3 steps to getting a sales meetingWritten by Alan Fairweather
The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics you might have. It gives you ideal opportunity to start building a positive working relationship with your potential customer. Advertising, direct mail, web sites and telesales all have their place but nothing beats face to face interview. The first challenge is, of course, getting to speak to your prospect and arrange a meeting. When you phone your prospect's organisation it's highly possible you won't get through initially even if you have their direct number. There's always an assistant, a colleague or voice mail to deal with.# 1 Deal with other person 1.Always be pleasant and polite. Use person's name as soon as you know it but not over familiar. 2.Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on phone for him." 3. If you're asked what it's about, say - "It's about contents of a letter Mr Smith has received. (More later) Will you tell him that Alan Fairweather is on phone for him please!" 4.If you're told that your prospect is in a meeting, find out what time they'll be out of meeting and ask if it that would be a good time to call. 5.Thank person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary." None of this is easy but persevere and don't be nuisance. Always be friendly, firm and courteous with Mary. It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use word appointment). Briefly state your product or service benefit or even a couple of questions at start of letter. But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of stuff). # 2 Deal with voice mail: 1.Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike. 2.Say what you do - "Were people who minimise production time and cost on..... I'd appreciate courtesy of a return call on ........" 3.You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me." 4.Follow up with a fax or email and make it human. 5.Leave your phone number again, slow and clear. Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I'm returning your call." If you made twenty calls that day you may not initially know who Fred is, so be prepared.
| | How To Turn Freebies Into Sales Written by Adrian Kennelly
You can increase sales and profits by offering freebies to people who buy your main product or service. They increase over all value of your main offer and in return people feel they're getting more for less. It's important that you have a high enough profit margin so you can afford to give them away. Some freebies can be created without a lot of expense; like electronic information products. With these type of freebies there's no shipping or physical material costs. Below are some popular types of freebies. In examples are some other benefits and a tips for offering freebies to your buyers. FREE COUPON/GIFT CERTIFICATE Offer potential customers a free coupon or gift certificate for a back end product or service you're selling. This will increase your chances for repeat purchases. FREE BOOKLET/E-BOOK Offer a free booklet or e-book related to your main product or service. Inform potential customers that it is a limited time offer and it will only be available before a specific date. FREE MEMBERS ONLY WEB SITE
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