![\"sales](\"https:\/\/www.marketingforsuccess.com\/blog\/wp-content\/uploads\/2010\/01\/sales-tips.jpg\" "\\"sales")
<\/a><\/p>\nSpeaking of that – I got pulled over the other day and the cop asked me, \u201cHave you been drinking, because your eyes are a bit red?\u201d\u00a0 I immediately shot back, \u201cHave you been eating donuts, because your eyes look a little glazed\u2026\u201d Yes, I learned never shoot back at a cop.\u00a0 $145 plus court costs.<\/p>\n
Here’s the set up.\u00a0The client calls as a\u00a0 response to ad, to your mailing piece, to your soliciting call, or referral, or whatever.<\/p>\n
Even though you have the client on the phone, since it’s the first conversation with you the client simply isn’t ready to buy anything.\u00a0The client doesn’t know you, is uncomfortable with you at this point, or maybe the large amount of $$$ you mentioned is concerning. Basically, you haven’t established his trust.<\/p>\n
To be honest, always am, it\u2019s tough to establish a bonding relationship with the client in the first phone call.\u00a0 First phone call sales are for high pressure: pieces of land, office supplies and toner. Your new prospect simply ain’t buying anything you’re selling at this time.<\/p>\n
Too much pressure now and the prospective client will be reluctant to set up additional phone calls.\u00a0Even though you know you\u2019re honest and a heck of a nice guy, he doesn\u2019t. So, how to overcome this?<\/p>\n
Answer:\u00a0The client mentions something \u2014 anything really \u2014 in passing and you say, “That’s a great question!” (or “That’s a very interesting comment\u201d) followed without pausing by \u201cand I’m not sure about that answer.”<\/p>\n
Continue immediately, \u201dI’ll research that question and have a firm answer for you by Friday morning.\u00a0I’ll give you a call later that day and I’ll have some solid answers for you.”<\/p>\n
What does this 20 second statement do?<\/strong> It establishes<\/p>\n 1.<\/strong> A reason to call back and talk to the client directly.<\/p>\n 2.<\/strong> Proves trust and reliability: when you call back you have performed the research and called back diligently with the correct information as promised.<\/p>\n 3.<\/strong> Establishes your call as one the client will accept – it’s no longer a soliciting call, you are calling the client back with an answer to his question.<\/p>\n 4.<\/strong> Gives you a screen pass – if your call is screened by a secretary, you can tell her the call is about a question from a question the client asked in an earlier conversation.<\/p>\n You have created the golden second opportunity: a welcomed call.\u00a0If there is still no comfortable relationship, apply this same exact method in the new conversation – prove your diligence further and call again.\u00a0 Hope this is helpful.<\/p>\n – Jeffrey<\/em><\/p>\n