by Marta Malyk | Mar 31, 2021 | Advice, Cold Calling, Cold Calling Success, Cold Calling Tips, Lead Generation, Sales, Sales Prospecting
As we start to see the light at the end of the tunnel, I wanted to provide you with some tips for prospecting post–covid and on how to re-engage prospects as the pandemic starts to wind down.
First, let me congratulate you on weathering the storm! This has been a stressful time for all of us and my condolences go out to any of you who have lost loved ones during this difficult time.
And congratulations for having a business that is still alive. As I said early on, it won’t be easy and the strong and persistent will be the ones that are still standing at the other end. Take a moment to appreciate your accomplishment.
In sales, we tend to only look forward but this is a moment, if there ever was one, to look back, take stock and appreciate what you still have.
OK, enough of that – back to looking forward! Here are 5 ways to re-engage prospects as the pandemic starts to wind down and you are prospecting post-covid.
1. Pick up the phone:
Yes, the phone is still one of your best tools for engagement and in this case, re-engagement. Dust off that list of prospects who didn’t have the time/budget or bandwidth during the pandemic and start dialing.
2. Be human:
Be a bit more patient and compassionate as you reach people. A lot of people have been struggling and may need to re-enter slowly. A hard pitch is NEVER the right approach but now, more than ever, warmer, more human outreach is needed.
3. Adjust your script:
If you haven’t been re-working your script all along, now is the time to re-visit your wording. Consider adding some warmth, updated stats and some post pandemic optimism.
4. Go live:
As the world starts to re-open, consider making some live appointments. Not everyone will be receptive but offering this option may help you stand out in the crowd and make those authentic connections that lead to real sales.
5. Don’t quit!
Use all your Social channels and resources to connect and engage with your prospects. Don’t be discouraged.
When prospecting post-covid, picture yourself as a shark in the ocean – keep moving!
As we all begin to re-enter the wider world, I want to thank you for being a part of my community. Thank you for reading and sharing my content and please let me know what you would like me to address in the future.
Drop me a line at Nancy@OneOfAKindSales.com – I am always looking for great questions to answer here!
Thank you and stay well.
For more tips on prospecting post-covid, check out these posts:
How long should a Cold Call last?
Optimism increases Sales
by Marta Malyk | Mar 17, 2021 | Advice, Cold Calling, Cold Calling Success, Cold Calling Tips, Lead Generation, Sales, Sales Prospecting
‘Send me an email’ – are YOU hearing this Cold Calling Objection? It is always one of the top five Cold Calling Objections Salespeople face. In this post I will address why you may be getting this objection and how to deal with it.
Send me an email
Does this sound familiar? There you are, in the middle of your conversation and the prospect says, ‘send me an email’.
This is frustrating and, if you are not well prepared, it can leave you flustered. But you CAN turn this around.
First let’s look at WHY they might be saying this and then some things you can say to keep the conversation alive.
Why are they saying this?
When prospects say ‘send me an email’, they may mean any number of things. Your job is to figure out which it is so you can respond more appropriately.
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- Are they trying to blow you off?
If they are blowing you off, (and chances are good that they are) you want to professionally challenge them to get to the truth.
My comeback is, “I am not suggesting this is you, but often, when people say this, they are not really interested but don’t want to hurt my feelings by saying so. Is that the case here? Please let me know – it’s OK”
This can save both of you time and free you up to move to your next prospect.
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- Are they just trying to get off the phone?
Maybe they really are short on time, going into a meeting or onto another call. Maybe they were in the middle of something and really can’t talk. Respect their time and ask to schedule a time that would work better for them. This will probably get you farther than just plowing ahead.
“I’m sensing this is not a good time for us to speak, what day/time would be better?” (if they don’t commit to date/time they may be blowing you off)
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- Maybe they prefer to read vs hear information
Some people do really prefer to read information or they know they will need written documentation to make a decision. Be sure that you have quality, written collateral that you can forward via email and schedule a call to discuss it.
Make sure they commit to the follow-up call date and time. If they don’t, especially if they say, ‘I will get back to you’, then they are probably blowing you off. Send them the information. move on and recycle the lead for a future conversation.
What NOT to do
Most sales people will just say, “Sure, give me your email address and I will follow-up in a day or two”. That is typically what happens and then you just sound like everyone else. We never recommend doing that!
What to say
If they do ask you to send an email, get that email address. It is a crucial addition to your database.
Then, explain that you need a bit more info to be sure you send the materials that are right for THEM. Try, “Sure, and please let me know what you would like to see” or “what would you like to learn more about?”
Other tactics
Another way to address this is to explain that you have entirely TOO much information to send and would like to be sure to only send what is relevant. Ask them, “What have I spoken about that is most relevant?” or “Which of our products/services seem like the best fit?” or reinforce, “What are the issues you are experiencing right now?”
Jeb Blount, a well-known Sales trainers, has a great tactic – he says, “I am happy to bring you information, it all comes attached to me, see you Thursday at 2”. As he points out, this only works if you are super confident.
Either way, be sure to add “The content is much easier to understand with my explanation” and set up a time to call back to discuss it.
Buy yourself some time
All of these options buy you a bit of time to ask the key questions you need answered to see if they are even worth pursuing as a prospect.
Be confident
We always train our salespeople to be clear and confident when Cold Calling. Ask them if they are busy or just blowing you off. No matter what the real objection is, getting to that TRUTH, sooner than later, will save you time and frustration.
Click here to read more about this.
Facing objections is never fun but when you are prepared, you can more successfully address them and move on!
If you and/or your team need help practicing how to effectively address this and other frequently heard objections, give us a call at 908.879.2911. We are Cold Calling pros and can get you up to speed quickly!
by Marta Malyk | Feb 16, 2021 | Advice, Cold Calling, Cold Calling Success, Cold Calling Tips, Lead Generation, Sales Prospecting
I have always found that successful cold calling starts with asking permission. The other day, it really paid off!
It started with a routine call to a branch bank manager. The woman who I spoke with listened for a while then explained that she had zero need for my services. Rather than get flustered or frustrated, I replied, “Well if it isn’t broke, don’t fix it!” and went on to ask her for a referral to someone who might be a better fit.
What she said next, made my day!
“You know, I LIKE you Nancy!” and she explained that she really appreciated that I has asked her permission to start our conversation. “You are GOOD at this!”
She went on to say that I sounded “different” and proceeded to give me the direct dial number of someone in corporate since other branches might, in fact, need my services.
Ding, ding, ding – we have a winner!
Her closing comment was, “when you are in my area, you come visit me honey!”
This a great example of my ‘Conversational Selling’ approach to cold calling. I teach people to have CONVERSATIONS that are both memorable and that lead to qualified leads and SALES.
I show people how to have meaningful conversations that are genuine – not salesy, where the goal is to build a relationship as two equal business professionals. We know that relationships like those that last longer than the typical 2–minute sales call will lead to more work and sales today AND down the line. That type of successful cold calling starts with asking permission.
And if you are lucky, on a good day, it may end with making a new friend in a new city!
Do YOU need help figuring out how to have more productive cold calls? Give me a call at 908-879-2911 or click here to set up a one-on-one with me to see how we can help YOU and your team build real relationships that convert to more sales.
For more Cold Calling tips see:
How Long Should A Cold Call Last?
Optimism Increases Sales
by Marta Malyk | Feb 2, 2021 | Advice, Best Sales Practices, Building Relationships, Cold Calling, Cold Calling Success, Cold Calling Tips, Lead Generation, Sales, Sales Prospecting, Sales Prospecting Success
According to the RAIN Group, a sales training and consulting firm, 58% of prospects say they currently find cold calls useless. Wow! Are YOU wasting YOUR time making ‘useless’ calls? Here is a better approach to Cold Calling.
What is a ‘useless’ call?
If a prospect is finding your call ‘useless’, it is a good bet that you are calling people and doing what I call the “F&B Dump”. You are dumping a bunch of information, about the Features and Benefits of your product or services, on whoever is unlucky enough to pick up your call.
That, or you are monopolizing the call with info about you, you, you.
Or maybe you are just launching into a hard sales pitch.
Or worst of all, you do all of the above!
A better approach to Cold Calling
A better approach to Cold Calling is to start by confirming who you are speaking with. Make sure they are a decision maker and that they actually have a minute to speak with you. If they don’t, set up a time that works better for them. You are both busy, why waste each other’s time?
Asking permission like this can set you apart from all the other cold callers they encounter and sets you up for a CONVERSATION, among equals.
Make sure they are worth YOUR time
Once you are speaking with them – not talking AT them or SELLING them, you should have a few, tightly scripted questions you can ask to determine if they have a need for your product or services.
Ask your questions and then really LISTEN to their answers. Use that information to determine if they are worth pursuing. If they are not a good fit, ask for a referral or a recommendation of someone they know who might need your product or services and then exit the call (click here for more on how to ask for a referral)
Make it worth THEIR time
Another sales study found that 84% of buyers complain that sales reps are annoying in their efforts to convince them to buy.
If prospects are finding YOU annoying (as evidenced by rushing off the call, hanging up or otherwise uninterested in speaking with you) it is probably because you have either rushed to the sales pitch or bowled over them with all your talking.
The initial cold call is not for hard selling – it is an exploratory call to see if they are a good fit. Going into sell mode will definitely annoy your prospect.
Respect their time, identify if they have a need you can fill and if they ARE a good fit, move to set up a first meeting. (click here for what to cover in that meeting)
Useless calls are a waste of time for you AND your prospects. Use our approach to have real conversations that convert to qualified appointments and sales.
Need help? We train salespeople in the skills and tactics that deliver RESULTS – give us a call at 908-879-2911 to learn more!
by Marta Malyk | Jan 19, 2021 | Advice, Cold Calling, Cold Calling Success, Cold Calling Tips, Lead Generation, Sales, Sales Prospecting, Sales Training
Are you prepared for success?
Sales is a hard job – you hear a lot of ‘No’s’ before you get to a ‘Yes’ and actually make a sale. You need, as they say, to kiss a lot of frogs before you find that prince or princess.
But what if I told you that you are probably WASTING half your time?
Marc Wayshak, a well-known Sales Strategist shared this important stat last year: “At least 50% of your prospects are not a good fit for what you sell”
Yikes!
Many of you are probably spending way too much time on the phone with prospects who just aren’t going to convert to customers.
At One of a Kind Sales, we train our people to QUICKLY identify whether a prospect is a good fit or not and, if they are not, to efficiently end the call and move on. Let me show YOU how to do this yourself and how to be prepared for success.
It starts with your Call List
Make sure you are calling from a clean list with RELEVANT contacts. Click here to read more about this process.
Your script is your road map
Make sure your script includes questions that will elicit the information you need to QUICKLY determine if the prospect is a good fit or not. Ask pointed questions and then LISTEN carefully for the answers.
Have an escape plan
Your script must also include verbiage to EXIT the call QUICKLY once you have determined that they are not worth pursuing.
For example, “gee, based on what we discussed, I feel we would not be a good fit and I certainly don’t want to waste your time”. This allows you to acknowledge that you have been listening and that you respect their time.
Practice, practice, practice!
Being comfortable and CONVERSATIONAL is key to making an effective connection with the prospect. If you feel awkward about re-directing and leaving the conversation once you determine they are not a good fit, you WILL end up wasting your time – and theirs!
Be professional
We are NOT advocating that you rudely ask questions and then abruptly leave once you have your answers. That certainly won’t help you close more sales.
Be professional, prepared and succinct – they will appreciate it and you will save time.
Ask for leads
Once you have determined that a prospect is not a good fit, you should always ask them if they know of anyone who might need your product or services. This is a great way to make the most of your time and to turn a current ‘no’ into a possible, future ‘yes’.
How can you be prepared for success?
So, how much time do you calculate YOU have been wasting on calls with prospects that just aren’t a good fit?
Implementing these sales tips will help YOU stop wasting your time when making Cold Calls and help you to be prepared for success!
Contact us for help with your scripting and click here to learn more about how we can train YOUR staff to use our proprietary, One of a Kind Sales skills. And give us a call at 908-879-2911 to see how WE can make Cold Calls for YOU!
Are YOU prepared for success? Here are some more tips:
How to Leave Voicemail When Cold Calling
Addressing Cold Calling Objections
Successful Cold Calling Starts with Asking Permission
by Marta Malyk | Jan 5, 2021 | Advice, Cold Calling Tips, Lead Generation
Who would you be more likely to buy from, someone who called you, out of the blue, or someone recommended by a friend or colleague?
Study after study have proven that referrals and recommendations are the BEST source of sales prospects. This post will show you why, when and most importantly HOW to ask for a referral.
First, let’s look at WHY we should ask for a referral.
Trust
A Nielsen study on trust found that “84% of buyers are mostly influenced by recommendations from friends and family”. And trust is KEY to building relationships that convert to sales.
When you are working from a referral, they already trust you. This is a huge benefit, saving you time and, as long as you remain trustworthy, can actually speed up the relationship building and sales process.
Selectivity
Along the same lines, an IDC study found that “almost 75% of executives prefer to work with salespeople who’ve been referred to them”. Executives are busy, being a referral saves them the time of vetting you. Get a referral.
Profit
A Wharton School of Business study found that “Customers won through referrals are about 24% more profitable than other customers”. In addition to being easier to start a relationship with, once they are customers, they are less likely to leave.
Clearly, referrals are a potent source of quality leads.
Leaving money on the table
But while 91% of customers say they’d give referrals, only 11% of salespeople ask for referrals!
Why don’t salespeople ask for referrals? These seem to be the top excuses – along with suggestions on how to overcome them:
- “They won’t know anyone who needs my services” – you call prospects because they fit some basic criteria. It is a very good bet that they know others with the same criteria, or if they can’t use you, they may know someone who is an even better fit!
- “It will make me look needy or desperate” – no, it will make you look like a ‘professional’. You aren’t begging for scraps; you are asking for an introduction. Executives know how important networking is – if you have impressed them with your knowledge and listening skills, they will be more willing to make a connection.
- “I have enough leads” – if this were true, you probably wouldn’t be reading article this so, go work on getting referrals to get more, and higher quality, leads.
- “They would refer me if they knew anyone who needed my services” – no, they probably have a dozen other things on their to do lists and helping you get leads is probably not one of them – BUT, if you ask, they may take the time to do it, so definitely try!
- “I forgot” – make it a part of your scripting, a closing step to your pitch so it is something you do automatically. It is not an ‘afterthought’ but a final step in your sales outreach process.
HOW to Ask for a Referral
- Happy Clients: Whenever you receive a glowing call, email or words of praise, ask them, “is there anyone else you know who might be interested in our services?”
- New Prospects: Even if they don’t convert right then, ask them, “is there anyone else you know who might be interested in our services?” or “I know that we are not a good fit for your company right now, but is there anyone you know or work with who might be a better fit?”
- At the end of the buying process: As a last touch point, make sure you ask for a referral! This can happen at a last meeting or as part of a follow-up email.
- Bonus Points: At the BEGINNING of the buying process, at your kick off meeting, mention that you will, in a few weeks, be circling back to see if they know of anyone who might also be a good fit for your services. This gives them a quick heads up that you will be asking, makes asking a bit easier, as they expect it and gets a small ‘buy-in’ that that is part of the process. It also makes you look like a consummate sales PRO!
Salespeople who actively seek out and follow-up on referrals earn 4 to 5 times more than those who do not – make sure that YOU are asking for them!
Do you and YOUR sales team need more tips on how to be more effective? Our ‘Call Center in a Box’ program provides the training, management and monitoring your team needs to improve the quality of their interactions, the quality and quantity of leads and their SALES. Give me a call at 908-879-1322 or click here to set up a one-on-one call with me https://calendly.com/nancy-calabrese/one-on-one
Click here more Cold Calling Tips and Advice
