Fill the Funnel - Smart Calls

Are You Making Smart Sales Calls?
Once you determine the buyer is interested, the next stage is building a relationship and learning more about the customer’s needs. Salespeople build rapport by asking questions and listening to the answers, and furnishing information. Customers who like their salesperson and your product remain in the funnel. They represent real opportunities for sales.

If many potential customers enter the funnel, but few turn into opportunities, work on improving your team’s sales skills.

Million Dollar Sales Tip 1

10 days of Million Dollar Sales Tips Starts Now!

Master cold calling by calling daily, even when you’re busy. In 10 minutes, make 3 calls instead of excuses. Everyone has 10 minutes.

Cold Calling Tip - Success

You can't get an appointment with everyone, but you'll find success if you make enough calls.

Cold Calling Tip - Relax

When you call, relax in your chair. Take a deep breath and say out loud, "This will go well." Dial and smile. Know what you want to accomplish.

Cold Calling Tip - Eliminate the Squeak

When you're talking, listen to yourself. Is your voice a nervous squeak? Adjust. Speak slowly and clearly. Ask people how they spell their names.

The Cold Calling Script

Next time you pick up the phone to start cold calling, try using this script:

• Say who you are and who you represent. Find out who buys the product you sell and be sure you have their correct name!
• When you have the buyer on the line, tell them who you are and who you represent. Confirm you are speaking with the right person.
• Ask, "Do you have a minute to talk?"
• Offer a benefit.
• Find out if they need what you sell.
• Ask for an appointment.

Good selling!

How to Increase Your Sales: Tip 5

Tip 5
It takes 60 minutes to call 20 people. If you call 20 people and have 3 to 5 conversations, that  equals 90 minutes on the phone.Want more business and to increase your sales? Schedule more time to call more people.

Grow Your Sales: Sales Call Planner

Before you pick up the phone, review and fill out the sales call planner. This document will help you prepare and ensure you sound confident and knowledgeable on your next call.

Cold Call Pre-Call Info Sheet

Are you planning on making any cold calls this week? Before doing so, make sure you have a pre-call info sheet completed. The sheet should include the following information:

Company Name
Address
City, State, Zip
Phone Number
Source of Lead
Contact
Email
Subsidiary Of
Website
Business Description
Company Needs
Additional Services
Number of Employees
Annual Sales

Good selling!

Cold Calling: Final Thoughts

The past few posts have focused exclusively on cold calling. To end the week, here are a few more tips to help you with the process:

You get a prospect on the phone -

• The prospect agrees to a conversation.
• The sales process moves forward.

You get a prespect on the phone -

• The prospect is too busy to talk to the sales process is handcuffed.
• Sales must call back to build awareness.

The prospect doesn't answer the phone -

• The sales process stops.
• The prospect is unaware of the product.
• Sales must call back to build awareness.

Cold Calling: What to do when...

You're on a cold call and the prospect says, "I had a horrible experience with your company."

Say you are sorry and then pause. If they want to tell you more, they will. If not, say, "We've made many changes to improve quality for our customers. I'd like to hear more about your experience and tell you about the changes we've made." Then ask for the appointment and be prepared to discuss your quality strategy.

Cold Calling: What to do when...

You're on a cold call and the prospect says, "We're happy with our present vendor."

You say, "I appreciate that. Many of my clients say the same thing. But maybe at some point your needs will change and if they do, I hope you will consider us. With that in mind, would you allow me ten minutes to introduce myself to you?" Then ask for an appointment.

Cold Calling: What to do when...

You're on a cold call and the prospect says, "Send me information."

Do what they ask. Send the information along with a letter. The letter should tell them why you called and state that you will follow up. When you follow up, be sure to ask for an appointment.

Cold Calling: The Script

A prospect has picked up the phone and said "hello"...now what?

The Script

1. Say who you are and who you represent.
2. Ask who is in charge of buying .
3. When you have the buyer in the line, tell them who you are and who you represent. Be sure you are talking to the right person.
4. Ask, "Do you have a minute to talk?"
5. Tell them why you called - offer a benefit.
6. Find out if they need what you sell.
7. Wrap it up. If you sell what they buy, say so. 
8. Ask for an appointment. Be specific and give them two date and time options.  Example: Bob could I have a few minutes of your time next Tuesday afternoon or Wednesday morning? If they say no, ask for an appointment the following week. If they say no again, ask when it would be convenient for them.

Reaching a Client Who Never Picks Up

Wondering how to reach a client who never picks up? Try these tactics:

• Try calling early in the morning and late in the day
• If you've called repeatedly, leave a polite message explaining who you are
• Send them a letter and then follow up on it
• Persist if you really want them as a client
• Is there a way to get a referral to Mr. or Ms. Avoid-you?
• Block you phone number with *67 and see if they pick up

Invest 5 Minutes and Make a Better First Call on Prospects

There are three critical pieces of information you should know before you meet a prospect face-to-face for the first time. Most of the time you can collect this information in 5 minutes or less. Simply Google the prospect's name or search for them using LinkedIn.

The three things you want to know are:

1. What is their exact title? Knowing a title gives you insights about a person's goals, responsibilities and the kind of problems they want to solve. Titles offer clues as to how much authority the person has, and whether or not they are the purchasing decision-maker.
2. What do you have in common? Do you have the same alma mater, know the same people, or belong to the same organization? By finding a commonality, you jump-start relationship-building.
3. What is their history? Have they changed jobs three times in five years, or had a rapid progression inside their company? This could signal ambition and ambitious people are agents of change and open to new ideas from salespeople. Did they formerly work at a company where you have contacts? This gives you the opportunity to drop names and build on existing relationships.

Taking the time to do this research makes first calls to new prospects go better, and helps you sell more.

Business Development Strategies: Looking for Immediate Revenue

You have ten minutes to make phone calls, and you’re looking for immediate revenue. Who should you call?

The pyramid is your guide. Start at the top and work your way down.

First, call customers who could buy more from you right now. Get a meeting to talk about immediate needs. Let them know other ways you could serve them. Find out what is coming up so you don't miss an opportunity.

What if you’re already the preferred vendor at an account and getting the majority of the work? If you’re wondering if calling them is the right way to spend time, consider three factors.

·         Are there threats to your position in the account?

·         When was the last time you had a face-to-face meeting? If more than a month has passed, make a call and schedule a meeting.

·         Is there something new you want to sell them? If the answer is yes, go talk about it.

Second, call prospects you have met with 3 or more times. Meet with them to find a way to get an opportunity and convert them into customers.

Third, call prospects you have met with once or twice. Continue the process of developing a relationship and identifying a need. Focus on building trust, demonstrating competence and identifying a problem you can solve to move them forward in the sales cycle.

Fourth, call suspects. These are leads who you haven’t met. Call to get an initial introductory meeting.

In ten minutes, you can call three people. If you’re looking for immediate opportunities, be smart and selective about who you dial and you will sell more. 

Ten Tips to Leave a Better Message - Part 2

A continuation from Wednesday, here are Tips 6 - 10 to help you be the message master.

     6.  Speak with positive enthusiasm.
     7.  Call with the right attitude. Or fake it until you feel it.
     8.  Expect voicemail and be prepared.
     9.  Rehearse three times to sound confident.

    10.  Single task when talking. Stay 100% focused on leaving a great message.

Ten Tips to Leave a Better Message - Part 1

Voicemail is a fact of life. Be the message master with these 10 tips.

1. Prospects and customers pay more attention to your tone of voice then they do to your words.
2. Start messages by announcing who you are, the company you represent and your phone number.
3. To state your name, say, "This is Linda Bishop," rather than, "My name is Linda Bishop."
4. Be sure your message is 20 seconds or less.
5. Be specific.

Check back on Friday for Tips 6 - 10.

Never Underestimate Easy

It's hard to get organized for a marathon cold-call session where you dial 20 prospects. It's easy to find the time to call one person. 
Sure planning is important, but sometimes the smartest way to outsell the competition is to do more by doing what's easy.

Who should you call right now if you want to sell more? Don't over think. Do make the call. It's easy and it works.