Do's in the Sales and Marketing.....

The DO's- What to Do

First, keep in mind that there are two objectives for
your opening:

1. Put them in a positive frame of mind, and,

2. Move them to the questioning part of the call.
Ideas for Follow-Up Calls ...
Bridge This Call from the Previous One
Start follow-up calls by reconnecting from the
previous call:

"Calling to continue our conversation..."

"I'd like to pick up where we left off last week . . ."


Remind them of Their Interest and Action
"...where we discussed . . ."

" ... when we were discussing how you felt you
needed to do something about ..."


Be Proactive
Even if you did send literature, don't
bring the call to a screeching halt by asking if they
received it. Make it part of what you want to DO
together on this call:

"I'd like to review with you the pricing options I
detailed in my letter..."

Use words like "discuss," "analyze," and "go through."
And if they didn't receive your stuff or don't have it
handy? No problem; the literature isn't holding you up
like a crutch. Be prepared to proceed anyway.
Ideas for Initial Calls ...
Use Weasel Words
If you appear out of the blue with cocky claims like

"I can show you how you can do thus and so,
guaranteed," in your opening, and people
furrow their brow, wince, and look at their handset
thinking to themselves, who IS this cheesy salesman?"

Instead, ease in with words like

"might be able to ...",
"there's a possibility,"
"depending on what you're doing now."


Tease them With Results
The only business reason they will consider listening
to you is that they feel you might have something
that will help them get something they want, or help
them avoid something they don't want.

Answer this question: What does your prospect/customer
want most, and what does he/she want to avoid as it
relates to your type of product service? Put that into
your opening.


Forget about "Making/saving them money."
Look at those words again. Don't use them verbatim.
Even bad salespeople say this in an attempt to generate
interest. It's as worn out as the old athletic shoes
in your closet. I'm not implying this isn't a strong
buying motivator-it's the WORDING that is ineffective.

Instead, get information about them first from
screeners, and then customize your opening to appeal
to them personally.

"I understand you're now in the process of remodeling
your order entry department. Depending on your space
limitations, we might have some ways to help you keep
your costs down during the design and installation
stage of your office furnishings. If I caught you at a
good time, I'd like to discuss your plans..."

Try this...you will see the difference in your sales!