It’s Almost Time to Make This Sales Call
I hope you are staying safe and healthy. Please make it an additional goal to check in with one person per day. Calls I’ve made have been well received and calls I received have brought me comfort.
I’ve spoken to you both in these Monday morning video sales tips and the 60 second tips I’ve been recording and posting every day in between about rethinking everything, sharpening the saw, and putting everything on the table for review. I hope you took my advice. If you missed any of those videos, please go to my YouTube channel.
Today, I'd like to plant a seed in your mind.…
At some point in the coming weeks, we should be able to see the finish line. Experts will make predictions and the talking heads will debate them. Whatever date you have in your mind, back up four to six weeks and set a reminder. In other words, if you think the world will start spinning again on June 1, make the following sales call starting on or around April 15:
“Hi. My name is Bill Farquharson. I hope you are making it through these difficult times safely. When the time is right, I’d like to talk you about how we can help you to get your business back up and firing on all cylinders. You are no doubt going to want to have some momentum and a strong desire to grow revenue when the powers that be flip the switch and we are back in business. That starts with a conversation. Sometime in the next two weeks, I will be back in touch to discuss how to get your cash registers ringing again. Oh, and I realize you get a lot of calls from numbers you don’t recognize, so when you see one that ends in ‘7036’, that’s me. Again, my name is Bill Farquharson. Stay safe.”
What I’m suggesting you do is to start your prospecting process with a phone call or an email, if you prefer, that lets people know you will be calling and why. Everyone’s business is crawling along and everyone is going to want to get going again as fast as possible and this creates an opportunity for you. I’ll talk with you next week about how to prepare for that conversation, but for now, change up the wording and give this approach some thought.
And stay close.
I coach sales reps weekly on how to grow their sales. Go to BillFarquharson.com and click on the “Training” link in the header for more information or to contact me and discuss your sales challenges.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.