How to Use the Phone to Increase Sales

If you’re saying, “Cold calling, why would I want to do that?” Let’s take a look. The following is a sampling of sales call results achieved for a local printer.

Time Investment: Two Hours

Total Dialed: 40

Quote Requests: 7

In 120 minutes, with no travel expense and no time away from the office, our printer is quoting 5000 catalogs for one new prospect, a tri-fold brochure for a second, trade show booth signage for a third and is in time for annual bids for 4 additional companies!

Granted, not every two hours of phone sales time will achieve these same results but every hour of phone sales time will create opportunities for new business.

Tips for Conducting a Successful Telephone Sales Campaign .

Prepare. Don’t get bogged down here, you know your stuff, do it quickly.

1. List key points you want the prospect to know about your product or service and a few things you want to know about them
2. Have a goal; do you want to introduce a new product, set a meeting?
3. Gather a list of at least 50 target account names and phone numbers (or print a list of previous customers that haven’t called lately)
4. Have follow-up materials drafted that can be easily customized to fit most inquiries
5. Don your headset – it’s show time

Dial and Smile. If you let it, this will be fun.

1. Be Enthusiastic.
   Do you know what the IASM in enthusiasm stands for? I Am Sold Myself. As a true believer in your product, share that with your prospect, they’ll want what you’ve got, even if it’s just to feel that good!
2. Invest in the Gatekeeper First.
   This relationship matters. Be sensitive to their environment, you can tell if they’re over-the-top busy, acknowledge it, be brief and accommodating. If they’re bored, excite them by saying “happy Friday” to remind them it’s almost over, use your good mood to gain their cooperation. Acknowledge them as the expert ask, would you recommend I talk to ….. ?
3. Engage, Educate & Enable Decision-Makers
   At this level of the call, enthusiasm and sensitivity are more important than ever. Incorporate a brief introduction highlighting a benefit of working with you, “I represent a group of talented…”, ask a key question or two to get your prospect talking, “what trade shows are you planning to attend this year?”. Be a strategic listener, respond as needed but be brief and stay on the benefits. Uncover a problem that you can solve. Gain agreement to go to the next level by asking for it.

1. Plan adequate time to organize and generate follow-up information. All of the goodwill you created in the phone call can evaporate if you aren’t prompt in meeting the prospects initial need. Remember, you asked for the business now you get to prove you can deliver!

In phone sales, attitude is everything. Share a bit of yourself and in as little as two hours you can jump start revenue for your business. Calling weekly will build a pipeline, ensuring that yours becomes a great and enduring business.

Manage Your Time ● Minimize Your Cost of Sales ● Maximize Return on Investment

Outsource with Jump Start Revenue, Inc.