From Recruitment Specialist & Sales Development Expert, Alex Cole-Murphy
Don’t miss the 8th tip in our Top 20 Sales Tips for 2020 video series in which we discuss why salespeople need to pick up the phone and call someone if they want to build better relationships, become a better consultative salesperson, and increase sales.
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I think we can all agree on this: The development and rise of e-mail changed our world forever. In today’s business landscape, our inboxes are filled with email marketing campaigns, motivational speakers, eCommerce products, services, and so much more. For as great of a tool as email is, it can be overwhelming at times.
Ever taken a vacation and opened your inbox on a Monday morning? Yeah, that’s what I thought.
Today, however, I’d like to discuss a different (almost ancient) way of increasing sales within your organization and it starts with stepping away from your computer. As a salesperson, or to become a successful, consultative salesperson; you must be able to pick up the phone and call someone. Whether it be a prospect on the line, a client, or a co-worker; you must have the courage to dial the number and speak with the person on the other end of the line. In order to be successful in sales, there is no other way around it.
Time and time again we hear, “Well, they never got back to me.”
Then, we ask, “Did you give them a call?”
Radio silence ensues. According to sales statistics from the National Sales Executive Association, only 10% of salespeople make more than 3 outreaches to a potential prospect. Think about that for a second! Now, there is a difference between personalized outreach and really trying to connect with a prospect to help solve their problems. So, don’t be like other bad salespeople out there.
Take the time to CALL your prospect after that 2nd outreach. What’s the worst thing that can happen? They tell you no and hang up? At least you didn’t just send them an unenthusiastic email or two that brought no value to the table.
You researched this prospect with reckless abandon, you personalized your outreach beyond just putting their name into the email, and then you picked up the phone and CALLED them. Soon enough, one of those prospects is going to connect with your message and say “Yes”. Who knows, they could end up being your most loyal client.
It’s really this simple; if you want to build better relationships, learn more about your prospects, and close more deals; you must be willing to get your hands dirty and pick up the phone. Start today. Pick up that phone and dial that prospect you’ve had on the line for the last month. I bet they will be happy to hear from you.