Making Sales Work

I just watched a video of a sales group. They rang a bell whenever they made a sale, and then proceeded to hit each other's hands. This is a great technique for getting morale up. Make sure you start every day with some motivation.
Don't excuse yourself, make sure you get through your work, make it work. Sell!

Breaking From Script

I made 200 phone calls last night, got in touch with 43 people, and only one person was interested. I did a better job of tracking why people were not interested. Tried to open a dialogue, and when they said they were not interested let them know how they could get in touch when they are interested. I want the immediate sale, but am not going to bully someone into the deal and know that someone that is not interested is not a good prospect. Their true feelings will come out or they will just not renew. Last night my lesson was breaking from the script. I had to stop saying the same thing and start talking like a human. Open a dialogue and discussion. It helped for some. Some still hung up the phone. The conversations flowed better and it taught me that I can and will be able to make more sales by being myself.

Qualified Leads

Successful salespeople are able to qualify their leads. Making sure you know the best sources for leads can be a turning point in your sales career. Most leads start from cold calls and then from your network of friends and family. Cold calling will produce leads they will just be a much smaller percentage. Friends and family will be able to direct you to the best outlets. I have found that the best leads I have ever received have been through direct sales calls and referrals. I have had to go out and shake hands and make the phone calls . Leads will never come to you. I have signed up for several lead generators and they have never out performed my own calls and referrals. To encourage referrals I simply ask customers if they are happy with the service to tell someone they think could use it. I try to encourage communication between each other. I provide them with referrals and am provided referrals. Your clients will become your biggest advocates if you let them.

How to Build Referrals

Does anyone like going your neighbors and asking them to buy into your latest venture? I have never found that to be enjoyable. I have been able to talk to any stranger without problems, but it is harder for me to recommend what I am doing to someone directly in my circle. I have always tried to limit my sales pitches to my circle. I do think that leveraging your referrals is the key to building a business. Here are a few steps I try to take.
1. Never push and understand people when they say they need time or to back off.
2. Create and email marketing campaign. Send out an email just announcing what you are doing. It is less invasive and allows for an open dialogue.
3. Casually discuss your business in an open environment so your friends and family can ask questions as they are interested.
4. Tell them your story - people love to hear about the entrepreneur and most of the times looking to help.
In my experience referrals can be the most successful sales technique. Making sure you take care of their business and do not force them into it is one of the most important aspects. Make sure to build your business with a strong foundation.

Setting Goals

Last night I made 193 calls. I talked to 44 people, 3 hung up, 30 were not interested, 12 were happy with their current provider, and 1 person was interested. That is an incredibly low average for conversion. I have walked out with none so I was happy with one. I am not going to push or be overbearing because that does not build long term sales. I did however set goals, and try to manage my expectations. I have one more night of cold calling trying to convert to sales. I am planning to make 200 phone dials and provide 2 leads.
I had a discussion with my boss who said he is trying to set goals for the upcoming year. He has been in sales for two years, and is below his expected projections for the coming year. He is the sole provider and has two children. He has to meet his sales goals. The only advice I would have for him would be to put himself out on the limb. You have to have something out in the open to make something happen. He has taken a fairly conservative road and needs to bring in some large sales. The only way I can see him doing that is really putting himself out there.