May 5, 2008
The First Sales Call
The first call is the hardest, especially if it’s a cold call. But cold or warm, remember the potential client’s time is valuable so be brief and be sure you’ve done your research.
1. Listen to the client. Don’t start with how thrilled they’ll be with your product or service.
2. Confirm what you heard by paraphrasing the client’s words. Make sure you understand what they’ve said before you try to move on.
3. Ask strategic questions. Find out what they want and how you can help them.
4. Summarize what you heard them say – their answers and ideas. Summarize either on the phone or with an email following the call. Use their words specifically. It sounds simple, but it works.
5. Suggest options: 1) Solutions to their business challenges; 2) Enhancements through opportunities for improvement in their company. Options you can help them with via your product or service.
6. Ask the client what they see as a logical next step. Ask and listen. Don’t push them into what you think they need and what you can offer them.
7. Find out when you can meet with them. Suggest a specific time: "How about next Tuesday after lunch?" Don’t be pushy, though; you can always call back. It’s better to be realistic and rely on the client’s statements or goals.
8. Don’t give up. Persistence pays off.
Leave a Comment