In our post Autopsy of a Sales Call part
two, we saw that Bob not only lost the sale but was completely blown away as to
the reasons why. He had a lower price, better terms, and more but still lost
the sale – why? It turned out that Bob didn’t have a relationship with the
Buyer. He knew them but he didn’t really
know them.
This Happened to Me!
Has this happened to you? I bet it has
happened more times than most will admit. The problem is that most won’t dig in
to find out how to change this. It’s hard work, which in itself will drive most
people to quit. But that is good news for you if you are persistent and will stick with things.
So how do you go about building a
relationship with someone you barely know? How can you reach out to someone
without it feeling creepy or insincere?
Pay attention because by doing what I am
sharing and doing it right, you will never be in the same position as Bob in
our story.
What Do I Do?
First, let’s say you cannot get an
appointment with the person you are trying to reach. You know they are the
right contact and have the ability to make decisions. You know they are in the
market for your offerings and they are growing, all good signs for you. Now you
need to figure out a way to get their attention.
Lots of people will mess up right here.
They try to get cute, they try to do humorous things (which can certainly be
effective and I have done many of them but that is for another post). These
people you are reaching out to may or may not have a sense of humor so don’t
take any chances. You want to go straight for what is important to them and
that is fixing their problems.
Get to Work!
What does your product or service do
that fixes the issues that your prospect is facing in their industry? I don’t
mean that you can save them a dollar or two but what is your big, massive, game
changing proposition that will absolutely spin their head to consider you?
Don’t have one? You better get one and
get one fast! Sit down with the top executives in your company and hammer this
out. If you are the top person in your business, get with those you trust and
get to work figuring it out. Are you a one person show? Do your research and
find out what the biggest items are that keep your prospects up at night. Do
you have solutions for them that are crystal clear? If so make these what you
center your sales and presentations around and do it now!
Personalize Your Facts:
Once you have this information and
you’ve built your presentation around it and created great looking marketing to
grab them, you can now start your process.
What is that process? You mail them some
information that starts with clearly and painfully laying out the issues their
industry is having. You show them how much it is costing them in time, money, aggravation,
potential lawsuits (if this is real, don’t make anything up), etc.
Once you mail them the information you
wait a few days and follow up with a phone call. On the call you are NOT asking
for any business, you just want to know if they received your information.
Voice Mail:
If you don’t get through and have to
leave a voicemail, you let them know you mailed the information and then take
about 15 seconds and let them know that you helped ABC company save $xxx.xx
using your product and/or services. As soon as you finish leaving the
voicemail, write them a letter letting them know you tried to reach them and
put more proof of how great your products and services are by demonstrating in
the letter more companies that you save a ton of money or time, etc., whatever
it is. Don’t brag; just state what you did and how you can help them as well.
Be Ready:
If you do get through to them, let them
know that you sent them some information and briefly (very briefly), describe
what the information is about. They may say they don’t remember it, that is
okay, let them know that you will resend it to them. They may remember seeing
it and want to know more. If so, set an appointment if possible and go and see
them. If not, they may want to talk on the phone. Make sure you make your
letter, your calls, your visits all about them and not about you!
This will start you down the road to
building very close relationships with those you need to have a relationship
with to help you outsell your competition and build life-long relationships and
friendships as well.
In our next post Autopsy of a Sales Call
Part Four, we will go a little further into what you can do to really ramp this
up.
Until my next post, I wish you all success!
Dean
Marchese
The Dean of Success!©
P.S.
Grow Your Business Faster Here:
Need to
grow your business right now? Email me directly at Dean@empowermediallc.net and I will share with you
exactly how we:
*Started a janitorial business on a bet and
grew it to $1 Million in only 18 months!
*Grew one department in a company from nearly
$0.00 to over $80 Million in only 8 months!
*Helped someone with an idea create a business
and signed a contract worth $500 Million in only 9 months!
*Guided a Madison Avenue Ad Agency to make a
few changes which helped them win hundreds of millions of dollars in new
business – many of their ads you have seen!
*Helped a hotel chain become #1 in their spot
and add over $1 Billion per year!
*Helped a delivery company increase by over $1.5
Billion per year!
*Whether you are large or small, new or have
been at it a while, we can help you grow faster than you ever imagined – email
me NOW at Dean@empowermediallc.net!
P.P.S. The email that you can reach
me at that I listed above is a direct email to me. No opt-ins, no forms to fill
out, no filling your inbox with endless emails and this does NOT go to an
assistant, it comes directly to me so email me now!
About
the Author:
Known
as The Dean of Success© Dean Marchese has built
businesses from scratch, turned others around and helped others grow beyond
their dreams. He has helped tiny startups become major players and major
players stay at the top.
He has trained and worked with over
30,000 salespeople and owners around the world become massively successful and
he can help you too.
Why
waste years of your life figuring out how to do something when someone can show
you how in a very short time?
Let
me know your thoughts and how your business is doing by commenting or emailing
us.
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