The overwhelming majority of people do not respond to a single marketing communication... or a single phone call... or a single fax... or a single anything else.

Jeff@marketmagic.com

Cold Calling – A basic guide

During a cold call, you have just 30 seconds to interest a potential customer in what you’ve got to offer. Luckily, in just a few minutes you can learn some basic tips for improving your cold call success.
• Firstly, think about how you come across. Enthusiasm and an articulate approach are crucial. Don’t be pushy. Instead, listen carefully and respond to what the customer says.
• Before picking up the phone, plan the timing of your call. For example, ask receptionists about busy periods and good times to ring. Most people are more responsive to calls made in the morning.
• Once you’ve got through to the right person, introduce yourself and state the reason for your call. Try taking your cue from the customer. If he or she seems busy or impatient, ask if there’s a better time to speak. Otherwise, find out how long the customer has, and be ready to keep your call short.
• Now’s the time to give a brief description of your product or service. Stress the key benefit your product has for this particular customer. You can then ask if the customer is interested in what you’ve said so far. If so, congratulations — you’re well on the way to making a sale. If not, try to find out why. Your call may be more welcome six months down the line.

Jeff@marketmagic.com

Getting the Sale

Do you purchase a new product or service the first time you see
or hear of it?  I doubt it.  In fact, it's highly unlikely that
you ever purchase a new product the very first time you hear
about it.

And yet that's exactly what a majority of all salespeople
actually expect!

Based on studies over the past 50 years, we know that:

***  A majority of sales people make one call, and never
come back.

***  Only 25% of salespeople will call a second time to offer
additional information, or to follow-up.

***  Less than 10% of salespeople will call on a prospect 5
or more times, and yet these are the people that make over
80% of all the commissions!

The statistics change slightly from one study to the next,
but the principle holds true in every industry, and from year
to year, around the world.  In sales, persistence pays!

How does this apply to professionals and those who are
less focused on direct sales, like therapists, Chiropractors,
coaches, attorneys and accountants?  I think it means
maintaining the same office, participating in community
organizations, and showing up at Chamber of Commerce
or other meetings.  It means participating.  It means
consistency.  It means persistence!

People buy familiar "brands", whether that's a recognized
brand of automobile, or a professional who has become a
recognized and familiar face at the health club or my house
of worship. 

To build your professional practice or expand your sales, show
up!  Get involved, meet people where they are, participate
in the things that interest them, and be generous.  Be
consistent -- TIP's is vastly more effective as a sales
instrument now than even a year ago, simply based on
repetition and familiarity.

Use that principle to build your business, increase your
sales, and make more money.

 Jeff@marketmagic.com