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.
When leads or enquiries come in to you asking you for a price or a proposal, a very important first step in telephone sales is to qualify the person asking you for this. If you don’t, you could be wasting your time creating a beautiful proposal for them and never hear from them again.
Now I could only teach you this if I had not been aware of what I was doing myself recently. Yes, because I got really busy this month, I skipped the step of asking the questions I knew I should have asked, did the quotes and proposals by email and wondered why my follow-up call voicemails were not responded to.
In nearly all cases, the person asking for the proposal was not the decision maker. They were requested by the boss to get the information so a good question I could have asked could have been:-