I have recently been exposed to too many instances of sales calls that are inappropriate and ineffective to actually make a sale. Social media networks such as LinkedIn, Twitter and Facebook are great for making the initial connection, but if you do not take the time to interact and actually build a relationship with your new connection, you are still a stranger.
My nickname is SmallBizLady and @smallbizlady is my handle on Twitter. I am considered a power Twitter user, with more than 10,000 followers between two accounts. That is great and all, but my favorite thing to do is reach someone outside of Twitter – on the telephone. That’s where the real relationship is made. Once that connection is made, there’s a right and a wrong way to approach a sale.
SmallBizlady’s 10 Rules For Small Business Sales Calls
- Do not make sales calls on Monday! Mondays are tough enough for people; do not bother them when they are just getting their week started — if you want to be successful.
- Make sales calls on Tues. Wed. Thurs. and never make sales calls before 10am or after 3pm.The prime calling hours for sales calls are 10-noon and 1-3pm. People do not like sales calls generally. Do not be a bother to a potential client before they get their morning coffee. After 3pm people on deadline do not have time for your call. Give yourself the best possible path to success by respecting your prospect’s time.
- Always ask if your contact has time to speak with you. And if they are busy, ask when would be a best time to give them a call back. Then you’ll have a scheduled appointment which is even better.
- Make sure you can remind your contact how you know them.
- Research whether or not the contact is really a potential customer. It’s always best to know what products and services your customer purchases – and when they make these decisions to do so. If you really know your target market, you’ll know this information.
- Make sure you have the correct name of the person you want to speak with on the call. When you do get a potential customer on the phone, be ready. You only have 7 seconds to make an impression. Stammering over someone’s name is not the way to make a good first impression.
- Do not leave a voicemail if you do not reach your sales target. Connections are only made with real people. Your message will be deleted anyway.
- Use contact management software. You need to track your calls and when it’s time to make follow-up calls.
- Never make a sales call on a Friday! No one wants someone selling them something when they are trying to wrap up their week and get out the door to start their weekend.
- Use a target list for potential customers. Make sure you contact you target list at least once a month by phone, email or direct mail.
Your sales pipeline is the life’s blood of your business, so you must make sales calls. Just remember these rules so that you can build on your social networks instead of instantly turning them off with no chance of a sale.
Do you have any more rules to add to my list of sales calls dos and don’ts for a small business owner? Please leave me a comment below.
WANT TO USE THIS ARTICLE IN YOUR EZINE, E-NEWSLETTER OR WEB SITE? You may, as long as you include this complete blurb with it:
Melinda Emerson “SmallBizLady” is a Veteran Entrepreneur, Small Business Expert and Social Media Coach who hosts #Smallbizchat on Twitter. #Smallbizchat is the trusted resource on Twitter to discuss everything entrepreneurs need to know about launching and running a profitable small business. Melinda’s first book, Become Your Own Boss in 12 months; A Month-By-Month Guide to a Business That Works will be released by Adams Media in March 2010.
