Creative Ways To Sell!
Frustrated at the lack of success using the same old techniques? Chances are your prospects are tired of the same approaches as well. Get Creative! Think of ways to bring zest and vitality to your prospecting efforts. The various ways to impress prospects and customers and keep them on the line is as varied as one's individual creativity. Here are some ideas, but we would welcome things which you have learned as well:
Surprise Them
People love surprises (the good kind) and are willing to listen to something different. For example, one copier salesman promised prospects a free meal at a specialty restaurant if he could not save them money with his product.
Make It Free
With new customers, guarantee satisfaction or your money back for the first 30 days. This may seem trite, but it takes a lot of anxiety out of the decision.
Send Flowers
Is there a particularly difficult prospect you have been unable to see? Send something unique--maybe not flowers, but something to catch their attention. For example, send an inexpensive fishing rod with a note asking what it would take for the prospect to get hooked on your company.
Make Them A Star
Using desktop publishing, create a newsletter page with a headline that reads "Xyz Company Saves Hundreds By Switching Vendors" or some similar attention grabbing headline. If possible, include a picture of the prospect in the story (from their website?). Of course, once you have written the newsletter with all of your sales pitch in it, you can simply substitute name and picture for the next prospect as well.
Let Others Tell Your Story
Tell the prospect that there are better people at telling your company's story than you. They are satisfied customers and you would like for the prospect to talk to them. Provide two or three references in businesses similar to that of the prospect.
Of course, these ideas are just a few of the thousands which might work for you. Get Creative! Think about the prospect and how you can stand out from the competition--even before the two of you have met.
What to do this week
Even if you are not in sales per se, try something creative in your relationship building with other team members or colleagues or stakeholders. Consider passing this on to sales people in your organization.
Saturday, June 20, 2009
Monday, June 1, 2009
Call Reluctance
Call Reluctance
Call reluctance can be the death of a potentially good salesperson. It simply means that for whatever reason, you resist making calls. Typically the reason for this is fear of rejection but there may be other issues such as insecurity about product knowledge, intimidation or simple lack of confidence.
Like any other problem, it is best overcome with success. It seems certain that you'll never achieve success until you make a call and never break the cycle until you dial the next prospect. Here are some suggestions:
Make A Game Of It
Tell yourself that you want to see if you can make 10 calls within the next hour, even if they are not to valid prospects. This will break the cycle of inactivity and get you on the phone. Who knows, you might stumble onto a sale!
Call Your Best Customers
Call some of the best customers who are already buying and with whom you're more likely to be comfortable. Don't try to sell anything, just tell them you're checking in to see how things are going. It's possible they may be experiencing a new need, but for sure they will appreciate the extra attention. This can help you reduce your anxiety about rejection.
Give Yourself A Reason To Call
Is there a new product in your repertoire? Have you heard of a new application recently? Did you have a new idea on the way to work about how the product might be used? Call a prospect, even one you are convinced will never buy, and just share this information without an attempt to sell.
Do Some Self Analysis
Is this a problem that happens routinely? Are you questioning whether you should be in the sales business at all? Do you find the idea of talking to strangers unpleasant? If you answered yes to these questions, sales may not be the right field for you. If that is the case, don't feel bad about moving on.
What to do this week
Talk to at least 3 customers and 3 prospective customers. Don't feel you have to "sell" something, just check in and let them know you are interested. Gentle reminder: if they do indicate an interest in proceeding further, be sure you're paying attention!
Call reluctance can be the death of a potentially good salesperson. It simply means that for whatever reason, you resist making calls. Typically the reason for this is fear of rejection but there may be other issues such as insecurity about product knowledge, intimidation or simple lack of confidence.
Like any other problem, it is best overcome with success. It seems certain that you'll never achieve success until you make a call and never break the cycle until you dial the next prospect. Here are some suggestions:
Make A Game Of It
Tell yourself that you want to see if you can make 10 calls within the next hour, even if they are not to valid prospects. This will break the cycle of inactivity and get you on the phone. Who knows, you might stumble onto a sale!
Call Your Best Customers
Call some of the best customers who are already buying and with whom you're more likely to be comfortable. Don't try to sell anything, just tell them you're checking in to see how things are going. It's possible they may be experiencing a new need, but for sure they will appreciate the extra attention. This can help you reduce your anxiety about rejection.
Give Yourself A Reason To Call
Is there a new product in your repertoire? Have you heard of a new application recently? Did you have a new idea on the way to work about how the product might be used? Call a prospect, even one you are convinced will never buy, and just share this information without an attempt to sell.
Do Some Self Analysis
Is this a problem that happens routinely? Are you questioning whether you should be in the sales business at all? Do you find the idea of talking to strangers unpleasant? If you answered yes to these questions, sales may not be the right field for you. If that is the case, don't feel bad about moving on.
What to do this week
Talk to at least 3 customers and 3 prospective customers. Don't feel you have to "sell" something, just check in and let them know you are interested. Gentle reminder: if they do indicate an interest in proceeding further, be sure you're paying attention!
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