What? They are NOT returning your calls???

Just read a great article about Cold Calling ( one of my favorite pass-times….either by phone or my very favorite in person ) and the lack of response by Kelley Robertson….and I wanted to share a brief recap of it….as it is very good food for thought….

If they are NOT calling you back or taking your call…look to these six possible reason and analyze your approach….and of course take ACTION and PRACTICE to improve it!

1) Your voice mail is TOO long for ANYONE to really listen to….Real decision makers are BUSY…make it 15 seconds or less plus your call back info….total 30 seconds….REPEAT your call back info slowly….

2) Your message is too cryptic! ( or the reverse… to short and terse ) Add DETAILS…but remind yourself of # 1 above!

3) You leave the same voice mail message each time? Really? You are selling your “creative services” and you can’t come up with a different email? Have multiples and leave variations…..

4) You sound like everyone else? Be CREATIVE…they get dozens of messages a day…make your stand out before they hit DELETE!

5) You just “called” …you didn’t research….you don’t have a clue….about them or their company…but they DO about YOU…they know YOU DONT! DELETE!

6) Your product or service, as you presented it….does not interest them! Either you didn’t dp # 5 and you are calling the wrong company / person….or ….you are “couching” your sell in the wrong way….either way you are WASTING YOUR AND THEIR TIME!

What do these “sales blunders” cost you? your company?? the prospect??? ….BIG BUCKS…..

Prepare….Propose….PROFIT!
Till next time…get out there and SELL SOMETHING!

Euby

Are you kidding me…someone thinks “face to face” sales calls are obsolete? Not in Euby’s world…And not on this Planet Earth !

While on the topic of the meeting this past weekend, one that I missed, ( I was presenting in

the next room ) was shared with me by Claudia St John of Affinity HR Group  ( great company for your

HR Resources if you are not familiar  www.afinityhrgroup.com )

A gentleman in the next presentation room was speaking on the obsolescence of the Face to Face

sales call…as technology had “replaced it”….. Email, Phone, Text, Social Media, Direct Mail,

etc etc etc….    He is very fortunate that ole Euby was not sitting in that one…while I would have

been respectful and professional, he would have received solid challenges from me at every

oportunity…after all …I am the sales manager that states…”Go out and sell something today”

after every sales meeting.

My response to the group over our proprietary listserve is show below….I hope you enjoy reading

it as much as I enjoyed writing it……

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First and foremost…the “world’s top researcher in the mathematics of selling” ( didn’t know we

even had one of those ) has indeed stated the obvious….sales processes and techniques have

changed and continue to change as technology rapidly improves ( or at least quickens ) communications.

 

However, the statement that selling “face to face is almost obsolete” is a little bit off the reasonable

scale in my world….not only is it not OBSOLETE …it is more valuable than EVER.  Again, he is right

mathematically I assume… as we do have to “touch” the clients and prospects more times than in

the past, and in more ways.  Sure…companies are hiring more “inside” sellers…for phone, email,

web, e-commerce and all of the “techie” sells processes that most of us have added to our arsenal,

but to discount the “face to face sell to the point of obscurity” is a bit over the top!  Possibly

the Title was simply intended to get our attention.  It worked with me only due to the source ( in

this case Claudia’s professional clout….if she felt it was worth forwarding…I felt it would be worth

reading )  as without her credibility that title would have sent me to the next page quickly.

 

Selling face to face is the ultimate weapon….RELATIONSHIPS are not really RELATIONSHIPS without

some personal interaction….just ask that “footballer” from N.D……  that are simply

digital acquaintances…. Give me the face to face sellers every time.

My hypostasis’ is if the “mathematician sales expert” documents the CLOSING RATIO’s of

sales between the “tech” and the “touch”…the TOUCH wins by a large margin.

 

I plan to forward this to my best competitors right away….hopefully they are “trend followers”

and pull back from the streets….. I will be more than happy to send the troops in behind them!

Have a great weekend…

Euby

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As you can see….I strongly disagree….but look forward to meeting him some day and

having a great discussion.

Till next time….   Have a wonderful weekend!  Euby