JUST ADDED: If you're really saving your prospect a lot of money then why not put a picture to their savings? You can include a picture of your savings with your prospect's proposal. So for example, let's say that you met with a graphic designer. Graphic designers love APPLE COMPUTERS. If you're able to save them $2000 then you can include a picture of an APPLE COMPUTER with your proposal and with your creative idea you can write down the following notes on the picture: "YOUR POSSIBLE SAVINGS WITH US!"
Never ever let a prospect know that you're calling from a leads list. When I'm talking about "Leads List" I'm simply referring to a list that you bought from a data broker. Try be creative and find common ground between you and your prospect. Try to source how you came to making the telephone call in the first place. Did you see their advertisment? If they advertise locally either offline and/or online then reference their engaging ad into your intial call. Did you read an article about their company? Do a search online and see if your prospect comes up in a recent story and reference this article into your initial call. How you open the telephone call is extremely important. And yes, you may be a great salesperson, but it's all about the first seven seconds. If you do not do a good job of referencing where you got their information then the first question that will enter your prospect's mind is the following: "How in the world did this person come to contact me?" When you source the call to a specific medium then you bypass this initial sales objection in the mind of your prospect. The whole of idea of sourcing your call allows you to open more doors of opportunity so that you can immediately engage your prospect with solid conversation rather than an immediate brush-off. To get a better idea of this strategy check out this article: "Have Fun Cold Calling by Watching Television!"
Always follow up your in-person meeting with a customized proposal and send this proposal via overnight delivery to your prospect. Your goal is to create IMPACT and your follow through action (of sending an overnight package with a proposal) will convey this!
Let your prospect know that you're interested in their business. Rather than using the word "I" always strategically say, "We are very interested in your business!" The word "We" carries much greater weight and shows a more unified team effort.
Find 40 top prospects in your territory. Create a personalized letter that is targeted to their business and hand deliver 10 of these letters to your prospect at their office for four weeks. Follow up with these prospects over the telephone, via email, through voice mail messages, future in person visits and follow up letters. Sales is all about planting seeds of information and when you combine these efforts with consistent follow up then you will inevitably win new business.
Show value in your product and/or service FIRST and then only bring up the price if your prospect asks you.If you do this the other way around and then show value then you're a PRODUCT (or SERVICE) PUSHER!
When you're meeting face to face with your prospect ask them about their business. Focus the initial conversation on them. So for example, you can ask the following questions: How did you get started? How long have you been in business?How have you been able to weather the downturns in the economy? Where do you see the most growth in your business? After you have spent ten or fifteen minutes understanding their business then you can ask the following open-ended question: "How can we earn your business?"(Pause, listen and hear how they respond.)
As you speak with your current clients think of these clients as you speak with your target sales prospects. Find synergistic industries and opportunities and see how you can refer business.
Do some research into your prospect's industry and incorporate this new found information into your dialogue with them.
There is nothing more rewarded in life then persistence. If you had an engaging conversation with a prospect six months ago then call them again. If you had an engaging conversation with a prospect one year ago then call them again. Most salespeople fail to make the sale because they expect to close the deal right away (i.e. first contact) and that is so not true. The most lucrative deals will happen over a period of time.
Ask one of your customer's if they can write you a testimonial. This testimonial can be used as a letter of reference when meeting with sales prospects. Anyone can say their the best, but a letter is proof!Another option is to ask a current customer if they would be willing to let a prospect call them for a reference (about you and your company).
When is your prospect's birthday? If you don't feel comfortable asking your prospect then you can always check out a website called www.birthdatabase.com. Remember, your prospect's birthday is just another excuse for you to make that follow-up telephone call.
Find articles and news stories related to your prospect's industry and mail it to them with a hand written note. Pop Icon recommends snail mail over email delivery.
Send your prospect a Fed-X package with a personalized letter or send your follow-up proposal via a Fed-X package.
While I prefer not speaking with gatekeepers always ask them for their first name (i.e. "For future calls with [Insert the name of your prospect here] may I have your name as well?) and then write it down in your contact management software program. This allows you to greet them by their first name every single time that you call your prospect. Most salespeople don't do this. This is a great way to build rapport with your prospect's front line.
Don't be BORING - Get EXCITED and STAY EXCITED. Your attitude is contagious. Your attitude has a magnetic affect on everyone that you come into contact with on a daily basis.
Create a weekly email that would be of interest to your sales prospects and offer to put them on your distribution list. Of course, you don't want to mention your e-zine right away, but once you gain a portion of their trust ask them! This allows you to stay in front of your prospects even when you don't follow up with them through the telephone! As a suggestion, try to come up with a clever name that inspires your prospect's curiosity.
If you came across a competing advertisement of a sales prospect on your target list then bring it to their attention. If you think the ad was "catchy" then your prospect will feel the same way. If the advertisement was in a coupon publication then cut it out and send it your prospect. Maybe you heard it on the radio? Or saw the ad on television? Either way, your sales prospect will be interested in learning more about what their competitors are doing. While they may be familiar with their competition they may not always be in tune with their competitor's advertisements.
Start asking more opened-ended questions. Ask questions that create interest and that really engage your sales prospect.
There's nothing wrong with taking notes on a sales call, however, if you can avoid taking notes then you will gain 10 times more from the sales call. It really is amazing how much more you can gain from a sales meeting if you just sit back and listen.
Send industry related articles to your prospect. To make it more meaningful try sending the article in the mail rather than emailing the article. Add a few notes to the article and let them know that you look forward to earning their future business.
STOP EMAILING THANK YOU NOTES! Go to your local store and pick up a few thank you cards and start writing handwritten thank you notes. Thank you notes (in the mail) help to individualize each prospect experience.
When sending letters in the mail to your sales prospects include a short description of the contents of the package. The key is to inspire their curiosity so that they open your sales package!
CLOSE THAT MOUTH and start listening to your prospect. That's why you have two ears!To be a successful salesperson means that you do most of the listening and your prospect does most of the talking.
While consultative selling is a key to closing business it's not the most important factor in your success. The most important factor in your overall success is your ATTITUDE.
Cold calling is not about closing the sale on the very first call. If that's your philosophy then please do visit another site. Cold calling is about planting seeds of information. It's about persistence. It's about follow up. Your best sales will develop over a period of time and not just after one time.
Be creative and think outside the box. For example, if your prospect is a fan of racing cars then send them a matchbox car with a handwritten note thanking them for their time and giving you the opportunity to meet with them in-person.
Copyright 2010 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 75 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: