| |
|
Article Directory :: Business - General Articles
When you receive an inbound call from someone who shows interest in your product or service, you're probably more relaxed, right? After all, they called you. So they must be interested in buying.
Well, not necessarily. This is where many conversations go wrong. You see, the person you're talking to isn't always ready buy. Maybe they're just shopping around. Or maybe they got your name from a friend and thought they'd check you out.
So if you let yourself "pounce" on these incoming calls, you're trying to sell something to someone you haven't met. And you can still turn them off with sales pressure if you're not careful.
These calls and leads need to be treated in exactly the same way you treat all your cold calls. Here's three important things to remember:
1. Suspicion Still Abounds
Just because the caller initiated the conversation doesn't mean they trust you. Remember, they don't know you. You haven't developed a relationship with them. And they still get pretty suspicious and defensive around sales pressure.
So take a step back and adjust your thinking. There's a very real possibility you can push someone away simply by being too sure in this place. Slow down and listen. Treat this cold call as you would any outbound cold call. Really, nothing has changed
2. The Temptation to "Sell" is Almost Irresistible
When someone calls you, they're probably going to start by asking questions around your product or service. So it feels natural for you to answer their questions - and you find yourself moving automatically into a sales pitch.
This whole interaction happens within seconds. Before you know it, the emphasis of the call is about your solution rather than about determining the truth of the prospect's situation. You've gotten so into the flow of talking about your product that you've lost sight of the new cold calling mindset.
You've let yourself slip back into the old approach of talking about your world. But you still don't know anything about them. And you have no idea whether what you have to offer is a fit for them.
It's really kind of seductive, isn't it? When someone asks questions about what you have to offer, it's so easy let your focus slip into "selling" them.
So you have to work a lot harder to keep the focus where it really belongs - on the other person's world and whether you can help them solve a problem.
3. Respect the Flow and Make the Shift
You don't want to seem uninterested or unresponsive, so you'll probably want to spend a few minutes answering their initial questions. You'll want to maintain the natural flow of conversation.
But after responding to their questions for a few minutes, you'll want to shift the focus into their world. As soon as you feel you've reached an appropriate, comfortable point in the dialogue, start exploring the truth of your caller's situation.
You can do this by saying something like, "I'm wondering whether it might make sense if we understand the exact issues you're trying to solve so we can really help each other determine if we're a good fit. I want to be sensitive to your particular problems so that we can decide together whether we can specifically help you."
You're essentially saying that it would only do your caller a disservice if the two of you continue talking about solutions before really looking at what kinds of problems they want addressed.
Your request is so reasonable and to the caller's benefit, that most people will welcome your interest in their problem - as long as you're not operating out of the hidden agenda of making a sale.
So now you can continue your dialogue in the same way you would if you'd initiated a cold call. You've overcome the temptation to discuss what you have to offer and can move into focusing on your caller's world. You'll leave them with the wonderful awareness that your primary focus is around helping them. And that makes a terrific first impression.
 EasyPublish™ this article - publishers click here
More articles by Adam Price
|
Free Report!
Ten Essential Secrets Of Article Marketing ... Grab Your Free
Copy Now:
Need Content?
Regular Top Quality Content for your Blog, Ezine or Website ...
Delivered Direct,
For Free!
Click For Details
Arts & Entertainment
Automotive
Business - General
Computers & Technology
Finance & Investment
Food & Drink
Health & Fitness
Home & Family
Internet Marketing/Online Business
Legal
Pets & Animals
Politics & Government
Reference & Education
Religion & Faith
Self-Improvement/Motivation
Social
Sports & Recreation
Travel & Leisure
Writing & Speaking
|
More business articles: - Raffle Prizes - Where to Get a Great Prize When You Can't Find Anyone to Donate One (Sherry Truhlar)
When conducting a raffle, it's best when the prize has been donated to your organization. But when you have no appropriate donations, it becomes necessary to buy an exciting prize for the lowest price possible. Here's a great website to consider when you are shopping for that compelling prize. - A Simple Trick to Improve Raffle Ticket Sales and the Guest Experience at Your Benefit Auction (Sherry Truhlar)
Raffles are common activities at benefit auctions. This simple idea will help your volunteers sell more tickets and ensure your guests remain in a jovial mood to buy. - Fashion Beaded Bracelets - Inexpensive Gift Giving (Pedro Prado)
A Few Rules to Follow When Making Fashion Beaded Bracelets Here are the rules: 1- You will need to purchase the proper tools and supplies to create them, 2- You will need to buy an assortment of different beads that will be needed, 3- Ask advice from the sales people in craft stores because they are enthusiastic about crafts. - What Does a Franchise Consultant / Franchise Developer Do? (And why would I need one?) (Cheri Carroll)
If you have a successful business, especially if you have a retail site, chances are that customers have asked you, "Are you a franchise?" And when you say no - that you own the business independently, then they promptly say that they would be interested in buying it if you were franchising. - OCS (Office Coffee Service) (Jimmy Ingram)
This article was taken from Jimmy's book Coffee and Water Service. He points out one of the key reasons so many OCS operators either fail or lag behind smarter operators that invest in branding their company by providing up to day OCS equipment for their clients. - One of the Biggest Skills to Acquire (John Hayes Jr)
The best decisions in life are usually made slowly, ultimately, with dedication, and are unwavering. If you can learn to do this, then you are on your way to a spectacular and well-deserved success. - Why Any Business Needs a Business Coach (Brad Sugars)
If you are working too many hours, making too little money, dealing with too many issues related to your team and employees, or simply feeling that working in your business is little better than having a job, then you probably need a Business Coach. - Non Toxic Pool Service (Ezra Drissman)
Keeping the backyard pool fresh and sparkling clean is a lot of hard work, it also needs a lot of chemicals. These chemicals are hard on our hair, our eyes, our skin and our clothing as well. They are also bad for the environment. - How to Read and Interpret Sections of Your Credit Report (Suzy Vanstrusen)
Financial experts recommend ordering a copy of your credit report from three major credit bureaus at least twice a year. Interpreting your credit report need not be difficult. In this article, we will be discussing the details contained under each section of your report.
We Automatically Distribute Articles
To Thousands Of Publishers And Web Sites:
Submit Article
All content is viewed and used by you at your own risk and we do not warrant the accuracy or reliability of any of the information. The views expressed are those of the individual contributing authors and not necessarily those of this web site, or its owner, Takanomi Limited.
|
|
