A business is only as successful as the message that you create around it. A salesman or saleswoman must learn how to tell the story in a way that will capture the potential customer. How you structure your message is how it sells. If you got a great product or service you need a message and a compelling story that magnetize the customer. So far I think every savvy business dude in the game today comprehend what I mean. But why are the corporate world so slow to monetize on the biggest opportunity since the earth crust cooled?
There is nothing engaging about a cold call
I still remember back in the days; I was working the phones, the fear was growing I could feel the sweat in my hands. I was chewing on the first 25 cold-blooded crystal clear rejections and tasted defeat. I was starting to believe in the negative opinions which began to drain my courage. Suddenly in a moment I heard a voice and realized it was my sales manager who was trying to coach me why I didn’t succeeded with my cold calling so well.
I think every sane salesperson can agree on how horrible boring cold calling is, and then we also can agree on how big a pain it is when people cold call us and interrupting our day. Why do we market to people the way we hate to be marketed to? And Still people are taking courses in this. What the heck?
Know like and trust
It doesn’t matter which industry you are in; you already know that it’s much easier and more fun to call a hot prospect instead of an ice cold dead one. This is why people spend time on network meetings. No long term business transaction will ever take place before know, like and trust is established. As a successful business man you know the importance and need to remove the trust gap and get the potential customer (prospect) to try your business.
This is an expiring sales strategy
- Prospect: Building your leads list.
- Phone call: Working the phones cold calling and referrals.
- Sales meeting: Business and needs assessment. Business presentation with USP.
- Transaction: Get the potential customer to try your company; Closing the deal!
- Loyalty program: Customer care and more sales.
A sales strategy shift is taking place in the sales arena
A big shift in sales is happening right now because Internet matures faster every day. A lot of companies is still running with their eyes closed and preaching same sale strategy they have used for decades. The game is changing; are you as a sales manager paying attention to the expiration date on your sales strategy? If not! I think someone will soon check your expiration date. You as a sales manager need to put this in a new perspective and implement a new sales strategy (v2.0) integrated with a social media strategy.
Feel free to debate me? What do you think?
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About Mattias Gronborg
why keep walking in the same old footsteps? cold calling is still necessary for many companies, but at the same it can be so much more effective with a social media strategy or why not also together with e-mail marketing. The change has come and companies need to recognize ! why do you think that companies still believes that the "old way" of hustling sales is the only option?
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