10 replies
Statistics show salespeople give up too soon. Most clients know this and get rid of you, knowing most will not call back. But if you are convinced you have a prospect that will benefit from your product, you owe them an opportunity to hear your whole sales story.

Be careful when calling back. Don't be a broken record, repeating the same stuff. Come back with fresh news, useful statistics, success stories, and ideas. Don't wait until they are a client to start treating them like one.

If this guy (girl?) can persist to get what he wants, you can too.

#persistence
  • Profile picture of the author Huskerdarren
    That, my friend, is laser like focus.
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    • Profile picture of the author Michael Shook
      Its nice to have a series of reports, white papers, videos, news items related to their business to share when you call back. If you always say the same thing, you are going to get tuned out even quicker.
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      • Profile picture of the author AndrewCavanagh
        Originally Posted by JMichaelZ View Post

        Its nice to have a series of reports, white papers, videos, news items related to their business to share when you call back. If you always say the same thing, you are going to get tuned out even quicker.

        That's such a HUGE tip.

        Many people here it will go straight over their heads because
        they think cold calling on the phone and "closing" the sale
        is the be all and end all.

        The reality is if you want high paying clients it's going to
        take some education of a cold prospect before they trust
        you enough to hire you.

        And it's far more effective if a lot of that education happens
        when you're not there.

        More effective still if someone else is talking about you and
        recommending you in your marketing materials.

        Reports, case studies, testimonials that include valuable
        information, videos etc etc....they're all fantastic at
        moving your prospect one step closer to a sale.


        In this video Dan Kennedy talks about the crazy attitude many sales
        people have on trying to get prospects to buy immediately...
        GKIC Presents Renegade Millionaire TV's - Copywriting for Entrepreneurs - YouTube

        Kindest regards,
        Andrew Cavanagh
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      • Profile picture of the author Matt Lee
        Originally Posted by JMichaelZ View Post

        Its nice to have a series of reports, white papers, videos, news items related to their business to share when you call back. If you always say the same thing, you are going to get tuned out even quicker.
        I agree completely agree. This will build credibility, and when the client see's that you're not just pitching him bs, often times persistence can pay off. But even for me, it's hard to get shot down, or dismissed. It's easier to move on. By being a good sales person you can turn more of those "no thank you's" into "send me the contract"
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      • Profile picture of the author Big Rob
        Originally Posted by JMichaelZ View Post

        Its nice to have a series of reports, white papers, videos, news items related to their business to share when you call back. If you always say the same thing, you are going to get tuned out even quicker.
        Do you know of a good resource for white papers/Video?

        I have bought some real stinkers.
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  • Profile picture of the author bizgrower
    Absolutely. It often takes 5-7 marketing touches
    to build a relationship and start doing business with
    someone.

    DAN
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    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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  • Profile picture of the author Patbinc
    Persistence takes some practice, we are by default wired to instinctively walk away after the first "no thanks"...so i guess the difference between real sales people and salespeople wannabes is persistence and their reaction to rejection. Nice video that, puts everything into perspective :-)
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  • Profile picture of the author Jason Kanigan
    This is also quite time-consuming. My point of view is that questioning wasn't done well enough at the start to find out what was most important to the prospect about the product or service offered. Nor was urgency discovered. (You can't really discover that in a video of a Weimaraner pawing at a mini-frisbee floating in a pool.)

    I don't spend time and energy on people who don't have need for what I offer right now. Yes, I can schedule them for a calllback in 3-6 months. But if they don't have need now, I'm not going to waste my energy.

    Now as far as persistence goes, another factor here is longevity. The prospect may never have heard of you before on your first call. But by the sixth call, you are a factor to them. It takes 3-4 months to really get started with a business, because you have to get known as "the guy/gal to talk to about _______." This is part of the Flywheel Effect.

    So when prospects buy after prolonged contact or drip campaigns, it may not have anything to do with whatever material you sent them. It may be you simply stuck around long enough to become credible.
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    • Profile picture of the author MRomeo09
      I always subscribed to the Chet Holmes Dream 100 methodology.

      I've discussed it before. I approached business a little differently than most. I found niches that have a tendency to be multi-locational. I.e. it's very typical for them to have 3-10 locations. So instead of making a sale for one client at $1k a month. I was signing $5-10k a month contracts.

      I know that each customer I talked to was worth $200k+. It was my goal to do whatever I had to do to get their business. I basically refused to hear no, I sometimes heard not yet. But the only reason why they weren't doing business with me is because I wasn't communicating well. It was on me. Once they truly understood what I could do for them, and believed me, they would sign, there was no other logical conclusion. Do you have that sort of faith in what you do?

      I used email, voicemail, fedex, cookies, movie tickets, cd's, concert tickets, donations to charity, I'd make friends with the gatekeeper, I'd send her things. I gave them tons of value, report after report. For instance, for free I gave them a script that was one added line, that in general added $40k to their bottom line.

      Find YOUR perfect client, and then do whatever you have to do to make them realize that what you offer is perfect for them. Don't pressure them, so you tick them off. Get on their side of the desk. Realize that you have a moral obligation to do what you have to do to help them and their business in any way in which you are capable. Make your focus all about them. What can I do today to help John Doe's plumbing business. What does he need? It worked for me, and for my clients.

      Marcos
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      We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

      Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
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  • Profile picture of the author Leon Zykos
    Yes indeed. Most top sales people will tell you that success is in the follow up. Rarely if ever, people are going to transact with you based on the first meeting.
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