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Calendar ManagementCongratulations! We’re recommending that we all take a vacation from being in the sales business – we are now in the calendar management business. Calendar management not time management – time can’t be managed anyway. But calendars can be managed. What we’re really talking about is the process of managing the calendar of your prospect. We have never seen a time where it has been so difficult, so challenging to actually reach people. This is quite understandable. Everyone who has a job has at least two jobs. Remember the days when we actually had assistants? Ahh, but I digress! Look at your computer screen – you probably have four or five programs open right now. Plus your communication devices that never sleep – all this noise results in a bit of madness. We’re competing for the time and attention of the people we wish to meet. Let’s face it; if we can’t get on the prospect’s calendar, then they can’t become a prospect. Duh, no kidding Tom! We do not believe that anyone has a product or service so unique, so compelling that you can get through every time – salesperson to decision maker. Yes, as difficult as this is to take – even with our extraordinarily stupendous proven service package of increasing client sales – even we struggle to get through the noise. So, how do we deal with this challenge at the very front end of the sales process? We think that precision, creativity, sustained energy, joyful perseverance and humor can help. First, some facts:
• 86% of our phone calls now go to voice mail (so you better be good at it!) • Obviously this means that only 14% go to either the gatekeeper or the targeted person. • It takes only one minute and fifty one seconds to leave a voice mail…and yes, always leave a voice mail – we recommend that you get out of the “Do I leave a voice mail” debating society – just leave it. • The chances of a call back – close to zero. The response statistics may be a little bit better with email but not much above zero. • It takes seven contacts to get to the wrong person!
…and yet the best sales professionals persevere. Here’s a good one - have you ever said to someone that you actually did reach: “Could you please switch me over to voice mail, I don’t know what to say”. It gets a good laugh because everyone gets it – try it out for yourself. Some strategies used to manage the calendar of others: Q: When is the best time to contact a prospect? A: When you are conscious Q: How often should you contact the prospect? A: Until they surrender Q: What is the best sales book ever written? A: Dr. Seuss’ Green Eggs and Ham – check it out – the message is inspiring. By the way, we hand out copies of this book at our seminars. • Work with the gatekeeper – invaluable assistance and ultimately, your advocate. Take the time to learn their name – just say: “I don’t know your name”. Keep in mind that you will be making multiple contacts and will be greeting the gatekeeper in the future.
• When leaving voice mails, here’s some sample dialogue to consider – you can apply most of these principles to email as well:
• “This is my attempt to get on your list of important people to talk to.”
• “Would it put more joy in your life if you were to meet with (insert your name)?” Our thinking is “How can anyone say “no” to that? We’re not kidding, we use all these methods regularly.
• “I’m going to be in your neighborhood – I REALLY am going to be in the neighborhood, I really really am…and hope that meeting with me could put more joy into your life, etc. How’s Tuesday at 10:00 a.m.?” Many of us do a fair amount of travel and it makes sense to manage the travel time in the most efficient manner. Another digression - a most frustrating thing for me is when I tell people I am going to be in the neighborhood and nobody gets back to me anyway. That’s my frustration – but that’s a different workshop.
• “I know I’ve been missing you – so I’m going to take a leap here and put you on the calendar – I will call you on Thursday at 9:00 a.m.” Call at 9:00 a.m. on the dot and leave another voice mail – rinse and repeat with humor, humanism and professionalism.
• If you get to know them a bit (or think that you do because you’ve left a number of voice mails), try: “You might as well give up, I’m going to contact you until you surrender.”
• “John Jones referred me to you and if I don’t contact you, John will kick my butt all over the county”
• OK, we admit it; we’ve tried sales by telepathy. Sounds like a great title for a sales book: “Sales by Telepathy – you’ll never have to make an outbound call again!” That actually does sound like a book title with promise.
• What about regular mail a/k/a snail mail? – we’re not opposed to regular mail - give it a try – at least we know the mail gets through but you must follow your mailing up immediately with a call or an email – you need to contact them as they are opening the envelope.
• A good rule to prospect by:
• Eliminate any emotional attachment that anyone will get back to you. This becomes quite easy after the first 100,000 unreturned phone calls. We think we’re right about this – you are competing for the time and attention of your prospect. Notice we’re not saying a word about price, your product offerings, qualification or closing techniques - just plain old connecting with someone – person to person. If you have any other hints on how to get in the door, please tell us what you may have tried. Don’t worry about giving away your secret formula – you have an unlimited supply of prospects – you can’t get to them all anyway. Best wishes are flying your way, Tom
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