Wendy wrote “I hate making marketing calls. I don\u2019t know what to say and how to say it. I don\u2019t have any sales training and I\u2019ve been assigned to find new clients. In the past 4 weeks I brought in zero new clients.”<\/p>\n
Do you ever feel this way?<\/p>\n
Are you tired of being turned down?<\/p>\n
Making any of the mistakes below takes the fun out of your job and can kill your sales.<\/p>\n
1. Using Push Versus Pull Marketing<\/strong> Focus your small business marketing on prospects’ concerns and offer them something they want. You’ll help them, convert them to clients and increase your revenue.<\/p>\n 2. Not Generating Enough Qualified Leads<\/strong> Does your marketing help you generate enough leads and start a conversation with prospects?<\/p>\n With the right small business marketing message, advertising copy and online and offline strategy you can generate a steady stream of qualified leads.<\/p>\n 3. Responding To Inquiries With an Email or a Letter<\/strong> 4. Quoting Price Too Soon<\/strong> When a prospect asks what you charge, don’t tell them until you’ve had a chance to learn what they want. Then put the price in the context of the value and quality solutions you provide. Use your qualifying questions and their responses to determine within the first 3 minutes of a conversation whether or not the person you’re talking with is a promising prospect. If not, thank them for their inquiry and move on to your next call.<\/p>\n 6. Doing Too Much Talking<\/strong> Whenever you call a prospect or they call you, use the call to learn what they want and need. Ask questions Let them do the talking so that you get the information you need.<\/p>\n 7. Not Clarifying Value From the Client\u2019s Perspective<\/strong> To help prospects understand the value you provide, get them to define what they are looking for and what it’s worth to them.<\/p>\n 8. Not Getting To “Yes”<\/strong> Review their objectives and ask them if that is what they are looking for. Review the solution you provide and ask them if that is what they are looking for.<\/p>\n <\/span><\/p>\n 9. Neglecting To Ask For The Sale.<\/strong> Why do we do this?<\/p>\n Until you gain confidence in your phone selling technique, you’re afraid of getting turned down when you ask for the sale. It’s common to compensate by talking endlessly about the features and benefits of your products and services.<\/p>\n If you’re working with qualified leads, many of the people you are talking with want to buy your products and services. Help them clarify the value and then help them make the purchase. When a prospect becomes a client or customer, they’ve provided tangible evidence of their trust in you and your products and services. Follow up with a phone call to find out how the product or service is working and there is a good chance you’ll uncover a need for more of your products and services.<\/p>\n You don’t have to hate marketing on the phone. Learn what to say and how to structure the conversation and you’ll have more fun and make more sales.<\/p>\n","protected":false},"excerpt":{"rendered":" Do you use the telephone in sales? If so, find out how to generate more leads and sales with these simple telephone tactics.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[13],"tags":[36],"_links":{"self":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1377"}],"collection":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/comments?post=1377"}],"version-history":[{"count":0,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/posts\/1377\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/media?parent=1377"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/categories?post=1377"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.marketingforsuccess.com\/ic\/wp-json\/wp\/v2\/tags?post=1377"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nMost of us don\u2019t like pushy people who talk about themselves all the time. Think about your marketing. Are you constantly pushing information out about yourself, your products and services? This may be pushing prospects away when what you want to do is pull them in.<\/p>\n
\nMarketing is about starting conversations with prospects so you can learn what they need and help them understand the solution you provide. To bring in more business, help more people understand what you do and prompt prospects to contact you.<\/p>\n
\nNine times out of ten, when you send a prospect a written response to a query, it won’t result in a sale. Pick up the phone and you can use their questions to start a conversation. With just a couple of additional questions you can learn what their objectives are and then you can sell them the solution.<\/span><\/p>\n
\nWhen prospects call, one of the first questions they ask is about pricing. Tell them right away and you risk ending the conversation and losing the sale. Dollar figures by themselves are meaningless.<\/p>\n
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\n5. Wasting Time With People Who Aren’t Buyers<\/strong>
\nNot matter how good your system is for qualifying leads, you\u2019ll end up on the phone with people who can’t afford your services or won’t benefit from your products. Conversations like these can take up way too much of your time.<\/p>\n
\nYou know your services and products inside out; you could talk for hours, if not days, about your processes, product features or benefits. Don’t. You’ll lose your prospects attention, especially if you’re marketing over the phone.<\/p>\n
\nYou have a crystal clear idea of the benefits of your products and services; you want prospects to understand these benefits from their point of view.<\/p>\n
\nYour primary objective is to get the prospect to say, “yes” when you ask them whether they want to place their order or sign up for your services. Set up a pattern of “yes” answers and you’ll increase the chances they will say “yes” when you ask them to buy.<\/p>\n
\nIf you want people to buy your products and services, you need to ask for the sale. This sounds obvious, but the tendency is to wait for the prospect to say they are ready to buy.<\/span><\/p>\n
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\n10. Forgetting To Follow Up On Sales<\/strong>
\nWhen you make a sale. it may seem like the end of your marketing effort. Think of your first sale. not as closing a sale. but opening the door to a long-term relationship and you\u2019ll increase future sales<\/p>\n