In my Facebook Group, “Nicci’s Trusted Sales Club” the first monthly challenge is to contact 5 people to see how they are doing.
Why have I set that as the first monthly challenge?
- It’s achievable – just one phone call a day (most people can manage that) although I do recommend batching all your calls together on one day so you can get in the right energy and frame of mind for it. It can be exhausting getting into full-on-communication mode in between doing your accounts or writing a blog
- It focuses your attention on serving others, helping others and sales happen when you focus on service.
- It builds sales confidence to do this. Not enough of us use the phone to really connect and it can be very welcome when working at home alone all day. There is no pressure to sell, you are genuinely interested in how they are doing. If during the conversation it turns out they have a problem you can solve with one of your products and services, that may be just what they need. But the purpose of the call is to be of service.
- It keeps you in the forefront of potential clients’ minds. If they do have a problem you can solve, they are going to feel comfortable and confident that you will do what you say and contact you rather than someone else.
- Phone calls can create real connection in a time efficient way (as opposed for arranging to meet for coffee) and so much more memorable and meaningful than a text or email or social media post.
- It is a forgotten art. When I visit professional sales teams in companies I’m shocked at how QUIET it is. Just the sound of tapping keyboards. When I was a sales director we had our sales teams on the phones all the time, all over the world. It made for a lively, dynamic atmosphere and we got appointments set up for visits, agreements made, misunderstandings resolved a lot quicker than through a chain of emails.
People who have reached out in the past, attended a webinar, downloaded your free information, made an enquiry, completed a survey, you’ve had a good conversation with at a networking meeting, been a past client but not any more. People that will know who you are and that you have a starting point to talk about. This is not about cold calling but very warm calling.
What should you say?
Ask how they are doing, and what did they think of your webinar/talk/freebie/survey. Since you last spoke, since they attended your webinar etc, what did they think of it, did they take action, did they have any questions, why did they attend/download, what did they need at the time, what do they need now, is there anything you can do to support them now. Anything a caring professional would ask of someone who has indicated they had a problem in the past.
I have had fabulous conversations with coaches recently, really understanding the full range from not coaching very much due to family responsibilities to taking on associates as the work load and demand is too big for one coach to manage. Yes, some of them have said “I’ve been meaning to get in touch with you to ask you about your programme” and move forwards to becoming paying clients. But some of them just want to talk about their circumstances and how it’s difficult for them to practice coaching. In all cases, a strong connection has been made, I have a better understanding of the demands on and problems of a coach so can make my marketing and programmes more relevant, and my day has been full of meaningful conversations, laughs, empathy and not rejection.
A friendly call can be like an oasis in a dessert to someone working from home a lot.
What if all your calls go to voicemail?
Now that’s a story for another day!
Take the challenge and call 5 people a week and let me know how that has changed your business!