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Simple Offline Business Automation Secrets - Part 3

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Posted 5th January 2011 at 02:19 AM by afarrell1

You Now Have Two Choices

1) You can wait for calls to start coming in.

2) Or you can take the initiative and start following up by calling these companies yourself.


With the first option, the results are nearly always less than the second option. Going out there yourself and grabbing the business yourself is much more profitable.

With either option you want to control the conversation as much as possible. Therefore, getting into a long conversation on the phone is both time consuming and more often deters your prospects from taking you on to service them.

So you goal should be only one thing…

To get that appointment! Not to make sales... just get the appointment!

If you’re good a telesales, yeah great… go for it. But it’s hard work. So I recommend that you just focus on getting that appointment as it saves on the hassle of long drawn out calls that’ll ultimately come to nothing.

So what do you say?

If you receive a call from a potential prospect, then straight away they are curious and want to know more. So they will tell you who they are and that they received a letter from you. Immediately tell them who you are, your business name or website address and what you can do for them. Then ask for the appointment.

If you make the call, then immediately tell them who you are, your business name or website address and what you can do for them. Then ask for the appointment.

Here’s An Example Of How A Conversation Should Go

Scenario 1 – You Receive A Call:

Prospect -
Hi, I Jack James from ABC Company. I received a letter from you and I’d like more information.

You -
Hi Mr. James, I’m Tom Jones from (Your Company Name or URL) here in (Your City). We’re a local business consultancy and we’re currently working with local businesses in teh (Prospect’s Area).

The reason for calling you is so that I can stop by for a few minutes to tell you about our new service and how it can save on advertising costs, bring in new customers and increase revenue for your company.

I’m sure that you are always interested in ways to cut your costs and increase custom and revenue? (Wait For A Postive Response Here – don’t talk. Resist the urge. The ball is in their court) That’s great Mr/Ms (Prospect’s Surname). I think we should get together. How’s 2.15 on Wednesday?

——————————–

Scenario 2 – You Make The Call:

Hi Mr. James, I’m Tom Jones from (Your Company Name or URL) here in (Your City). We’re a local business consultancy and we’re currently working with local businesses in teh (Prospect’s Area).

The reason for calling you is so that I can stop by for a few minutes to tell you about our new service and how it can save on advertising costs, bring in new customers and increase revenue for your company.

I’m sure that you are always interested in ways to cut your costs and increase custom and revenue? (Wait For A Postive Response Here – don’t talk. Resist the urge. The ball is in their court) That’s great Mr/Ms (Prospect’s Surname). I think we should get together. How’s 2.15 on Wednesday?

———————————————–

That’s it. Short, sweet and simple!

A Few Notes You Should Be Aware Of

Note #1:
The call needs to be quick so that you don’t get bogged down with a pile of questions which put you on the spot and cause your prospect to say ‘NO‘.

Note #2:
DON’T ask the prospect: “When is best for you” when making an appointment. You should keep control. Therefore, make a suggestion. Be specific… “How’s Wednesday” at 2.15?” is specific. Have a couple of other days and times to hand in case this isn’t suitable for your potential client. So if the first date isn’t good, then immediately suggest another specific day and time.

Note #3:
If they start asking you questions about what you’re selling, give a little information as possible and explain that you can only effectively explain it through meeting with them as it requires a visual explanation to help them understand it.

Step #6:
The meeting arrives. You need to be prepared because doing this right off the bat most times results in a bad presentation full of “ems” and “eh’s” and a scattered order of things. So to prepare you need a short slide presentation in Power Point. Maybe 5 – 6 slides that gets across what you need to convey.

In a couple of days or so I'll go into more detail about creating a PowerPoint presentation. So watch out for Part 4 of Simple Offline Business Automation Secrets.

Until then I wish you much success

Tony
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