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Business Cards

February 22, 2016 by Bruce Leave a Comment

Business CardsI was knocking on a few doors one day introducing myself to various people at an office center, when I came across a portion of the building that had not yet been built out. The door handles were buried under cobwebs and dirt, and showed signs of a bout with the outside elements. It was clear the site hadn’t seen attention in months.

It wasn’t the unfinished space that caught my attention though. In passing, I noticed something stuck in the door jam. As I moved closer, I realized it was a business card; one that was weathered, tattered and looked as if it had been through three wars.

What struck me was the mindset of the salesperson who had come before me and had left it.

The thought might have been that somehow merely the card’s presence would create business. Maybe it would jump up and down and fly into the front pocket of a viable prospect?

This situation reminded me that business cards, like other forms of advertising and media, are often relied on too heavily to do our job for us. Instead, they should be regarded merely as extraneous tools, tokens of remembrance left behind after a connection has been made. We are the ones that need to do the work, not our business cards.

Filed Under: Blog Tagged With: Bruce Suppes, business cards, CGS, rock, The Caveman's Guide to Selling, tools

The Cold-Calling Argument

February 8, 2016 by Bruce Leave a Comment

cold calling

I’ve noticed a polarization of views in regards to cold-calling (speaking with people you don’t know yet, whether in person or over the phone) recently through various books and articles written on the subject.

Some claim it’s going the way of the dinosaur (or should); that only “old-timers” are using it because they can’t let go of the past.

Others say this way of prospecting is essential; a necessary part of the life of a salesperson. Proponents on this side of the argument insist on taking a proactive approach to prospecting, as opposed to a reactionary one (waiting for clients to come to you).

I hate to be politically correct, but the truth lies somewhere in the middle.

There are all kinds of ways to reach out and connect with people (as there should be). Rather than arguing over the minutiae of the topic, what’s more effective is choosing to engage in whatever it is that you’re comfortable with and that you’ll actually do!

I won’t deny there are efficiencies with marketing and selling via the web, emails, and social media, but this is not the only way to go. While there are other effective ways to reach people and develop relationships, being face-to-face and belly-to-belly with someone and the opportunity for them to become your client is definitely tried and true and serves a purpose: feedback.

The best way to get feedback on your prospect’s position is to interact with them personally. This enables you to not only hear their words, but also to pick up on the subtleties of their message through inflection, tone, or body language. These can all help you better understand their feelings and position. Cold-calling allows this dynamic to take place.

As I mentioned in a previous post, it’s important not to become a victim of analysis paralysis. While there are many ways to reach out and contact people, the means by which you do it doesn’t much matter. just as long as you actually do it! What matters is that you listen and find ways to help them. Only then can you move them in some way.

Filed Under: Blog Tagged With: Bruce Suppes, CGS, cold-calling, relationships, rock, social media, The Caveman's Guide to Selling, tools

Follow Up! Otherwise, why even start the process?

February 1, 2016 by Bruce Leave a Comment

Follow up

One of the most critical parts of the sales process is the follow up. This isn’t just about leaving a voicemail message and updating your call sheet, noting that you’ve “followed up” on such and such date. Following up means actually touching base and re-connecting with the client to find out the next course of action.

It’s truly amazing how many times this doesn’t happen or is handled poorly.

Assuming you have met the client’s need and solved a problem for them, you should always ask for the sale. At the very least, you should establish whether or not the prospect has further interest in your product or service. Many times, they are still uncertain and require further steps, time, or information before determining whether or not to move forward.

Follow up not only propels the sales process forward by keeping the lines of communication open, but it shows your ability (or a lack thereof) to do what you say you’re going to do. It shows you’re going to be around to help and that you’re reliable. This speaks to the area of trust and credibility. Without these two components paired with your ability of being present, the odds of continuing and deepening the relationship are low. In other words, your continued engagement via follow up greatly improves the likelihood of maintaining a relationship, which is really what it’s all about!

Filed Under: Blog Tagged With: Bruce Suppes, CGS, dialogue, Follow Up, relationships, rock, The Caveman's Guide to Selling, tools

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