How do you call a business without sounding like a salesman?

12 years ago

Not really. If you are a salesman, why would you not want to sound like a salesman? If you are not a salesman, why would you be concerned about sounding like one?

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2 replies

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jimbo13

12 years ago

If you are not phoning as a customer; something they will ascertain in 2 seconds, then they know you are phoning to sell them something anyway.

So why dissappoint?

Dan

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focusedlife

12 years ago

Phone prospecting, in my opinion, is great for getting some quick money in, but not everyone has the stomach for it.

Personally, I love to use a hybrid approach to stuff that I've learned from Ari Galper (Unlock the Game), Perry Belcher and some other authors who's names have alluded me at this time.

What I like to do is start the conversation with a defense dropper. Usually, something that gets the business owner to get into their sales mode. When they are in sales mode they are on the offensive, which means their guard is down.

Here's an example....let's say I'm calling on a Chiropractor. I'd call and ask them about a service they may/may not provide to get them to start talking.

This is what the conversation might sound like:

They Answer: "Hello, Acme Chiropractor"

Me: "Hi is this Dr. Smith's on X ave?"

Them: "Yes. How may I help you?"

Me: "Oh, great. I was just wondering, do you guys offer sciatica treatment for the lower back and legs?"

Them: "Yes, we do. Would you like to come in?"

Me: "Well, maybe. Could you tell me a little bit more about how you guys might be able to help and how much you charge?"

One of two things usually happen -

A) Them: "Well, the consultation is free. Once you come in the Doctor will be able to explain the procedure, let you know your options and then go from there. When would you like to come in?"

or

B) They'll explain what they do or put you on the phone with someone else, possibly the doctor and they'll explain more.

Generally speaking, if the prospect is close by I'll usually inquire about whether or not they are open to trade, which is an extremely low barrier to entry to beginning a business relationship with a prospect as there is no perceived high risk.

The client needs business, and you need a case study, which you can then use to leverage and provide proof you can perform and help others in that profession later on down the road.

If the client is far away, then you might want to refer to what I just said above and go get yourself some proof or maybe even offer to do something for the prospect at little or no cost just to get the relationship moving.

Always, always, always try and get something as an exchange. Whether you get a testimonial or barter service or a check. Always have an A or B exchange of equitable value for whatever you do.

I hope that made sense and its what I have been doing for the last three years to put food on my table and keep the bills paid.

I really hope that was a helpful post.

Regards

Los

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LoraLane

12 years ago

Originally Posted by focusedlife

This is what the conversation might sound like:

They Answer: "Hello, Acme Chiropractor"

Me: "Hi is this Dr. Smith's on X ave?"

Them: "Yes. How may I help you?"

Me: "Oh, great. I was just wondering, do you guys offer sciatica treatment for the lower back and legs?"

Them: "Yes, we do. Would you like to come in?"

Me: "Well, maybe. Could you tell me a little bit more about how you guys might be able to help and how much you charge?"

One of two things usually happen -

A) Them: "Well, the consultation is free. Once you come in the Doctor will be able to explain the procedure, let you know your options and then go from there. When would you like to come in?"

or

B) They'll explain what they do or put you on the phone with someone else, possibly the doctor and they'll explain more.

Hi Los - great post...
tell me something...
in example A - do you come in and start selling or will you really come in for consultation and mention your services

and in example B - lets say they did pass the phone to "higher-up" do you then switch to sales mode or continue to talk about your "problem"

Why I ask is that I recently had this experience with dentist office - I was trying to offer reputation management - and just asked to speak with manager. They asked me why... I said it's in regards to bad reviews on google and I had a few question. Most of them eat it and transfer me. This one though - asked me straight forward - "Are you thinking about becoming a patient" - I said "Well, possibly, but wanted to talk about bad reviews" - She then exhaled, laughed a little and said "I thought you are trying to sell something" and proceeded to transfer me.... DANG! I had to hang up - I couldn't see myself continue lying

))

So wanted to know what you would have done - kept going?

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jimbo13

12 years ago

Originally Posted by focusedlife

Here's an example....let's say I'm calling on a Chiropractor. I'd call and ask them about a service they may/may not provide to get them to start talking.

This is what the conversation might sound like:

They Answer: "Hello, Acme Chiropractor"

Me: "Hi is this Dr. Smith's on X ave?"

Them: "Yes. How may I help you?"

Me: "Oh, great. I was just wondering, do you guys offer sciatica treatment for the lower back and legs?"

Them: "Yes, we do. Would you like to come in?"

Me: "Well, maybe. Could you tell me a little bit more about how you guys might be able to help and how much you charge?"

One of two things usually happen -

A) Them: "Well, the consultation is free. Once you come in the Doctor will be able to explain the procedure, let you know your options and then go from there. When would you like to come in?"

or

B) They'll explain what they do or put you on the phone with someone else, possibly the doctor and they'll explain more.

I know it is sometimes said that the UK and the US are two countries divided by a common language so I read your post 3 times to see if there was something I was missing here.

You phone a doctor, pretend there is something wrong with you, allow them to explain to you the procedures to rectify the problem, make an appointment, turn up and then what?

Shout 'Surprise! I'm really here to sell you some xyz'

And this goes down well does it?

It wouldn't go down well at all where I live.

You must be letting them know within 30 seconds what you are calling about surely?

Have you missed a bit out?

Dan

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TimGreen1

12 years ago

Originally Posted by beeswarn

Not really. If you are a salesman, why would you not want to sound like a salesman? If you are not a salesman, why would you be concerned about sounding like one?

But but nowadays businesses have become immune from salesmen and alot of people I know as soon as they detect a hint of someone trying to sell them something they will straight out ask what they are trying to sell them, then pretty much always hang up.

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LoraLane

12 years ago

yep - exactly what they do! In lots of courses they say Cold Calling works best!

here is what i think about it. Honestly I dont care - I WILL cold call if I have to! but what I noticed is - business owners already "know about it", "working with someone" or "will have owner to call you" and then 1 out of 50-100 just fell off the Moon and never heard about anything you are talking about. Cha-ching!

So The Key is NOT to get discouraged by rejection! Doesnt matter how you sound - salesman or not - I always offer something for free but I am straight forward with them - YES I am providing other services for a FEE!

Also here is why I think Cold Calling is the best - you know the answer right away and moving on to the next one - think "numbers game"! E-mails get deleted and overlooked, direct mail might go to trash.. and cold calling sure beats driving around and stopping by a bunch of businesses.

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DonaldGadson

12 years ago

Originally Posted by LoraLane

So The Key is NOT to get discouraged by rejection! Doesnt matter how you sound - salesman or not - I always offer something for free but I am straight forward with them - YES I am providing other services for a FEE!

- This is oh so true! I'm learning that you have to go through so many NO's in order to get a YES! Thanks so much for sharing.

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HAdrian1239

12 years ago

I don't know... I call using the basics of the John Durham method, and also basically ask questions about their biz as if I might be interested in them too as a service provider at some point... (because usually I am, I only target businesses I am passionate about or interested in a potential barter with or something)

This does a few things:

1. Establishes me as new in town/with a new business.. they know what that's like and often want to help... even the gatekeepers... I am nice, and people want to talk to me.

2. It tells me how knowledgable they are about their web presence... this is going to help me gauge a few things later on and approach them properly all the way through the sales process.

3. It shows me how nice they are over the phone... if I get them talking about their biz, and THEN they answer the questions I have about their service or whatever, and they don't seem like they're just pushy jerks... then that's probably someone I want to continue to try and help.... and they appreciate it.

I am positioning myself as not merely a commodity provider, but as someone who is a consultant and is interested in them and could help... therefore while I have stuff to sell, I am not a "salesman" does that make sense?

I made 11 calls the other day. Set 2 appointments, got 7 "I'm interested but this is a bad time to talk, call back on X" and got 1 disconnect. 1 guy was a jerk, and I wouldn't work with him now if he begged me.

Also I got a call back from the secretary of someone I'd called a few days ago saying the owner was not interested in my current project ( local directory) but then she sat there for 20 mins and told me all about their biz. From that information I did some digging and some analytics, I found a problem they don't yet know exists...and NOW I have a report they WILL be interested in that I'm dropping by at the end of this week.

Out of that day's small batch of calls, I got only 1 person who was an arrogant jerk... and well, frankly while he could use my help... the way he spoke to me over the phone... shows that he deserves every horrid review he's gotten on Yelp... and if he's speaking to customers or their kids like that... yikes.

Also, I wanted to add, that if I am out somewhere... and have had a good experience... I will approach the owner and offer to setup a complementary consultation "that I usually charge XXX for" JUST because they, or their staff were good to me...

This also does some things.

1. It makes them feel good about their biz, knowing they or their staff are doing the right things.
2. They are honored to be given the "gift" of my time which could help their business... and then they are more receptive to not only helping me in the future, but listening to what I have to say.

In the last week, I have set loose appointments using this method with a retail store owner, and the owner of an independent pharmacy... I will be approaching several cafe's I frequent shortly as well.

If 20 mins of my time can show them how they could change their business, and earn me a lot of money in the end.. then you bet I'll be the giver.

One last thing... the transition on the phone might go something like this "well, Bob thank you so much for being so kind and answering my questions. What you didn't know about me is that I am a local consultant, and I specialize in blah blah blah. Since you were so good to me, I'd love to put together a free thingamajig for you, it usually costs $XXX, but I want to do something for you. Can I drop it by on Tuesday?

Literally the response I've gotten is "well, of course, how can I say no to that" in most cases.

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maxrezn

12 years ago

It's pretty simple. Don't be a salesman, be a neighbor. When I'm calling businesses in my town, I call and introduce myself...nobody is angry at me when I'm introducing myself.

Prospect: "Bob's pizza, how may I help you"

Me: "Hi, I'm not sure who I should be speaking with but maybe you can help me."

Shut up and wait.

Prospect: "Ok..."

Me: "My name is Maksym and I just opened up shop a couple miles away from you not too long ago. I just wanted to give you a call and introduce myself and see if I could be of help. Have you given any thought to re-doing your website, getting a mobile website, or maybe getting more clients from the internet?"

This is pretty direct and filters out people fairly quickly. You want to say this and hope that the person says no. That means they aren't your target client.

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Michael Bucker

12 years ago

iamchrisgreen is handling this very subject on another thread or atleast an answer to it. http://www.warriorforum.com/offline-...ll-script.html

As a sales trainer I like has approach and explain why on his thread.

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massiveray

12 years ago

I second this, the psychological impact of just throwing the fact that you're selling something in their face and giving them the option to take it or leave it seems to work magic.

Originally Posted by Michael Bucker

iamchrisgreen is handling this very subject on another thread or atleast an answer to it. http://www.warriorforum.com/offline-...ll-script.html

As a sales trainer I like has approach and explain why on his thread.

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HeyAdMan

12 years ago

Tim think about it this way.

The last time you went to your doctor (a professional) when you walked in the door did he greet you with:

Tim, buddy I am sure glad to see you. Have a got the perfect prescription for you. You will love what this medication will do for you.

(Probably NOT how you were greeted right?)

It may have gone somethingt like this:

Tim how are you? What has been going on with you?

I see that your blood pressure is normal and looks like your weight is about the same. (Did some research to see if there might be something that needed to be addressed other than why you came.)

Tim tell me ... what seems to be the problem today? What are the symptoms? How long has this been going on? Have you taken anything for it? If so, what did you take? Did it help at all or did it seem to get worse?

OK ... get up here on the table and let's check you out.

As you can see your doctor (the professional did not start trying to push some meds on you but rather they started with greeting you, did some fact finding even before you saw the doctor and then the doctor did some additional fact finding.

Does fact finding seem like selling to you?

Of course not ... because it is more consultative than selling and yet at the end of the appointment he probably gave you at least one prescription if not more to fill and also a followup appointment. Even though sells took place you didn't feel like you were being sold to.

Hope this mind set helps.

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TimGreen1

12 years ago

Originally Posted by HeyAdMan

Tim think about it this way.

The last time you went to your doctor (a professional) when you walked in the door did he greet you with:

Tim, buddy I am sure glad to see you. Have a got the perfect prescription for you. You will love what this medication will do for you.

(Probably NOT how you were greeted right?)

It may have gone somethingt like this:

Tim how are you? What has been going on with you?

I see that your blood pressure is normal and looks like your weight is about the same. (Did some research to see if there might be something that needed to be addressed other than why you came.)

Tim tell me ... what seems to be the problem today? What are the symptoms? How long has this been going on? Have you taken anything for it? If so, what did you take? Did it help at all or did it seem to get worse?

OK ... get up here on the table and let's check you out.

As you can see your doctor (the professional did not start trying to push some meds on you but rather they started with greeting you, did some fact finding even before you saw the doctor and then the doctor did some additional fact finding.

Does fact finding seem like selling to you?

Of course not ... because it is more consultative than selling and yet at the end of the appointment he probably gave you at least one prescription if not more to fill and also a followup appointment. Even though sells took place you didn't feel like you were being sold to.

Hope this mind set helps.

Great tips, thanks!

Thanks

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JerrickYeoh

12 years ago

Instead of hard sale or tell all the services like salesman. They always come with thing call as cooperate or partnership to help you solve problem or gain win win situation. Not talking about package and and price in the 1st call.

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Jason Kanigan

12 years ago

Don't start the call by blurting out features & benefits.

Try uncovering problems your prospect is experiencing which your solutions can help fix.

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WebProphet 12 years ago

Oh my goodness! it sounds like some folks are scared of actually selling their services here. Sell and selling are not dirty words, sales is an honorable profession. Indeed some of the approaches I have read here, unless I am mistaken, sound close to fraudulent. I am new here so please understand I don't want to tread on anyone's toes, but surely, surely... NEVER LIE! and that includes never creating a misleading or wrong impression deliberately.

The original questions was along the lines of, "how do you call a business without sounding like a salesman?"

The simple answer is to ask questions, most people think salespeople TELL, but in fact good salespeople never tell, they ASK. Good salespeople ask questions and LISTEN. The more (relevant) the questions you ask, the better crafted your scripting, the closer you can take the prospect to self-identifying a problem that you are already aware about, then... the closer you get to the sale or appointment.

My suggestion would be to think about how you make calls when you are NOT selling, imagine you are making a call to complain about service you have received at some business, or you are calling a restaurant to ask if they have found your cell phone etc., just try to think of everyday types of calls you may or have made.

The biggest difference is that on these calls you were not worried about being thought of as a salesman, why? because you weren't. You were not "trying" to sell anything, you were simply phoning to ask if they had found your lost hat, or to speak to the owner about their bad service or overcharging.

Folks get scared of making sales calls because their focus is on on making the sale and not where their focus should be... Consciously change the focus of the call from YOU (and the sale or appointment) to the PROSPECT.

The focus should be on HELPING the prospect. And unless you are a telemarketer working in a boiler-room where it's all about numbers, you should probably be calling to ASK QUESTIONS.

Not misleading (and certainly not fraudulent) questions, but questions that help you to QUALIFY the prospect, reasonable questions that have answers which will allow you to decide if this prospect is right for you- to establish if there may be the possibility of a good match between your respective companies.

Don't worry about making sales calls, just do it, and ask questions. You may think your services are for EVERYONE, but seldom is this the case, think about questions you really want answers to, and incorporate these in your scripting.
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Matt121

12 years ago

Just ask probing questions to see and fill in their need with your product and/or service. Business people do not want to waste any time so it's better to state who you are and the company that you represent at the start of the call, as well as your purpose, before anything else. The key here is to not be too pushy. If they say they don't want what you offer as of the moment then leave it there.

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maxpine11

12 years ago

What I like to do is start the conversation with a defense dropper. Usually, something that gets the business owner to get into their sales mode. When they are in sales mode they are on the offensive, which means their guard is down.

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the05boss

12 years ago

when making your cold calls or whatver you may be doing, just sound casual, take slower and have some humor here and there. get personal talk about the family and other things.

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Rearden

12 years ago

Be upfront and start an open-ended conversation to get past initial telemarketing resistance, so you can ascertain whether or not the person you're calling on is truly a prospect.

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How do you call a business without sounding like a salesman?

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