10 PHONE MARKETING MISTAKES TO AVOID"I hate making marketing calls. I don’t know what to say and how to say it. I’ve been assigned to find new clients and in
past 4 weeks I brought in zero new clients."
Do you ever feel this way?
Are you tired of being turned down?
Are you frustrated by your limited success selling on phone?
Making any of mistakes below takes fun out of your job and can kill your sales.
1. Using Push Versus Pull Marketing Most of us don’t like pushy people who talk about themselves all time. Think about your marketing. Are you constantly pushing information out about yourself, your products and services? This may be pushing prospects away when what you want to do is pull them in.
Focus your marketing on prospects' concerns and offer them something they want. You'll help them, convert them to clients and increase your revenue.
2. Not Generating Enough Qualified Leads Marketing is about starting conversations with prospects so you can learn what they need and help them understand solution you provide. To bring in more business, help more people understand what you do and prompt prospects to contact you.
Does your marketing help you generate enough leads and start a conversation with prospects?
With right marketing message, advertising copy and online and offline strategy you can generate a steady stream of qualified leads.
3. Responding To Inquiries With an Email or a Letter Nine times out of ten, when you send a prospect a written response to a query, it won't result in a sale. Pick up phone and you can use their questions to start a conversation. With just a couple of additional questions you can learn what their objectives are and then you can sell them solution.
4. Quoting Price Too Soon When prospects call, one of first questions they ask is about pricing. Tell them right away and you risk ending conversation and losing sale. Dollar figures by themselves are meaningless.
When a prospect asks what you charge, don't tell them until you've had a chance to learn what they want. Then put price in context of value and quality solutions you provide.
5. Wasting Time With People Who Aren't Buyers No matter how good your system is for qualifying leads, you’ll end up on phone with people who can't afford your services or won't benefit from your products. Conversations like these can take up way too much of your time.
Use your qualifying questions and their responses to determine within first 3 minutes of a conversation whether or not person you're talking with is a promising prospect. If not, thank them for their inquiry and move on to your next call.
