Some great words and phrases to use on your sales calls include the following: well-positioned, strategic, take market share, customized, targeted, implement, custom-design, industry specific, tailor-made, generate, caliber, quality, includes, added value and grow your business.
Start doing some research on your prospect's industry. Did you find an interesting article in a trade publication? Did you find an advertisement of one of their major competitor's? If so, then try sending this article and/or advertisement with a note saying, "that you look forward to speaking with them soon and you thought they may find this article (or advertisement) of interest.
Try testing new messages. Maybe it's time to refine yoursales pitchor perhaps it's time to reword what you say over the telephone because your current message is not working. Take a look at what your competition is doing and review their website for new and innovative ideas.
Start introducing your customers to each other (try to look for synergistic opportunities between the two). There's an old saying, "What comes around goes around." If you take the time to introduce a client to another then in time, they will take the time to refer you business!
The best time to make cold calls are during these tough times. Everyone's complaining about their vendors. If you strategically position your company and convey the right message you will get the attention of your prospect. Focus on benefits, solution-based selling and bring new ideas to the conversation (do some research on their competition). Ask your customer, "When was the last time you took the time to really review or analyze what you're doing?"
Everyone's looking to save money, but when the economy is down, saving money becomes their #1 priority. On your next cold call, open up your sales calls, and let your prospect know that you have a customized money-saving program specifically designed for their industry. If there's interest in your offer, suggest a day and time to them that you may drop off this information. Send a friendly confirmation via email of your conversation one day before you visit their offer. The contents of this email should summarize your telephone call and the day and time you will stop by.
Are you making enough outgoing calls? No output means no input. How many outgoing calls are you really making time for each day? Each week? Calculate your statistics
One excuse that a lot of salespeople make is "No one's buying anything." Stop the excuses! What's the solution? You need toknock on more doors to find one that opens COMPLETELY! Change your thinking pattern. Stop the negative thinking. Now is the time to think of new and creative ways to cross-sell business to existing customers and to attract new customers to your book of business. When was your last brainstorming session with your co-workers, management or sales team?
Treat your customers like GOLD. Give them good service. Give them more than what they expected.Start listening to your customers more. Build relationship with them. Focus on how you can help them. In time (meaning tomorrow, next week, next month, six months from now or one year from now), they will tell others. They will tell your story for you. All it takes is one customer to spread the word for you. All you need is one.
Quick question: When was the last time you sent a thank you card? I'm not talking about sending one through your email, I'm talking about sending a hand-written thank you note? This note could be for someone that you recently met with, it could be for a recent customer or a new prospect. Thank you notes make your customers and prospects feel important.
During tough ecomonic times, there is nothing more important persistence. Being persistent means making not just one sales call, but it means making more than one. Being persistent means not giving up on sales prospects. Being persistent means not giving up PERIOD. Click here to read these motivational stories!
Do more research on your prospects and customers before you call them or meet with them. More information and more research means that you can quickly relate to your customers and your prospects at a much faster rate. The more you know about your prospects and customers will always result in better sales questions and better questions will ALWAYS CLOSE MORE SALES!
Make sales calls by industry to start selling 10x more than what you're doing RIGHT NOW!
In order to compete and make your sales during tough market conditions you may need to re-invent yourself and the way you do business. Ask yourself, "Self, what can I to strategically create more interest in my product and/or service?" If the sides were reversed and you were the prospect, what is the one "Magic Line" that you would want to hear? What would move you to take action and be a "buyer?"
Copyright 2008 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call™,author, cold calling pioneer, speaker, sales trainer and sales software inventor has made over 80,000 cold calls over his sales career--this number continues to grow exponentially. He is one of the most famous names in cold calling and sales prospecting. Inside and Outside Sales Professionals have visited his website, subscribed to his FREE weekly newsletter and ordered his brand name of products and services from every corner of the globe. Mr. Cold Call™ has been quoted by numerous national publications such as Selling Power Magazine and Investor's Business Daily and was recently featured by Selling Power Live! in a CD audio program called "Turn Cold Calls Into Gold Calls." Other accomplishments include his more than 50 published articles on cold calling topics from A to Z, his infamoussales tracking sheet that automatically calculates your daily, weekly, monthly and yearly sales ratios, his custom sales script service called "The Script Responder"and finally, his best-selling Book Series that include the following titles: