Here are some suggestions which might be of help…
1-Call immediately when interest is indicated. People “cool off” and your chance of getting them later and keeping their interest diminishes.
2-The average sales person calls a lead about twice before giving up. Research shows that is takes 6-7 contacts to make a conversation happen. Most reps stop much too soon. Afraid you will “bother” them? Not if you continue to develop their interest, curiosity and give value with each message left. A lot of money is left on the table when you don’t follow-up persistently.
3-Franklin Covey found calling between 3:30 and 4PM is helpful. I also learned the boss will often answer the phone if you call between 8-9AM (check their time zone) or after 5PM when office staff is not available and they pick up their own phone.
4- Calling on a Wednesday or Thursday is considered best. The beginning of the work week is too hectic and Friday people are in a weekend frame of mine.
5-Use a local number –people have caller ID and are more likely to pick up the phone when local numbers are used. There are many companies that offer this type of phone service.
As you move forward reaching more of your leads, it’s important to have sales scripts ready with the responses to FAQ’s. That is your next step. I help my clients develop powerful sales scripts that have been tested and are successful. Some ideas are noted on my blog entries.
Please write your comments/thoughts below on what you found helpful in reaching prospects. Try the ones above and let me know your results. I will respond.
I remember a strategy I used when starting out. I gave myself permission to approach only five people at an event (make it three people to start out with if it feels more comfortable for you). I usually went over to people who were alone and/or were standing off to the side who were thrilled to have someone approach her/him. I asked questions about them personally.
My coach discussed the F-O-R-M acronym for starting new conversations and relationships…
M = message
You begin the conversation with a complement. If the person is of the opposite sex, talk about your spouse or acquaintance within this complement so they don’t think you are just trying to pick them up. An example, my husband would love your suit. Where did you buy it?
Then move on to the other areas (of F-O-R-M) where you ask a lot of questions and pay close attention. People enjoy speaking about themselves usually. You will gather some information you might find useful should you go forward in business. The Message part of this acronym is not where you jump into your business. Ask about what they do. When they ask about you, give a 3-5 minute powerful elevator speech. Then ask for their business card followed by setting up a time to speak more in depth. Do not do it then.
Have you ever tried this technique or one similar to it? Let me know about your successes and challenges below please. I will respond.
How do you increase interest and attentiveness during your presentations? One way to do this is by telling stories. No, just any story won’t do. It needs to be related to your audiences’ needs and desires. You would know this by who is sitting in front of you or attending your webinar. They should be invited based on their challenges for which you will have a solution.
So how do you choose a story? Your audience should be looking to you as an expert in a specific field. Often, people think they cannot be like you. You want them to relate to you. You might have heard the expression, “people do business with someone they like, trust and respect”. That’s right on! But you are on that stage and have expertise they might feel is beyond their reach. By telling a story in this manner, you build a connection and a feeling they can achieve this level of success too.
Start your story out with a few sentences about the high point in your career that is something they are interested in (example: “I now have a 6 figure business. I take vacations and enjoy time with my family. I work hard and play hard. (Then add the following sentence…) But it wasn’t always like that” (you then go into a few sentences about your struggle so they connect with you). Then end with a few sentences about the success you are currently experiencing stating you can do this as well. This is coming from the thought you did it and I’m where you were so I can achieve this level of success as well.
Often a story such as this is what people remember as time passes so make it memorable and attainable. The bulk of your discussion might have faded. Give this method a try. Let me know how it works for you or what you do that produces good results.
It’s important to get people interested in your product or service. This is a sales function not just marketing. People often want to blame their marketing department.
Many of your ideal clients are not looking for you now. They need specialized education to realize what you have would be valuable to them. Just asking a few questions like ”are you looking to purchase…”? is not it.
What’s the best way to create interest using pain or pleasure? Pain! People avoid pain so that is paramount. You don’t want to start off a conversation by just jumping in to your products/services. They are being sold to all day and night. They will most likely say, “I’m not interested”. However, solve a real world problem for them, one that keeps them up at night, and now you are talking!
How’s your sales been going? If it’s not what you hoped for, how many people do you have in your pipeline that you consistently contact giving valuable information rather than sales talk? It’s often better to reserve a block of time to prospect for new clients rather than about 1 hour per day. Why? Because the shorter amount of time is easier to blow off. Be sure to approach prospects higher up in the organization than you expect to speak to so if you are knocked down a level, you can say the other person recommended you speak with them. Try different sales scripts. See what’s most effective by keeping numbers on your results. Tweak it one bit at a time so you know what elicited a “wow” result.
Any questions? What has worked for you? Please leave a comment. I would appreciate hearing your thoughts.
What piece was missing in 2015? Most small business owners leave a lot of money on the table. How? They don’t follow up consistently. I hear too often– “well, I don’t like to annoy people”. That’s true. So what can you give them to stimulate interest and curiosity about your products and services?
The place to start is an initial letter (better if it is mailed rather than emailed). Discuss the problems your clients have ((about 3 bullet points). Then state you helped them solve these issues. If they want to hear how, they should give you a call.
Chances are you will need to do a follow-up call. If you do not speak on the phone, write a similar letter stating if they experience a problem like the ones you described or want to discuss another one, to contact you.
Next follow ups include articles that could be of interest, jokes, etc.
When you make the contact, following a business strategy so you don’t cause stress in the discussion is vital. If you want to learn more and you send me information about your challenges, business and let me know what you’re looking to achieve, we can see if a phone call between us would be beneficial.
Here’s to a bigger, more successful, less stressful 2016.
Please let me know your thoughts or send me a message through facebook.com/ellen.cahill.growth
How many of you continue to revise things because they are not “perfect”? Often that extra time you put in makes little or no difference and can keep you from moving forward. It results in lost revenue, having it “hang over your head” and feeling you are not accomplishing anything!
You certainly don’t want that happening. Perhaps 2014 didn’t produce the results you projected because the procrastination bug bit you. No, I’m not saying you should be average. My clients – and I want YOU as well – to strive for excellence. That is attainable. No one really knows what perfectionism is in the work environment. So how can you reach it? You can be excellent. Time to lift yourself up. Feel good about what you accomplished and be more productive. Get a business coach or mentor to assist. You don’t have to do it alone. Contact me for more information.
As the picture depicts – work smarter, not harder.
Please leave your comments below. I would love hearing from you.
Sure, it’s difficult when your small business strategies are not really effective
In my blog of Feb. 3, I discussed your ideal clients. Here is additional information on how to identify them more easily. The Referrals of a Lifetime, authors Timothy L. Templeton & Ken Blanchard talk about organizing your database to identify your ideal clients. Here’s how it’s done:
Go through your database and assign a letter to each client which easily identifies how often you should contact them.
A’s – These are people who are your cheerleaders. They speak highly of you. They have exceptional regard for your abilities and would refer you right now. This includes family and friends not listed in your database. Your staff might know some too. They probably account for about 10 to 12 percent of the people you are acquainted currently with.
B’s – These are people whom you think are your champions and would refer you if you educated them about how you work. You will want to learn more about them too; be proactive in building an even better relationship with them. If you keep in good contact with them, many will become A’s. This group is harder to identify. It is composed of about 17 to 20 percent of those you know.
C’s – These are the people you are not sure about but still want to communicate with. You might have just met them or spoke with them briefly when introduced or exchanged business cards. They said it was fine for you to contact them. You are not sure they will refer you even after they are educated about you. You are hoping they will, however.
D’s- This is the delete or defer group. Here are the people you should not waste time on. These are people who take a lot of free services but are not serious about becoming your customer. They have no value to you and may, in fact, tarnish your reputation when speaking about you to others.
If you have read this book and applied these principles, I’d like to hear from you. Did this yield positive results? An increase in revenue? If you feel you need additional guidance in implementing this strategy, let’s talk. Or what are your thoughts about this method?