Do you sit in front of your database, making a few random calls and not getting very far? Here are a few tips to make your sales time more productive and provide you with a real boost to your business.
Plan time in your diary each week specifically for sales.
This time is immovable. It is one of the most important times in your week. Switch off email, don’t answer the telephone and put do not disturb on your door. Try and allocate around 1 to 2 hours per day to concentrate on selling your product to your prospects. Consistency really is the key to successful sales.
Before picking up the telephone you need to ensure you know the answers to the following questions:
What does this company do?
Look the company up on the internet. Look at their website and do a Google search. It should give you a real feel for what they do, what’s happening to them now and where they are heading.
Who will I be speaking to?
If you don’t have a contact name then this is one of your main reasons for calling them. If you do know the name of the contact look them up on Google, see if they are on Facebook, LinkedIn & Twitter. The more you know about your contact, their interests etc. the easier it will be for you to build a rapport with them.
What is happening in the local/national and international news that will be having an effect on this company?
This information is worth its weight in gold. It should highlight to you the issues that the company is currently facing. Can you resolve any of these issues for them?
What do you want to achieve when you make the call?
There is a brilliant system you can utilise to ensure you come away from every sales call having achieved something. It’s called LIMS which breaks down into Love, Important, Must and Should:
Love to achieve – e.g. start working with them immediately
Important to achieve – e.g. arrange a meeting to discuss potential work.
Must achieve – e.g. Get them to agree a further telephone conversation.
Should achieve – e.g. get the personal email address of your contact so you can send information.
It does seem like a lot of work before even picking up the telephone. However, if you’ve planned well the call will run smoothly, you’ll feel more in control and you will achieve something with every call you make.
You may find it easier to plan you calls at the end of each day for the next day. It should take around ½ an hour. Don’t forget consistency is the key.
What are your top tips for sales call success?