Are you asking for your business? No, I don’t mean literally asking, I mean creating opportunities to generate leads and nurture clients?
Let’s dive right in. In this post, we’re going to discuss how to ask for business without sounding like a salesperson. Remember, it’s a marathon and not a sprint to finish. Let’s get started.
Don’t Sell Over the Phone
Never try to sell people over the phone. It won’t work very well. Instead, try to get an appointment so that you can show them what you have to offer.
Use a face to face meeting to start developing trust.
Even then, it shouldn’t be about selling but listening to the prospect’s needs, showing your benefits, and determining if you’re the right fit for each other.
Don’t Forget to Call
Make at least 60 to 90 calls per week. It sounds overwhelming at first, but you can split it up across five days and make less than 20 calls a day. Hey, you can do that in an hour, especially if you’re using a system like PhoneBurner.
PhoneBurner is my favorite live rapid dialer. It’s not an automated predictive dialing system. You make live calls, but PhoneBurner makes it easier to do so. Instead of dialing each number, you can input all of the numbers you’d like to call for that session at once. That way, you should waste time hanging up and dialing.
When it’s time to leave a voicemail, you don’t have to rattle off the same script over and over again. Instead, record one voicemail that you can automatically send to multiple clients at the click of a button. You can also schedule emails to deploy automatically depending on the outcome of the call.
Don’t Get Distracted on the Phone
Avoid the temptation to multi-task. Instead of checking your email and skimming your social media accounts while also on the phone, stop everything else to focus on what you’re saying to the client and what they’re saying to you. There’s a difference between hearing and listening.
If you get squirrely making too many calls at one time, break it up so you don’t get too stale. Have a morning and an afternoon call session.
Don’t Take Incoming Calls
Similar to above, make sure that during your calling sessions, you don’t take incoming calls. It’s hard to shift from one mode to the next. It’s way easier to “batch” similar actions together.
Take Notes
After every call, jot down a quick note about the call. Don’t leave it up to your memory, especially if you’re making such a large amount of calls each week. You won’t remember the small details. Those details will prove immensely valuable when it’s time to follow up.
Make Goals
Have you set goals for yourself? Maybe your goal is to get three to five appointments each week. Create an achievable goal and don’t allow yourself to settle for less.
Mail Them Monthly
Have you ever heard of Joe Girard? Joe Girard is the greatest car salesman of all time. He actually sold 13,001 cars between 1963 to 1978 and, to date, no one has ever matched or exceeded his record.
Here’s what he did differently than everyone else:
Joe stayed in contact with his clients every month. Every year, he created 12 greeting cards to celebrate every major holiday (including Ground Hog’s Day in February). He filled those cards with one special note, “I like you.” It was a simple message but a wildly effective one.
Every month, Joe sent out those simple greeting cards to each one of his 13,000 contacts. Did all those contacts buy? No. But some did buy? Sure. Did others refer? You bet.
They could have bought a car from anyone but thousands of buyers choose Joe Girard because he invested in top of mind marketing. That is, he used a simple greeting card to stay at the top of their consciousness every month. And when the time came to buy a car, these nurtured customers immediately knew who to call first.
Do something similar. Send out a monthly mailer where you share valuable tips or show a behind the scenes look at your life.
Final Thoughts
Use these strategies to create and maintain a strong relationship with your clients. If you need any help, let me know. Good luck!
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