4 Ways that Businesses Grow 08/03/2012
Posted by Lease A Sales Rep in Appointment Setting, Cold Calling, Lead Generation, Sales.Tags: appointment setting, cold calling, Lead generation, sales
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There are 4 ways that most businesses use to grow their sales.
They are:
1. Networking
2. Marketing
3. Referrals
4. Calling
It’s interesting that the first 3 options, require that someone else do something.
# 1 requires that the person you are networking with connect you to another person, unless they are your potential customer. Not the case most of the time.
#2 requires that you invest in marketing strategies whatever that is for you, advertising, mail, e-mail, internet, to tell the customer you exist. Again you have to wait till they contact you.
#3 referrals also requires that someone else send you a referral, when they are ready.
#4 is the only one where you have control. You pick up the phone, talk to someone, pitch them if possible, get an e-mail address, etc. You start the process and follow-through. You get the point?
Stop sucking your thumb.
Do you want to be in control, or dependent on others?
Need help?? Call us.
Lease A Sales Rep
919-783-4182
www.LeaseASalesRep.com
Cold Calling Work? 08/28/2011
Posted by Lease A Sales Rep in Cold Calling, Prospecting, Sales.Tags: cold calling, prospecting
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I was reading a business blog and I came across a well written article asking about the success of cold calling in business today. I decided to post an answer and here it is.
As an organization who works with many different companies I have seen many examples of cold calling having phenomenal results. I have also seen it fail spectacularly!
There seems to be a current trend to label all cold calling as pointless. This is a popular myth and one that I believe people are keen to buy into as they never liked cold calling in the first place.
I have read some of these solutions which say that cold calling doesn’t work and I can say that not only would they be ineffective in many markets but also that many of the techniques would not be allowed to be used by individual salespeople within a company in any case.
Cold calling can be very effective, however certain conditions need to be in place.
Here are 5 conditions for cold calling to make more sales or appointments.
1. The cold caller needs to be knowledgeable in their products, the market place and the benefits that their solution can provide for the client. Value Proposition is the key.
2. The cold caller needs to be positive about cold calling. No-one likes cold calls from someone who doesn’t want to be there!
3. The cold call needs to be targeted and specific. This requires a system which effectively warms up the cold call. This would mean a cold call becoming a tepid call, a tepid call becoming a warm call, a warm call becoming a hot call and a hot call becoming a sizzling call.
4. The cold caller needs to be well-trained and coached so that they project a credible business persona and can deliver valuable business benefits for clients.
5. The call needs to be respectful and allow the client to “choose” whether the cold call adds value or not.
Finally, no business should be a one-trick pony. If cold calling is your only method of winning business your business is flawed. Every business should utilize and leverage different ways of prospecting for new clients.
As a salesperson your job is to leverage the most effective of these for growing your business.
In summary, well thought out and targeted cold calling strategies which are implemented by great sales professionals can be a powerful and important addition to your client acquisition strategies. In many industries they will be the most effective and efficient way of winning new prospects other than referrals.
Hope this helps you.
Lease A Sales Rep
http://www.LeaseASalesRep.com
212-518-2477
Beating a sales slowdown 10/17/2010
Posted by Lease A Sales Rep in Cold Calling.Tags: appointment setting, cold calling, direct sales, Lead generation, leads, phone sales, prospecting, telemarketing
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In August unemployment basically remained unchanged at 9.5%.
According to the ADP National Employment Report, private employers have added an average of just 37,000 new jobs per month over the last six months. At that rate it will take 18.9 years to replace the 8.4 million jobs lost during the first phase of this recession.
As I was catching the news, I noticed the crawl. It said the AP-GFK Poll indicates 81% call the economy poor or very poor.
I’m not telling you these things to depress you. In fact, it doesn’t even matter if those people polled are absolutely correct or dead wrong.
What does matter is what those 81% believe because their beliefs directly impact their behaviors… their willingness to spend money… their determination to save.
This information is actually very valuable to you and your ability to sell your way out of a sales slump. Because for every revenue stream that dries up a new one opens up.
Some people are worried about Israel nuking Iran setting off a third world war. Those people are buying the things you need to survive like hotcakes.
Those who can’t seem to beg, borrow, or steal a job are looking for ways to start a business, or at the very least ways to get a competitive leg up for securing an interview.
What it means for you is…
* you may have to change the way you talk about your product/service
* you may have to change who you talk to about your product/service
* you may have to reposition your product/service or lead with another product/service
It means you can still sell your way out of a sales slump. You just need to know how to do it.
There are a couple things I want to remind you of when it comes to cold calling.
Because so few of your competitors are willing to pick up the phone and call qualified prospects… the fact that you do call gives you an edge.
And of those who do make calls… almost NONE of them know how to use the phone to get what they want.
As I often point out, no matter where or how you get leads… at some point you will need to pick up the phone and call those leads.
If you get anxious when you think about generating sales for your business
Let us remove the anxiety, pressure, fear of failure, and nausea from your LIFE!
Call us.
Gilbert Pagan
Lease A Sales Rep
919-783-4182
www.LeaseASalesRep.com
Use a Script, but don’t sound like a bozo. 09/23/2010
Posted by Lease A Sales Rep in Prospecting.Tags: cold calling, direct sales, new business, prospecting, sales script
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Yes, whether you’re selling on the phone or face-to-face or online, you need to be flexible and be able to cope with things that crop up, but you should not allow them to divert you from your main flow.
Every time you approach a prospect or customer, you should be prepared with a powerful and proven marketing script.
It seems to be unfashionable today to talk of sales scripts, but statistics overwhelmingly prove that a practiced presentation massively outperforms one that’s simply delivered off the cuff. Here is one technique that continues to drive results: use a selling script. Whether you are still presenting your products “face-to-face,” or have embraced the benefits of cold calling. If you hate to read, click here and watch some short videos:
http://www.leaseasalesrep.com/SocialMedia.html
You must remember that your interaction with your prospects is a sales presentation and not a chat around the coffee table with your buddies. The purpose of cold calling, your webinar presentation or online demo is to sell and make you money! And as sales is a process not an event, your process – your sales presentation – should be carefully planned, constructed, practiced, and delivered. Use a sales script because:
It makes your message consistent.
The results can be measured and the script improved.
It systematizes your business.
You can make a strong first impression (without blundering for something to say).
Prepares you for any prospect objections, questions, etc. without getting you off track.
One word of warning: Many times people who use sales scripts sound robotic and unnatural.
You can still read a script, be real and not sound like a BOZO! Use selling points as well. And when you do both you will see an incredible increase in your sales!
If you need help in securing more business, let us do it for you. Give us a call:
Gilbert Pagan
919-783-4182
www.LeaseASalesRep.com
How to leave a voice mail to get a return call 08/30/2009
Posted by Lease A Sales Rep in Prospecting.Tags: cold calling, voice mails
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Most people that leave VM’s in the B2B sector typically leave the same message. “Hi, my name is Joe Blow, from CoCoMo, and I would like to speak with you about what we do, and how we can make you alot of money using our products. BlAH, BLAH, BLAH.
What has worked for us is to leave a “value proposition” laced voice mail like this. “Hi, this is Joe Blow from CoCoMo, and I want to chat with you a few minutes about how we are helping a similar company in another market increase revenue or decrease expenses by using our services/product. Our client has seen a savings in expenses or increase in revenue of 30-40%. Give me a call so I can share with you what are doing for them, and how it may work for you.
You have now given them a reason to call you back, if only to learn what you are doing with a similar company in another state. Your stories and approach need to be genuine. If you don’t have a story like this go get one from your clients!
Gilbert Pagan
Lease a Sales Rep
919-783-4182
www.LeaseASalesRep.com
Sales Tips to Grow you Business *** Lease a Sales Rep 