What Do You Do When a Prospect Answers the Phone?
We spend a good part of our lives trying to speak to people on the phone
We all know the typical experience of a salesperson. If you are spending the morning making calls, your experience probably goes something like this:
“Not available” — “On holiday” — “In a meeting” — “Left the company” — “Not taking calls” — “Not interested” — “In a meeting” — “Call back later” — “Not available"...
It can be pretty soul-destroying! But we are so used to not getting through to the prospect that we can end up being totally unprepared when someone actually does answer the phone! If someone does answer the phone, you have to grab their attention immediately.
You probably have less than 30 seconds to grab a prospect’s attention — so what do you say?
Talking to people about their printing needs doesn’t cut these days. Nor is anyone interested in the fact that you offer fantastic service and great quality. Buyers expect that as standard.
It’s important to have an engaging pitch ready that you have practiced and converts prospects. That means you have to know the type of prospect you are calling. You have to understand their business challenges and be able to offer a solution to them. You also have to be able to explain why they should use your company over the competition.
Does your elevator pitch manage this?
PS Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them.” You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."