cold calling

get real sales tip :: before your next consult

A little series I’ll be doing, giving you some juicy “get real sales tips” via the video. And anyone who wants to give me some editing tips so my frozen video doesn’t make me look like a blow up doll, that would be appreciated.

This tip: Something to think about before you go on your next sales consult or reply to your next business inquiry.

Happy Selling! needs ME to coach their sales reps

Like most business owner’s in our industry, my event planning website proves to be a solid sales tool to solicit potential clients. So when I receive an email that entitled New Client Inquiry through my web inquiry form (it also has this cute, bright green tag on it which of course = money), I won’t lie. My heart skips a little beat.

A potential client has taken the time to email ME! All a quiver, I move my mouse to open the email. My mind is racing…what could it be? A full service wedding (cha-ching)? Please, please, please, please, don’t let it be a wedding on a date that we are already overbooked for…..

(Mouse) Click.

It’s NOT a potential client (shoulders slump forward). It’s my sales rep from letting me know they have advertising opportunities. She obviously doesn’t remember the email exchanges we have done in the past few months discussing, at length, their advertising opportunities.

Now, I am irritated. Our business email is published on the website and yes, it would have taken a few more minutes to actually TYPE it in an email. And even a few more minutes to learn the name of the owner (um, I have whole page dedicated to myself) so the email is addressed personally. And then, just a FEW more minutes to cross reference the business name to her database to see if she has already contacted us.

You see where I am going? People want to buy from people. Our clients want to feel special and treated personally. Remember that when selling YOUR services.

And since this blog is read by many wedding vendors, keep in mind this principle when reaching out to network. Do not use someones Web Inquiry. Do not send out automated, impersonal emails. Take the time to review their site and their blog before you contact them. Make it personal. The door will be opened to you.

Now back to my sweet, Knottie Sales rep. I emailed her back and explained to her why it is not professional to solicit through a business Web Inquiry. I also explained why doing so it is not in her best interest to use that method for future cold calling. I UNDERSTAND her situation. Actually I have been “her” in a previous corporate life, scraping business websites to solicit and cold call to sell online advertising. It is as much fun as it sounds.

She is under a lot of pressure to sell online advertising in a super tight economy. I’m just going to assume that no one ever trained her on best practices. … call me!

Happy Selling!

Do you believe?

My first “sales job” … lasted about three days. I was fresh out of college and didn’t want to get stuck in a cubicle so I showed up at high-energy interview with about 20 other people. It was easy to tell it was a giant pyramid scheme, however I got sucked into the excitement the trainers were selling.

The product? Knock-off perfumes. Not the real thing, but it smelled just like the real thing”. Except it didn’t. It smelled nothing like the real perfume.

Our trainers coached us to sell our friends and family first (how every good business plan should start–whatever). I tried, but couldn’t lie to them that this was great smelling stuff at a fraction of the cost. So I turned my sales strategy to strangers. The idea was to canvas as many people as possible to meet a minimum sales quota.

So a number of us went to a busy Los Angeles business district and cold-called on people. We would approach anyone and everyone. Someone was walking innocently to his car and my trainer accosted him to buy the smelly-perfume for his girlfriend. We were kicked out of numerous office buildings and laughed at my multiple pedestrians.

I had no problems approaching people, I’m an outgoing person. But I fumbled on my sales pitch. I couldn’t close the sale. I did not believe in the product and I sold = zero.

It occurred to me how important it is that you believe in what you are selling. True selling is fulfilling a need with a product or service. Not being slick and talking someone into buying something. And when you have belief and enthusiasm in your product or service, then it shines through crystal clear. Its even contagious.

How strong do you believe in your services or products? How strong to you believe in your ability or skills? I hope it is with unwavering and steadfast faith. Because your deep belief is what you project to your potential clients.