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Call Me After the Holidays

Posted By Mike Leeds, Pro Sales Coaching, LLC, Thursday, November 30, 2017

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Call Me After the Holidays

If you haven’t heard this comment from a prospect or customer yet, you soon will.

They may not want to see you until January; however, you certainly can try to set an appointment now for a future time in January.

Next time you hear this comment, instead of just calling back in January, consider a response like… “I certainly understand. Can we schedule a time now for a meeting after the holidays?”

Having appointments set up for the first couple of weeks in January will help you start the year strong. Otherwise, you may not be able to see these people until late January or even February – losing valuable time. If you sell a product or service with a recurring, repetitive, or a trailing revenue stream, getting a fast start to your year is critical. Mathematically, the first quarter of the year can be worth as much as 42% of your annual revenue opportunity or potential.

Lay the foundation now for a great 2018!

Have a great sales week & enjoy the holiday season!

Tags:  Customer Service  Data Gathering  Increasing Sales  Networking  Relationships  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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Open New Doors for Prospecting

Posted By Tracelyn Sutton, American Cancer Society, Thursday, March 23, 2017

Sales are contingent on the attitude of the salesman, not the attitude of the prospect. William Clement Stone

In your business, how often does your salesforce actually recruit new clients? I know some companies make it mandatory and other places leave it up to each salesperson. Are your salespeople sharing  the results with others and do they find their own competitive spirit helps to push them to continue to seek out new clients? I believe in a consistent approach to prospecting.


For prospecting to be successful make sure you always choose a time for scheduling sales calls. See the list below of the various ways we can search out new clients. I would suggest early in the day but pick a time that is the most productive for yourself and your prospects. Make sure your team is prepared and knows what they will say ahead of time, but remember to be flexible and never read from a script. Last you must remain professional and don’t let a negative attitude get in your way.


Let’s think about your ideal client! Remember you can fulfill the needs and wants of your ideal customer so go after them. Be confident. Conduct research to determine who benefits from your product. The information that you must find beyond how your product meets client needs includes the following:

·       Values and priorities

·       Budgets

·       Age

·       Gender

·       Buying habits

·       Profession

·       Interests


Once you have identified the ideal customer, you will be able to focus your time on prospects who are likely to become your clients.  My ideal buyers that I enjoyed helping were retirement homes, teachers unions, schools, camps, health care, nonprofits and at one time I called every funeral home in CT. Every call I made got me closer to the sale. I learned from each call and enjoyed making sure I asked the right questions. By the way, the minute they answered the phone I introduced myself and asked if this was a good time to talk. Asking this question is important, and I get many calls each day trying to sell me, and not one person asks me if it is the right opportunity to have a conversation. It shows respect when you ask that question. Don’t just assume because I answer the phone that it is a good time to chat. I often respond to the phone in case the call is an emergency regarding a family member.


Start with a plan. End with a plan.

There are numerous prospecting methods available, and each one can be discussed more in detail. While you will probably choose multiple methods of prospecting, you must focus your energy on ways that your prospects will respond to when they are exposed to them. For example, younger buyers are less likely to answer to cold calling and more liable to answer to social networking and webinars. Prospecting methods commonly used include:

  • ·       Cold calling
  •         Direct Mail
  • ·       Referrals
  • ·       Content marketing
  • ·       Email marketing
  • ·       Networking
  • ·       Seminars
  • ·       Social networking
  • ·       Webinars
  • ·       Advertising

Develop a habit. It is like a virus, the more you make connections, the more you want more. It will be hard to stop.  The excitement of cold calling will drive you to continue to push out calls.  I can spout number facts for you but the point is that you not only need to, but you will want to call every day.   I found that it did become a habit and looked forward to making time to connect each day.

I realize there are thousands of articles on cold calling, but I want to add my voice. I enjoyed cold calling, and I made hundreds of calls each week when I worked with MDA selling Shamrocks Against Dystrophy. I was successful because I worked each call to its fullest ability. I did the same at BSC because even when I felt extremely busy, I knew it there could be a time when you lose a client, or sales would slow down. I believed every call I made was my insurance policy for future sales. These calls would protect me and guarantee that I continue to gain new clients and orders.

The success of cold calling often depends on the attitude of the caller. A sales person who does not believe in the effectiveness of cold calling is not going to project the confidence necessary for success. Maintaining a positive attitude will go further than you think. Cold calling has become increasingly difficult, but it is worth the reward. Do not expect to close a sale with a cold call. While it may happen, the purpose is to connect with the prospect. It is not for everyone; you need true grit and motivation. If your sales people are highly competitive, then I would probably suggest an incentive sales program. Start this process with the team and when the habit is formed then everyone will already be prepared.

Successful cold calling requires extensive preparation. You need to understand the prospect and how your product relates to the prospect’s needs. You need to focus on:

1.     Introducing yourself and your company – make sure you know your unique value proposition. To understand this, you need to know your competition.

2.     Finding out the prospect needs – you want to make sure these questions flow freely so it does not sound like you are asking them, but you should try to get this information.

3.     Educating the prospect about how you can meet needs

4.     Maintain contact with the prospect. Find out their social media information, let them know you are interested and also connect on Linkedin! Have an offer so you can stay connected. Try an email blast showing specials, or sign up to read great blogs of education. Confirm their street address and then follow up with a direct mail for a great double whammy!

Next article will focus on Direct Mail.

Where we are today in regards to email and social media, really makes direct mail something that is new and unusual. We need to realize this is another great way to show your creative side and snag a new client.

Be sure to visit www.promoindustry.guru for up to date news stories showcasing the promotional product and manufacturing industry.

Tags:  cold calls  direct mail  Sales Prospecting 

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7 ways to get a Jump on Leap Year!

Posted By Mike Leeds, Pro Sales Coaching, LLC, Wednesday, February 17, 2016

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

7 ways to get a Jump on Leap Year!

We all wish we had more time in the day; however, this year your wish becomes your reality – you get a bonus sales day. Leap year only comes around every four years – so let’s “jump” on it! It doesn’t cost you anything – it’s pure profit. You can use the extra Monday to plan and/or execute any of the 7 suggestions below:

1.    Schedule to meet a former networking/referral partner for coffee or lunch. This is a great opportunity to reconnect, and see how you can assist each other this year.

2.    Make a list of old (or dormant) customers that you’ve been meaning to contact – and commit to this call time on your schedule within the next 30 days. This is another great opportunity to reconnect, see what changes have occurred in their businesses, and assist with their success.

3.    Make a list of former target prospects that have told you “no” in the past. If you feel these are still solid targets for you, schedule time to contact them within the next 30 days to see what (and who) has changed. A “no” yesterday can turn into a “yes” today (or tomorrow).

4.    Go through those rubber-banded stacks of business cards you’ve collected, and see which ones may be relevant to contact now – and commit to this call time on your schedule within the next 30 days.

5.    Go through that “possible or future projects” file you keep (or maybe you call it – things to do when I have time). See what’s relevant – and commit to this call time on your schedule within the next 30 days.

6.    Do that prospect researching that you’ve been putting off. Make a list of prospects to contact, and commit to this call time on your schedule within the next 30 days.

7.    Review your list of old contact names from your previous jobs to see which may be relevant again today. Make a list to contact, and commit to this call time on your schedule within the next 30 days.

You may come up with other ideas to add to this list. The important take-away from this blog is to do something with this day that you haven’t had time to do.  Take advantage of this extra day – and let it contribute to your 2016 success. 

Have a great sales week!

Tags:  Customer Service  Data Gathering  Increasing Sales  Networking  Relationships  Sales  Sales Activities  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Prospecting  Sales Questions  Sales Quotas  Sales Results  Sales Skills  Sales Teams 

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