Comments on: The Right Way To Make Sales Calls For Your Small Business http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/ Building Your Business with Melinda Emerson™ Thu, 09 Feb 2012 23:04:34 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: SalesGuy http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-8786 SalesGuy Fri, 29 Jul 2011 15:23:33 +0000 http://succeedasyourownboss.com/?p=1395#comment-8786 I think one way of social networking working for me is connecting via e-mail using a reference from LinkedIn/Twitter/Facebook. I lead with a brief introduction, a brief explanation of my services, 2 or 3 like people/companies to the prospect that use my product, and then ask for a scheduled 15 minute meeting. It seems to work well with about a 5-7% return rate. And when the person receives your phone call, they are prepared to discuss your product/service immediately rather than catching them completely off guard. Also, STICK TO the 15 minutes. If you're about to go over, ask if it makes sense to set up a time to meet or another phone conversation booked in the future. If they are REALLY interested, they'll invite you over for a face-to-face meeting or they will say "No, I'm good for a few more minutes." Good advice throughout though. Use Monday prepping for your calls on Tuesday-Thursday and use Friday as clean up for the week on your desktop or specific follow up calls that were scheduled for Friday. I think one way of social networking working for me is connecting via e-mail using a reference from LinkedIn/Twitter/Facebook. I lead with a brief introduction, a brief explanation of my services, 2 or 3 like people/companies to the prospect that use my product, and then ask for a scheduled 15 minute meeting.

It seems to work well with about a 5-7% return rate. And when the person receives your phone call, they are prepared to discuss your product/service immediately rather than catching them completely off guard. Also, STICK TO the 15 minutes. If you’re about to go over, ask if it makes sense to set up a time to meet or another phone conversation booked in the future. If they are REALLY interested, they’ll invite you over for a face-to-face meeting or they will say “No, I’m good for a few more minutes.”

Good advice throughout though. Use Monday prepping for your calls on Tuesday-Thursday and use Friday as clean up for the week on your desktop or specific follow up calls that were scheduled for Friday.

]]> By: Stephanie Calahan (@StephCalahan) http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-629 Stephanie Calahan (@StephCalahan) Fri, 12 Mar 2010 22:50:01 +0000 http://succeedasyourownboss.com/?p=1395#comment-629 Great article as usual. As the person that gets a number of non-solicited calls I agree with all of your points. I would also add: Show that you respect their time. When you get through to your contact, ask them if now is an ok time to talk. I often get calls where people immediately dive into their pitch and all I really want to do is focus on what I was doing before I answered the phone. If you are going to talk, make sure their focus really is on you. Also, I agree with he comment above about giving your number twice in a voice message. I suggest once at the beginning and once again at the end of your message. To ensure you are not speaking too fast, actually write down your number on paper as you are saying it. It helps you slow down. No one likes to have to relisten to a message just to catch a phone number. To your success! Stephanie .-= Stephanie Calahan (@StephCalahan)´s last blog ..<a href="http://feedproxy.google.com/~r/ProductiveOrganized/~3/ZSCE5f6Af8A/6-areas-of-your-business-life-that-you-must-have-flow-to-make-more-money-be-like-bamboo.html" rel="nofollow">6 Areas of Your Business Life that You MUST Have Flow to Make More Money (be like Bamboo)</a> =-. Great article as usual. As the person that gets a number of non-solicited calls I agree with all of your points. I would also add:

Show that you respect their time. When you get through to your contact, ask them if now is an ok time to talk. I often get calls where people immediately dive into their pitch and all I really want to do is focus on what I was doing before I answered the phone. If you are going to talk, make sure their focus really is on you.

Also, I agree with he comment above about giving your number twice in a voice message. I suggest once at the beginning and once again at the end of your message. To ensure you are not speaking too fast, actually write down your number on paper as you are saying it. It helps you slow down. No one likes to have to relisten to a message just to catch a phone number.

To your success!
Stephanie
.-= Stephanie Calahan (@StephCalahan)´s last blog ..6 Areas of Your Business Life that You MUST Have Flow to Make More Money (be like Bamboo) =-.

]]> By: Response to @Smallbizlady’s recent post “The Right Way To Make Sales Calls For Your Small Business” « Paradigm Consulting Co. http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-627 Response to @Smallbizlady’s recent post “The Right Way To Make Sales Calls For Your Small Business” « Paradigm Consulting Co. Wed, 10 Mar 2010 14:02:08 +0000 http://succeedasyourownboss.com/?p=1395#comment-627 [...] just read a post entitled ”The Right Way To Make Sales Calls For Your Small Business.” This post outlines ten points which all make a lot of sense when making sales calls, except [...] [...] just read a post entitled ”The Right Way To Make Sales Calls For Your Small Business.” This post outlines ten points which all make a lot of sense when making sales calls, except [...]

]]> By: SmallBizlady's 10 Rules For Small Business Sales Calls … California on me http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-626 SmallBizlady's 10 Rules For Small Business Sales Calls … California on me Tue, 09 Mar 2010 20:54:00 +0000 http://succeedasyourownboss.com/?p=1395#comment-626 [...] from:  SmallBizlady's 10 Rules For Small Business Sales Calls … tags: are-eager, are-trying, business-development, calls, existing, make-follow-up, [...] [...] from:  SmallBizlady's 10 Rules For Small Business Sales Calls … tags: are-eager, are-trying, business-development, calls, existing, make-follow-up, [...]

]]> By: Dennis Lynn http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-625 Dennis Lynn Tue, 09 Mar 2010 20:11:43 +0000 http://succeedasyourownboss.com/?p=1395#comment-625 Melinda - excellent tips. I would add two thoughts: 1) A great piece of freebie software to use for contact management is EverNote http://www.evernote.com Amazing database with awesome capabilities. There is a free version and a paid version. 2) I always list at least one "Whale" each week. This is a huge longshot. Probably not gonna land it. Would change our business forever. You know - it doesn't hurt to once and awhile fish for the big one. It's fun too. ;) Thanks so much for the valuable tips - always love reading your blog and checking out those tweets! .-= Dennis Lynn´s last blog ..<a href="http://socialmediadudes.com/blogging/are-you-a-blogger-who-needs-content-think-trackle/" rel="nofollow">Are You A Blogger Who Needs Content? Think Trackle!</a> =-. Melinda – excellent tips.

I would add two thoughts:

1) A great piece of freebie software to use for contact management is EverNote http://www.evernote.com Amazing database with awesome capabilities. There is a free version and a paid version.

2) I always list at least one “Whale” each week. This is a huge longshot. Probably not gonna land it. Would change our business forever. You know – it doesn’t hurt to once and awhile fish for the big one. It’s fun too. ;)

Thanks so much for the valuable tips – always love reading your blog and checking out those tweets!
.-= Dennis Lynn´s last blog ..Are You A Blogger Who Needs Content? Think Trackle! =-.

]]> By: Maureen Santangelo http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-624 Maureen Santangelo Tue, 09 Mar 2010 17:40:10 +0000 http://succeedasyourownboss.com/?p=1395#comment-624 Love your tips. Its always helpful to hear how other small businesses break through the gatekeepers. The only thing I differ on is sales calls on Fridays. I have found some luck with this. People are generally in a better mood at the end of week and will often take the extra step to either put you through or give you some helpful information. Everything else has been right on the mark at least for me. Love your tips. Its always helpful to hear how other small businesses break through the gatekeepers. The only thing I differ on is sales calls on Fridays. I have found some luck with this. People are generally in a better mood at the end of week and will often take the extra step to either put you through or give you some helpful information. Everything else has been right on the mark at least for me.

]]> By: John Charles Steinmuller http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-622 John Charles Steinmuller Mon, 08 Mar 2010 19:50:57 +0000 http://succeedasyourownboss.com/?p=1395#comment-622 Your tips are great and shows concern for other peoples time.... sometimes people just force their pitch on someone when it should always be about a conversation... so I like your tips about respecting the persons time.. But I believe a short scripted voice message goes a long way in creating a connection for a future conversation... If one has taken the time to place a call it just makes sense to leave a great voice message... sometimes the person on the other end can see the caller ID and will know you are trying to get in touch anyway... don't try to trick them into calling you back but sincerely mention why you are calling.... take the opportunity to connect with a positive voice & message... leave your phone number twice during the voice message and remember that the tone of your voice helps them to know you better the next time you try to reach them... Thanks for reminding us of how a professional contact is made... Your tips are great and shows concern for other peoples time…. sometimes people just force their pitch on someone when it should always be about a conversation… so I like your tips about respecting the persons time..

But I believe a short scripted voice message goes a long way in creating a connection for a future conversation…

If one has taken the time to place a call it just makes sense to leave a great voice message… sometimes the person on the other end can see the caller ID and will know you are trying to get in touch anyway…

don’t try to trick them into calling you back but sincerely mention why you are calling…. take the opportunity to connect with a positive voice & message…

leave your phone number twice during the voice message and remember that the tone of your voice helps them to know you better the next time you try to reach them…

Thanks for reminding us of how a professional contact is made…

]]> By: Donna Maria Coles Johnson http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-621 Donna Maria Coles Johnson Mon, 08 Mar 2010 17:36:46 +0000 http://succeedasyourownboss.com/?p=1395#comment-621 These are great tips, Melinda! One thing that works for me when there is a layer of administration between me and the person I am trying to reach is to call after hours when I'm pretty sure the person has left the office for the day. Sometimes, if an assistant screens their calls and they don't want to deal with a sales call, they won't make much effort to call back. I have found that leaving a voice mail message on their personal line when I know they are not there is helpful. I keep it short, but I know that, 9 times out of 10, they will hear my voice personally (instead of a note from the assistant) and they often call back in part I think because of the tone of my voice and the fact that I took the time to make audio contact with them to share how I might help them achieve their goals. I have also found that the most driven business leaders (the kind I can help most) can't resist checking their voice mail after hours. It's not full proof, but it's an additional strategy that some might find effective. Keep it coming, Melinda, and I cannot wait to have you as my guest on Indie Business Radio! dM .-= Donna Maria Coles Johnson´s last blog ..<a href="http://www.indiebusinessblog.com/2010/03/08/an-invitation-to-write-for-my-blog/" rel="nofollow">An Invitation to Write for My Blog!</a> =-. These are great tips, Melinda! One thing that works for me when there is a layer of administration between me and the person I am trying to reach is to call after hours when I’m pretty sure the person has left the office for the day. Sometimes, if an assistant screens their calls and they don’t want to deal with a sales call, they won’t make much effort to call back. I have found that leaving a voice mail message on their personal line when I know they are not there is helpful. I keep it short, but I know that, 9 times out of 10, they will hear my voice personally (instead of a note from the assistant) and they often call back in part I think because of the tone of my voice and the fact that I took the time to make audio contact with them to share how I might help them achieve their goals. I have also found that the most driven business leaders (the kind I can help most) can’t resist checking their voice mail after hours. It’s not full proof, but it’s an additional strategy that some might find effective.

Keep it coming, Melinda, and I cannot wait to have you as my guest on Indie Business Radio!

dM
.-= Donna Maria Coles Johnson´s last blog ..An Invitation to Write for My Blog! =-.

]]> By: SmallBizlady's 10 Rules For Small Business Sales Calls … « Internet Cafe Solution http://succeedasyourownboss.com/03/2010/the-right-way-to-make-sales-calls-for-your-small-business/comment-page-1/#comment-619 SmallBizlady's 10 Rules For Small Business Sales Calls … « Internet Cafe Solution Mon, 08 Mar 2010 12:52:18 +0000 http://succeedasyourownboss.com/?p=1395#comment-619 [...] View original here: SmallBizlady's 10 Rules For Small Business Sales Calls … [...] [...] View original here: SmallBizlady's 10 Rules For Small Business Sales Calls … [...]

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