| When you're selling your product, do you feel like | | | | customer may also take a substantial time |
| you are bothering people when you call them? Or | | | | investment. FOR MARKETING PURPOSES, it is |
| maybe you're just intimidated by the whole | | | | important to target a segment of the general |
| process of selling over the phone. If so, you are | | | | market for your product. The reason for this is |
| not alone! This is probably the most common | | | | that people are bombarded with marketing |
| business problem I hear about in speaking | | | | messages constantly from every possible source. |
| engagements and individual coaching. | | | | You need to make an emotional connection with |
| Getting your b*utt on the phone can get you | | | | individuals in order to get your message through, |
| more business several ways. You are reminding | | | | and the best way to do that is to target a group |
| the call recipient of your marketing message, | | | | that is interested in buying your product. |
| building a relationship, giving and receiving referrals | | | | Research what turns them on about your product |
| and getting sales. Understanding this is the first | | | | and its benefits and use that in your marketing |
| step toward picking up the phone. | | | | message. |
| The next step requires serious work. You need to | | | | Once this work is initially behind you, you will need |
| become extremely familiar with your product, | | | | to write a script for every possibility, including, but |
| your ideal client and the benefits your client | | | | not limited to:o If they answer the phoneo If |
| derives from your product. Next, you need to | | | | someone else answers and asks to take a |
| write scripts for all possible outcomes. Finally, you | | | | messageo If someone else answers and tries to |
| need to have a planned outcome for the call and | | | | prevent you from talking to the decision makero |
| be prepared for that outcome. | | | | If you get a machineo If the prospect has |
| Becoming extremely familiar with your product | | | | questions |
| requires first listing all features of your product. | | | | Always keep in mind what you are selling - the |
| This list should include its function, appearance, | | | | product or an appointment to sell the product. |
| price, how to get it, etc. From this list, create a | | | | This is your planned outcome and makes a big |
| new list with the benefits your clients get from | | | | difference in your scripts. Also, when they say |
| purchasing your product. This list can include things | | | | yes, get whatever important info you need and |
| like saving time and/or money, improving health | | | | get off the phone. NOTE: *NEVER* call your best |
| or appearance, providing joy, etc. | | | | prospect first! Practice on the mediocre prospects |
| The next step, which I learned to do from the | | | | first. |
| book "Jump Start Your Business Brain" by Doug | | | | Finally, you need to be prepared for the prospect |
| Hall, is to make from your list of benefits a new | | | | to say yes! You need to have your calendar |
| list - of overt benefits. Overt benefits are often | | | | open, order forms at the ready, be ready to |
| quantifiable and help to differentiate your product | | | | take credit cards or whatever else you need in |
| from others. For example, instead of saying your | | | | order to process the 'yes'. Make it as easy as |
| product saves your customers time, you would | | | | possible for the sale to take place. |
| say it saves your customers an average of 1 | | | | After going through this process, maybe several |
| hour per day. Instead of saying that your product | | | | times, you should feel much more confident. Your |
| improves health, you might say that your product | | | | prospects will benefit from your product - you're |
| eliminates morning back stiffness in 3 out of 4 | | | | doing them a favor by allowing them to purchase |
| people surveyed. | | | | it! In addition, if they say no, they're not saying no |
| Don't be surprised if this process takes hours and | | | | to you, personally, they're just saying no to your |
| several iterations before you're happy with the | | | | product. Ask them why they are saying no and |
| result. You may want to ask your current and | | | | keep track of their answers. You can use all |
| past customers for their input. In my experience, | | | | information prospects and customers are willing to |
| they are usually happy to help. | | | | give you to perfect your sales process. |
| To become extremely familiar with your ideal | | | | Now, Get Your B*utt On The Phone!! |