Are you hesitant to make that call?
Fear overtakes sound judgment at times in regard to picking up the phone to make a request or ask for the business you worked so hard to earn. Most people are hesitant justifying their thinking with the thought they are bothering their prospects and clients. However, when you work to build relationships and resolve challenges for your clientele, it is anything but a bother. Instead, change your mindset to thinking of your call as an excellent service!
For example, through networking, I met Jane who works for a Fortune 100 company. We remained in touch on an occasional basis. Last year, Jane arranged for me to speak and sell books as part of her Open House to attract more clients. It was a fun time but not a big money-maker. Even so, I accommodated everyone I met. Recalling my adaptability, Jane emailed asking if I would do the same again.
Since then I moved so it would not pay for me to drive back and forth let alone spend a few hours at the event. However, Jane was so thoughtful to remember me, rather than ignoring her request, I picked up the phone to call. This time we had a conversation as old friends. Soon I heard their sales representatives never had proper sales training. It was evident my program was perfect for their needs.
Upon mentioning how I could help them increase revenue, I was immediately asked for a proposal. My marketing message was heard as it was communicated precisely to their needs. Jane is now my advocate for pushing the training through for approval. Had I avoided her initial request, this opportunity would never have come along.
Today’s advice is: Grant requests, make requests and pick up the phone to have friendly conversations. This is the only way you will encourage business development and increase advocates and sales. These types of activities are what lead to enjoying a Smooth Sale!
