Most people dread the thought of making sales calls and would rather clean the house or go to the dentist!  Selling is an important component to developing your business. Although networking is vital to marketing your business, don’t confuse networking with sales calls.  A true sales call can be defined as outbound, unsolicited contact with another business or service. If you think it’s time to do sales calls find comfort (and motivation) in the following:

Rename the phrase, “sales call”. “Research”, “investigation” or “developing potential business relationships” can assist with the phobia often associated with what the words represent.

• Sales calls don’t always lead to business. They may provide resources for long term relationships and marketing partnerships.  Ensure you are associating with reputable businesses that compliment the standards of service, business philosophies and target markets of your own business.
• Don’t limit yourself to making sales calls by phone.  Get out there and visit potential clients face to face!
• Calling every business in the Yellow Pages or local chamber directory may not be the best use of your selling time.  Be selective, focused and target your efforts. 
• It is easier to make a sales call if you have already sent information.  Consider a targeted mail or email campaign and follow up with sales calls.
• Try to schedule personal sales calls into your existing schedule  This ensures the most efficient use of your valuable time and you can make it part of your day – not a daunting task requiring a special trip.
• It only takes one client to start the ball rolling.  Don’t underestimate the potential of any contact.
• Small clients have potential for big business. Do unto others….
• Be prepared.  Rehearse your introduction and infomercial.  Know the defining uniqueness of your business or service.
• Ensure you have an ample supply of up to date brochures, information or a current web site.  Someone may actually be interested and ask for more information!
• Have a sample client list and testimonials available.
• Have an idea as to the number of solicitation calls you want to complete each week.  Be realistic – for you and your business.
• From the time an organization makes the initial decision to purchase a product or service to signing a contract, there is only a small window of opportunity to make a sales pitch. Make sure you are first in mind, not the competition.

On a final note, don’t get discouraged.  The worst someone can say is “No”.  Don’t take it personally - its business!  Remember that as each door closes you are one step closer to the next opportunity and a “yes”.   Take the time to find professional support, guidance and motivation from those with knowledge and experience.  You will be on the right track of overcoming the dreaded “sales call” and ensuring you sell with confidence.

mail me at jsyinnovations

 

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mail me at jsyinnovations

 

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