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How Not Building Rapport Loses You Sales

Last week I went to a new dentist. I had never met him before so I told him very clearly what I wanted to achieve from the visit.  I needed to replace a filling which had dropped out and I would like a clean and polish too, nothing more.

At this point he promptly tried to sell me on the idea of having x rays (He said that it was advisable to have x rays every 2 years) and he wanted to do a check-up too. There was a possibility (he said) I might have an infection in the gum above my crown.  (I knew I had not got an infection as I had recently checked this). He would not stop talking for 12 minutes and then said he would not have time at this appointment to do anything more than the filling so I would have to come back for the clean and polish and pay for a second appointment.

The point of the story is, if he had  just listened to what I wanted, he would have achieved the 2 tasks in the half hour appointment. I would then have trusted him, seen he could do a good job, and then I would have been happy to order more services that he suggested.  Because he started selling at me the minute I arrived, he built zero rapport and trust with me.

Make sure you build trust and rapport on the phone and face to face before you ever start your sales pitch. Use open-ended questions and establish the customer’s needs, demonstrate listening skills and then you can customise your sales presentation to the customer.

Perhaps dentists should incorporate sales training in their apprenticeships do you think?

 

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How To Get Targeted Leads Fast

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
press release 
— 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
below: 

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.

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Is Honesty Important In Sales?

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.  

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How To Find Good Prospects

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.

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