Limiting face-to-face contact with others is the best way to reduce the spread of coronavirus disease 2019 (COVID-19), which makes it especially essential to understand ways to close sales calls over the phone and via the internet. My entire business is conducted strictly over the phone and through the powerful, professional networking platform, Linkedin; all without having to meet face-to-face with anyone. For this reason, I am inclined to provide these top 3 tips I incorporate to achieve the sought-after ability to generate revenue from virtually anywhere in the world.
1) Have the Prospect Call You
Instead of emailing back and forth, schedule a call through calendly or any scheduling software and tell them to give you a call. This method allows you to command the conversation and in turn the prospect will be better prepared for the call, which naturally puts you in a position that won’t come across as too “salesy”. This way you won’t have to second guess exactly how serious the prospect is about what you have to offer. Scheduling calls with potential clients who are interested will eliminate the need for cold calling.
2) The Art of Pre-Selling
Take time to plan a marketing strategy to do a lot of the heavy lifting for you. Without it, the prospect will be skeptical and uninformed. For example, on your website you should provide articles or maybe even case studies on topics and services provided by you. This shows you are knowledgeable in your area of expertise. Providing positive client testimonials is also a powerful way to influence potential clients through social proof. This allows the prospect to become 50% sold before the scheduled call. It shows you have credibility and will therefore ensure future client willingness to do business with you. It facilitates the sales process over the phone because they already have an idea about what exactly you do. Other ways to pre-sell include being active on social media, polishing Linkedin profile and providing free informational downloads.
3) Choose Your Prospects Wisely
You want prospects that are either interested or not interested, yes or no, but NEVER in the middle. The ones in between don’t know what they want and will never make a decision. They will make your life miserable. It is better to receive a straight “no” from a prospect who is not interested rather than wasting your time with one who does not know what they want. Before taking on any client, write out your criterias. You can explain the criterias you are looking for in a client. Make sure the potential client is comfortable with your terms. This will save you both valuable time and money and sets clear expectations from the start.
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