Oooh, a large can of worms opened right there. I mentioned calls. I mentioned sales. For those of you getting past the first line, I salute you.

So, why aren’t you making more sales calls?

Don’t be snooty about calling. I’m not talking about random numbers being dialled in the vague hope they’ll want your widget. I’m talking about calls to a decent list of people or companies that are likely to be interested. Or ‘qualified leads’, as we should be calling them.

For example, attendees from a recent business event you attended where you have an automatic link of interest; a list of schools that you might want to supply uniforms for; pet stores that might want to buy your new dog tutus. These are relevant calls, but you don’t yet know the name of the decision-maker or if you have a match between what you’re supplying and what they need.

So, the first stumbling block may be that you don’t have enough qualified leads in your database. This is a question for your marketing team, if you have one, or for yourself, if it’s just you. How can you reach more potential clients? We will leave this for a later day, for the moment we will assume that you have plenty of people on your database, new and old potential buyers.

If they’re ‘old’ leads or enquiries, have you contacted them recently? I mean, really contacted them, not just relied upon a newsletter or social media post. They may still be interested. They may have moved on and somebody else is in their role. They may have been let down by their last purchase/service and be looking for a new partner.

How are you going to find out if you don’t call?

Email campaigns?

Do you think that sending emails out, whether they’re personalised or generic, is a good way to gauge their interest? It’s a bit one-way. You may well get a good open rate, but then what do you do with the openERS? The last three companies I’ve been into do not, as standard, call those that opened their emails. So, whilst they may receive emails by return (realistically, how many..?), they are still missing out on a chunk of these prospects if they don’t call them.

The remaining 62% of the article is available for logged-in service users.

If you have an active subscription, go to login. If you are not yet our Reader, please choose the best SUBSCRIPTION VALUE..

Log in Order a subscription Buy this article

Możesz też zobaczyć ten artykuł i wiele innych w naszym portalu Sprzedaz 24. Wystarczy, że klikniesz tutaj.

Favorites Print

Also check

"I have to try it first!"

"I have to try it first!"
  • How do you refuse when client asks for a free service?
  • How can you say a polite "no" to the influencers and bloggers who want to get your products/services for free?
Read more

"Why did you choose the competition?"

"Why did you choose the competition?"
  • What are the main reasons clients decide to choose the offer of your competitor instead of your offer?
  • How to ask clients about the reasons for their decisions?
  • When not to ask?
Read more

Go to

Partners

Advertisement

Privacy cookies

By Further active use of the Website (viewing content, closing the message, clicking links on the page) without changing the privacy settings, you agree to the processing of personal data by EXPLANATOR and partners in order to provide services in accordance with Privacy policy. You can specify the conditions for storage or access to cookies in your browser.

Service Purpose of use Enabled
Cookies necessary for the website to function You cannot disable these cookies, as they are essential for the website to function properly. These cookies also store the cookie settings you have defined. YES
Analytics cookies Cookies that make it possible to collect information about the way a user uses a website in order to optimise its functioning and adjust it to the user's expectations. Information collected by these files do not identify any particular user.
Marketing cookies Cookies that enable us to show you marketing content tailored to your preferences, and to notify you of marketing offers that match your interests, including information about the products and services of the site administrator and third parties. If you choose to delete or disable these cookies, advertisements will still be displayed, but they may not be relevant to you.