I have been working with a sales team for an internet marketing firm - they build websites, mobile websites, internet marketing campaigns, and so on.
The first problem I learned was that their reps had no idea how to discover prospective new customers. My initial presentation to them was centered around how to uncover ideal prospects, and when I was prepared to advance into developing those prospects into customers, everyone said, "Wait! We have no idea how to prospect for sales in the first place! We don't know how to approach them."
Fine then... I asked what they are doing, and they told me they were... pause for effect... COLD CALLING!
I asked about the success percentage: approximately 1 in 200.
It was then that one of them suggested, "Keep working at cold calling and then you'll get to 1 in 100 and then you'll start seeing results." I ignored this blazing fool, and told the salespeople to stop making cold calls entirely, and instead to dedicate that time to networking instead, as I know from real life that in-person networking, for some reason, is especially effective in the internet marketing world.
Move ahead one week... I talked with one of the reps this week and he was complaining that networking just isn't working.
I inquired as to what he's telling people when he shakes hands at events. His reply: "I tell them I do internet marketing for local businesses."
B-O-R-I-N-G!
I supplied him with a brand new opener to say when he's networking, or at any other time when someone asks him what he does for work: "I get your website printing money for you."
I think that's far more attention-getting. I know from my own experiences as a business owner that it would perk my ears up, for sure. Especially if I was one of the majority of small business owners whose internet site is doing very little for them.
How to get prospects interested: Stop boring them to tears!
Consider what you're saying to prospective customers. Is your opener boring? Do you sound like every other sales rep they've met with? Or are you commanding their undivided attention with an opener similar to, "I turn your website into a printing press for money money for you"?
If you aren't doing that, then follow these two action steps right now:
1. Create an introduction that blows people away. Differentiate yourself from your competition, who are most likely saying the same boring crap to people.
2. Fill your inbox with an enourmous supply of hot leads, with prospects who are highly interested and need what you're selling. Then use your powerful new introduction during the first conversation with them.
If you're asking just how to fill your inbox with hot leads, it's simple: Take your all-new, hard hitting opener, and go to as many networking events as you can. Do it morning, afternoon, and happy hour. Never pass up an opportunity to attend a networking event, cards in hand, dressed to kill, and ready to go with your new ice breaker. Do that and your sales will skyrocket!
----------------------------------------------------
NY Times best-selling writer Frank Rumbauskas has taught over fifty thousand salesmen around the world how to sell more and have fun doing it. Learn more at http://www.nevercoldcall.com/
EasyPublish this article: http://submityourarticle.com/articles/easypublish.php?art_id=284412
No comments:
Post a Comment