arrived by boat at the port and could not see a single taxi to take us to our hotel. An excited, prospecting salesperson standing outside the car hire office, took his opportunity to invite us in and proceeded to sell us the idea of hiring a car. He asked how long we were there for (only 24 hours) and said that hiring a car would be our best option. Then we could see the whole island. “Anyway”, he said, “a taxi to your hotel would cost 30 euros, taxi to the airport next day 30 euros and I will give you a good deal of 80 euros including petrol and insurance to hire the car for a day with a drop off at the airport. It seemed like a good idea so this is what we did. We realised hiring a car at the port was not probably the cheapest place to hire a car but it was at least convenient.
When we got to the hotel, out of interest, I asked how much a taxi from the port would have cost. I was told 15 euros . It would be the same price to the airport and the car hire place next door would have been half what we paid!
Hmmm. We felt ripped off.
Instead of collecting all the business cards at tradeshows and networking functions and doing nothing with them, why not follow these people up? Again they may not want to buy now but they might sometime in the future. For example I am not in the market right now for a new car, but in 2 year’s time, I might be. If a car salesman keeps in touch with me by continuously giving me ideas of cars to choose for the future, who is the first car salesman I am going to go to? The one who is front of mind of course.
I suggest you buy a card scanner to record all those business cards. Then find someone who works in the Philippines for $2 an hour to put them into an excel spreadsheet, send them back and then you upload them into your database. It is a quick way to build your database fast. The more prospects you have, the more you will sell.
You would know that, as your existing customers drop off, it is important to keep filling the pipeline with potential customers (i.e. prospects). Cold calling is vital to practice in order to stay in business.
“Yes, but where do I find leads?” I hear you cry. “Lists you buy are never accurate and cost a fortune!”.
I have finally found the solution. We have invested in a very expensive piece of software which accurately finds, live off the web, any type of company you want in any town/state of Australia and the world. It gives you the name of the company, the telephone number, the email address, web address and street address. We can download this to an excel spreadsheet and you can then upload it into your database to do a telemarketing campaign, an email campaign or a postal campaign. We can even organise a postcard campaign for you. We can even give you the scripts for your campaigns of any type.