Looking to generate more leads for your company? Follow these proven tips and you’ll be smashing your monthly targets.
Tip one: A strong sales pitch
Before you reach a key decision maker, you need to prepare a strong sales pitch to grab their attention. A good sales pitch should be at least thirty seconds long. There should be at least one tangible benefit you can offer a prospect and you should always end the pitch with an intelligent open question, designed to lead your prospect into a conversation. The close should then be a natural progression of all these previous steps.
Tip two: Decent case studies
If your company can boast a long and prestigious list of clients who have benefited from your business solutions then speak up! Once you have the key decision maker’s attention, use your case studies ruthlessly. A key decision maker is more likely to listen to your patter if he or she knows you’ve helped bigger and better fish.
Tip three: Research
When you finally reach a key decision maker, don’t shoot yourself in the foot by not having researched their company thoroughly beforehand. You’re cutting your chances in half if you haven’t. A managing director will give you more time if they see you’ve researched their company properly. It shows you take them seriously as a business. It will also give your conversation more credibility and a better understanding of their business needs.
Tip four: Patience
Once you’re through to the key decision maker don’t go for the jugular straight away. Take your time. If the decision maker has a genuine need for your solutions he’ll be happy to listen. Instead of trying to rush an appointment, send an email with all the relevant information about your company and arrange for a good time to call back. Push too hard, too soon and you could risk losing them for good.
Tip five: Voice Mail
Don’t grumble and hang up when the gatekeeper attempts to put you through to voice mail. Instead, leave a quality message. It works. Firstly, state your name, the name of the company you represent and a contact number. Then briefly explain the nature of your call. End the mail once again with your name, the firm’s name and a contact number. Do this each time and you will get responses.
Tip six: Be Polite
Be polite and courteous to the gatekeeper. You stand a far better chance of being put through to a key decision maker if you adopt this approach. You can also gather a lot more useful information about a company from their receptionist than you would from their website. Keep this in mind.
Tip seven: Smile while you dial
Okay. Everyone’s heard this old chestnut but it really does pay to sound cheerful. At the end of the day, people buy from people. Your enthusiasm will be picked up by the other person at the end of the line. It’s easier to influence somebody if you sound enthusiastic and committed. So, start beaming and get dialling!
By Christopher Sanders
