Most smart salespeople set themselves a daily goal – five or ten or even fifteen calls a day, five days a week. But what happens when this goal is multiplied within a company? And then, within an industry? We’ve seen the benefits of cold calling in earlier posts I’ve written, but there is also a downside to it – the prospect can get very annoyed if he has a few people calling him to offer him the same sales spiel and to sell him the same products.
Let’s look at 10 great ideas which can be implemented to grow your lead base, strengthen your phone techniques, and clinch you the sale.
1. Set your daily activity goals: Plan a routine which is encouraging and achievable. As a further motivation, it’s better to set smaller goals which are easy to reach before moving on to larger tasks.
2. Focus on leads: It’s often said the key to successful selling is not about getting more prospects, but about focusing on the right prospects. By following targeted leads, you are able to get closer to prospects that want, understand, and need your product. While doing your research, ensure you cover these questions: Do they have the authority to make the purchase? Do they have a need? Is the timing correct? And do they have the budget, or has it already been allocated?
3. Invest in technology: Sales technology can help you manage your time more efficiently, qualify leads, and complete your paperwork, freeing up your day to focus on more important tasks. Customer relationship management (CRM), sales force automation, enterprise resource planning (ERP), and of course, websites, email, voice mail, and tablets and mobile phones, all of them are created to make your day as a salesperson run more smoothly. Before you jump out and invest in all, spend some time researching what your exact needs are. Software such as InsideView, a business search application, will notify salespeople of events that are beneficial to their target audience, thereby giving them something to leverage their phone calls and networking.
4. Build an online profile: In a blog post I wrote about LinkedIn, I mentioned that every salesperson needs a LinkedIn profile. The fact is, as a sales person, you need to be online, not only to build contacts and secure new opportunities, but also to strengthen your reputation and gain credibility. As you become a recognized face and an expert in your industry, you will find it opens more sales doors for you.
5. Network via LinkedIn and Jigsaw: This point links to the earlier one. By going online, you will find it easier to network with other salespeople, joint venture partners, and potential clients. Spend some part of your day updating your feeds and connecting with those who share your interests. You can learn much from networking on sites like LinkedIn and Jigsaw.
6. Be aware of your prospect’s needs: Your prospect may actually have different needs than yours. Shocking, but true! Before you begin your conversation, research into what they really want. In a face to face meeting, you can pick up on body language, however in a phone conversation, listen to verbal clues to find out how the prospect feels. Prepare a list of questions you can ask, which allows you to get to the root of the problem. Spend some time listening before jumping into the conversation. However, resist the urge to dispense free advice. After all, if you solve the problem over the phone, why would the prospect need your services further?
7. Make true on your promises: If you have offered to follow through by sending across sales literature or arranging for a meeting or emailing statistics, do so the first chance you get. It’s easy to get caught up in other tasks and let your sales effort slide. Many a salesperson has lost a sale simply because he hasn’t followed through on his promises immediately.
8. Ditch the standard sales pitch: Forget jumping into a conversation with your sales pitch; you may scare off the prospect. Instead, try and figure out how you can address his immediate and long terms needs – perhaps you can solve a problem for him, offer him competitive data, or arrange for a tour of your premises. Think outside the box and you might find it’s easier for the client to like, comprehend, and agree to what you’re selling.
9. Go traditional: Sometimes, we get so caught up with the ‘new sales’ method, that we forget the old ones work just as well. A planned thought out direct mailer for example, can provide intense value in getting you past the gatekeeper and inside the door. It can make a strong first impression and gives you a reason for that all important follow-up call.
10. Follow up: Always end your conversation with a commitment to the next step – another phone call, or a meeting, or an agreed to process. Recap what you’ve discussed so there is no misunderstanding. Once you return to your office or get off the phone, take steps to ensure this is followed through. Remember to thank the prospect through email or with a card.
Follow these 10 steps and you’re well on your way to starting and succeeding in an extremely competitive sales environment.
