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:-
Send them an email:-
SUBJECT LINE: “Should I stay or should I go?”
“Hi _________ I haven’t heard back from you since sending you the quote on ____and that tells me one of three things:
1) You’ve already chosen another company and if that’s the case please let me know so can I stop bothering you.
2) You’re still interested but haven’t had the time to get back to me yet.
3) You don’t have the funds in which case you definitely still need my services.
Please let me know which one it is because I’m starting to worry… Thanks in advance, and I look forward to hearing back from you.
Now I thought No. 3 was somewhat rude but the first person I sent this email to replied as follows:-
“Thanks Jenny. I appreciate your follow-up but our Brisbane office has just gone bankrupt. they will no longer be needing your services.”
Wow! No. 3 reason was real. At least I know why they did not reply now!
You may not want to be quite so blatant as I was, but write something along those lines in an email if you cannot reach them by phone. You will be surprised how many people’s interest you will resurrect.
Have a wonderful Christmas. Feel free to email me with any challenges you have on how to sell and give me fuel for more valuable newsletters. See below for what is new next year.
YOUR SALES COACH
P. S. You can find more telesales techniques on how to sell in my ebooks
Top Telesales Techniques That Work, Vol 1 and 2 www.telesalestraining.com.au/telesales-ebooks.html
in the hard copy book “Don’t Get Hung Up!” (How to sell products and services by phone) – Great Christmas gift for your team – The Bible For Telesales Success. www.telesalestraining.com.au/telesales-books.html