Instead of working through your list of leads you dawdle, shuffling papers or checking emails whilst you think…
“There are so many other competitors out there. How can I stand out?”
“I’m just a small business. Why would anyone pay attention to me?”
“There so much noise out there, no one will ever notice me. What’s the point calling anyone?”
One of the most frustrating things in the world is feeling like you have something amazing to offer, but you’re struggling to get people to listen.
There are lots of other people out there doing the same thing
Perhaps your competitors have bigger budgets, more staff or they’ve been doing it for longer
You look at the crowded marketplace, you look at the constant noise and you wonder
“How can I possibly stand out?”
“How can I get people to pay attention?”
“How can I rise above the competition?”
Here’s the truth – there really are a lot of other people out there doing what you do.
But that’s never going to change. You’re always going to be competing.
What can change is your approach. You can be smarter than your competitors and use clever tactics and ideas to stand out from the constant stream of calls your prospects get, day in and day out.
These tips sound simple, but you’d be amazed at how many people don’t apply these simple methods to their calls. Use them, and I guarantee you’ll stand head and shoulders above your competition.
- Do some research about the company you’re approaching BEFORE you get in contact. Remember, people get tired of hearing the same old intro:“Good morning, it’s Audrey here calling from Outshine, we’re a training company who….blah blah and more blah.”
Boring! Find out names, learn what they do. Use this knowledge when you open the call to grab their attention quickly.
- Set more than one objective for calls. Set at least two objectives for each call. That way, if you don’t make the first objective, you won’t come across as desperate. Plus, you’re creating a way of furthering your conversation with the prospect.
- Listen. Sadly, so many individuals don’t really listen to their prospects. In fact, most callers simply ignore what’s being said and continue to focus on what THEY want to achieve from the call. The simple act of truly listening will make you stand out from 95% of other sales callers.
- Repeat their needs back to them. After you’ve listened, summarise what your prospect has said, and repeat it back to them, without sounding patronising.
For example; “So what you’re saying, Steve, is that a) this is important to you, and b) although you like what we’re offering, cash flow is an issue.”
Summarising shows you’ve really taken an interest in the prospect and that you’ve figured out what is important to them. You’d be amazed at how quickly you can turn a cold relationship into a warm one with a tiny bit of summarising.
- Thank them for taking the call. Good manners cost nothing. You can use this at the start of the call or at the end. For example, “Good morning Steve, thanks for taking the call”, or at the end: “Thank you for taking the call Steve, I’ll send you the information you asked for and will give you a call back on Monday to discuss it.”
- Don’t make a quick exit when you hear an objection. Many prospects know that when they give an objection, they can get rid of you. You might be familiar with objections like “We already have a supplier”, “Not interested” or “Can you send it in the post?”
Now, believe it or not, it makes a refreshing change when callers take time to clarify and understand why an objection has been presented in the first place. This is the mark of a true professional and will lead you to more success in your calls, where others will probably given up and lost out on business.
- Be you. People buy you before they buy the product, service or concept that you are selling. It’s your personality, your style and your approach that make that first impression within the initial eight seconds. Aim to be genuine.