Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems have frequently replaced the human gate guard.

In surveys we have conducted, we have found that salespeople's inability to get busy prospects to return their calls ranks just behind "not enough time in the day" among the frustrations salespeople face.

Biggest mistake: Leaving either a voice mail recording or a message with a secretary that contains nothing more than a number for the prospect to call. After all, if prospects believed that it was in their best interest to return your call, they would have already gotten back to you or else they would have taken your call in the first place.

Remember that at this point you're not selling a product, you're selling a return phone call, so after a few unreturned phone calls, you have received your first clue that you need to try a different approach.

Try this: Don't get frustrated. Write out the equivalent of a powerful 20-second radio commercial that contains one to three reasons why the prospect should return your call. Then tell your prospect what action you want them to take. All salespeople must remember that when buyers receive their message, most of them ask themselves, "What's in it for me?" So your message must answer this question.

The reference approach. References are people who think so highly of you that they will say nice things about you when prospects call them to check you out. Good references are worth their weight in gold. Make sure that you have a lot of them. If an existing customer actually suggested that you give a friend of his a call, this approach is often effective, "Hello, my name is Wilson Gomes with XYZ Supply. Mike Kincaid at Quality Fabricators asked me to give you a call and I promised him that I would?"

The advocate approach. Advocates are people who think so much of you that they will take the personal initiative to call one of your prospects on your behalf. With enough advocates on your team, your close rate will soar. When advocates make calls for you, always take time to thank them and provide feedback.

Pre-condition the prospect. There are several channels of communication: Letters, cards, postcards, faxes, E-mail messages, personal visits and telephone calls. You'll find that prospects will be more willing to return your calls when you use one or more of these channels to communicate information that your prospect will perceive to be of value.

Examples include informative articles, local economy research, laborsaving tips, new professional techniques, business opportunities, etc. When your prospects have received several moneymaking ideas from you, you will be amazed at how much more willing they will be to give you an appointment.

Show your prospects how to make more money, save time, reduce waste, solve their most pressing business problems or be more successful and they will beat a path to your door.

Bill Lee is author of Gross Margin: 26 Factors Affecting Your Bottom Line. $29.95 + $5 S&H.

http://www.mygrossmargin.com
blee@mygrossmargin.com

---

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More

Psychological Tricks in Selling

Psychological Tricks in Selling By Stephen Bucaro In this article,... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from... Read More

Forgive All Ebay Sins!

Over the years, I have been amazed at... Read More

Three Ways to Increase Mortgage Applications

If you are in the mortgage business, the very first... Read More

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

Hello, do you have a website and sell something on... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

The Importance of Good Sales Leads

An important part of your business plan should be to... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Why Cold Calling Is Dead

Our world of selling is closed off from other areas... Read More

The Damaging Admission - A Persuasive Technique

We would all like to think that our product or... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

How To Profit From Initial Consultations

"I'd love to work with you, but?"How many times have... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

How to Eliminate Objections to Price

Have you ever stepped your way through the sales process... Read More

Connecting with Customers

I just got off the phone with a friend of... Read More

Lead Generation Sins - 7 Of Them!

I really just don't get it.How can so many businesses... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

The Benefits of Metal Store Fixtures

Your choice of materials for store fixtures includes wood, metal,... Read More

Do You Want to Know the 8 Tips to Selling More Products?

So often sales men and woman are the very people... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

At-ti-tude, n

At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More