{"id":10391,"date":"2023-11-24T20:38:21","date_gmt":"2023-11-24T20:38:21","guid":{"rendered":"https:\/\/dev.webhostlabs.net\/synergy\/?p=10391"},"modified":"2023-11-24T20:38:37","modified_gmt":"2023-11-24T20:38:37","slug":"hello-hello-were-the-ones-youre-looking-for","status":"publish","type":"post","link":"https:\/\/dev.webhostlabs.net\/synergy\/2023\/11\/24\/hello-hello-were-the-ones-youre-looking-for\/","title":{"rendered":"Hello, hello \u2013 we\u2019re the ones you\u2019re looking for!"},"content":{"rendered":"

ever easy to make a tele sales call, and now it\u2019s tougher than ever. All kinds of \u201cstudies\u201d say it is five, eight, 11, or more times effective to use the phone than any other sales technique.<\/p>\n

I won\u2019t go into the entire tele sales process or psychology used, but I\u2019ll go through some of it.<\/p>\n

Pick a phone number from your database… call it. Even though you\u2019ve made the call, you\u2019ve no idea why you want to end it quickly, do you?<\/p>\n

It happens all of the time. Particularly with new sales reps who are prospecting. Because they are so surprised that someone answered and will talk to them, they\u2019re ill-prepared to take it further.<\/p>\n

Once they finally get a decision maker, they begin the call, then move into something like: \u201cWell, I\u2019d like to schedule a time with you to do a web demo.\u201d Or: \u201cI\u2019d like to email you some material and then call you back.\u201d<\/p>\n

Here\u2019s my advice: If the music is still playing, stay on the dance floor. Take the call as far as you possibly can. Don\u2019t be the one to end it. If your pitch is of interest and value, the person will stay with you.<\/p>\n

The weak follow-up call<\/strong><\/p>\n

In addition to now proactively stretching out your sales cycles, wasting your time with those who will never buy from you, not taking the first call, you\u2019re en route to a weak follow-up call.<\/p>\n

Many reps send out\u00a0letters<\/a>,\u00a0 literature, white papers, web links, samples and so on after the first contact and begin the follow-up with the standard: \u201cHi, I was checking to make sure you received the information I sent\u201d \u2013 followed by the equally ineffective, \u201cUh, do you have any questions?\u201d<\/p>\n

After hearing \u201cNo, no questions,\u201d they end: “Well, keep us in mind.\u201d<\/p>\n

The listener responds with the fiction: \u201cOh, OK, I will.\u201d<\/p>\n

Useless, ineffective, a waste of time \u2013 and a morale destroyer for your rep.\u00a0\u00a0Communication\u00a0<\/a>is not working.<\/p>\n

So, let\u2019s look at it.\u00a0 Because the initial call was ineffective and prematurely stopped, the follow-up is not much warmer. But here\u2019s how you can correct your problem.<\/p>\n

As I said earlier, go further on the first call. Granted, unless you are selling something simple and your sales process is transactional, you probably do need a multiple call process.<\/p>\n

But be sure it\u2019s worth it for you to enter the prospect into your funnel and agree to call back. You should have a variation of this criterion as part of your follow-up litmus test.<\/p>\n