recently we've been asked by many of our clients if we can give sales advise to their staff.

with the world the way it is many businesses are now asking their staff to take an active role in generating new business.

the biggest problem here is that many businesses aren't training or preparing their staff in the techniques of cold calling and lead generating.

the number 1 roadblock for all people starting out is new business development is:

THE FEAR

- everyone even the most hardened salesman finds the notion of sales terrifying. this fear is born in the source of all our insecurities.
its very common to convince yourself that the people on the other end of the phone hate you, think you have nothing to contribute and is upset at you for bothering them.
and you can prove your fear right especially if those people are rude to you when you do call.
there really isn't anything you can do about this fear. it will forever be a passenger and the only way to move on with it is to

take a deep breath. focus on the task at hand.

pick up the phone. dial.

wait for someone to pick up.

say "hello my name is.......


THE PHONE CALL.

- cold calling is when you call a company or person who isn't aware of you, hasn't contacted you and was not going to contact you.

so why do it?

you do it so you can simply introduce yourself and your company. that's all.

by mentioning your name and your company you introduce a small thought into peoples' heads.
you make it possible for them to think about you and your company in the future. you make it possible for them to need you and you make it possible for them to think about ways you both could work together.

in any initial phone call you want to stay away from selling anyone your goods or services. remember up until this point they had no idea who you were.

simply say "hi."
"my name is."
"i am calling from."
"we do this."
"and these are the people we have done good things for....."

then as lions stalking their prey....go in for the kill.

THE MEETING.

- this is the goal for all first phone calls. to arrange a face to face. period.
NO SALES. NO PUSHING.

the aim of all first phone calls is to get a meeting. say it out loud.

your aim is to get a meeting. period.

the reason is this - people buy from people. people like to physically see the person they will hand money over to. they need to know you are presentable, that your eyes and mind are sharp and most importantly they want to put a face on the person they will hold responsible.

to get the client first get the meet.

this is how the conversation should go.

Hi my name is - i'm calling from - i saw your ad in - we do this - we have done these things to these people - i think we should meet - when are you free?

it really is that easy. unless they tell you to fuck off.....

TIMING
- everything in the world is based on timing. there's no way to teach it. there's no way to learn it. all you have to do is know that if you get an irate prospect or someone who doesn't want a meeting - its neither you or them.

it's just TIMING. call them back in a month or so, keep trying. chances are within 6 months they will have that meeting with you.

hope that helped and if it didn't
- chances are you're still stuck at roadblock number 1.