Call, calling and calling again

"You just can't beat the person who never gives up."                                                                                                                                                                                                                                   ~Babe Ruth



Many sales professionals probably wonder if they're being annoying or why they're not getting a call returned. They go so far as dreaming up tricks and innovative attention getting antics that fall flat.  So how much is too much?

I don't think there is a clear cut answer, yet I know statistically, 85% of all sales reps give up after the first call ... yet most opportunity happens after the 5th call!

I've often had to internalize my approach and ask myself what I am doing and if I were sitting on the other side of your voicemail, email or written letter, what would prompt me to respond.  I know that if it isn't working, I need change it up and try some new approaches:
  1. Understand the value you and your organization will bring -- how you can you solve problems, eliminate headaches, increase revenue, improve profits?
  2. Provide proof:  A tempting nugget on how you do what you claim?  Who else have you done it for?
  3. Be explicit about why you are calling or why they should call you back 
  4. The higher you call, the more compelling their reason to call you back should be
  5. Script Option: I appreciate how busy you are ... I will call back at such a such time (the earlier the morning the better) 
  6. Script Option: If I am calling you and you are not the appropriate person I should be speaking to, I would appreciate if (i.e. your assistant) or you get back to me with the appropriate person's name (I've done this, and then it looks like you've been referred top-down)
  7. ALWAYS have a reason for your call and a reason WHY they should talk to you
  8. Research: The best time to call a prospect is between 8:30-10:30 a.m. yet most people believe it is just after lunch (which is the worst time)
  9. Research: The best day of the week to call someone is a Thursday
  10. If I were to leave you a message saying I'm calling about life insurance (no, I don't sell that .... but who doesn't get a lot of those calls?) ... you'd automaticly delete me ............. but if I were to call you to say I have important ideas on succession planning that have proven successful with other executives like you (specific name dropping is always better) ... would you take that call instead?
If you examine your "pitch" you have to be honest with yourself.  Are you saying the exact same thing as anyone else creating noise in your prospect's mind:  I'm better, provide quality, solve the ultimate problems, save money, have deals, better act now, etc. etc. etc.
You have to develop strong relationships with key decision makers.  If you do, they will want to help you succeed because you've helped them in some way. Go ahead and ask them how many calls they get and which ones they answer and why?

Many times you will discover that they get a ton of calls/e-mails a day so they all start to sound the same. Yet disciplined decision makers also realize that they can gain the best information from their trusted circle or go to people who will help them solve a problem. They hardly want to pass up an opportunity to learn ways to save money, save time, ease pressure, solve problems. If you can "hit" that note in your voicemail or message, you may be more likely to connect.

Here are some ideas to give you incentive to keep plugging: 
  1. Remember, they're busy. Yes, many are intentionally ignoring you. Many more are simply too busy to answer every call/e-mail they get.
  2. Remember the executive assistant.  They often are an extension and typically know what hot buttons their boss may react to.  They DO have the power to slam the door, open it up, inform you who may be better suited to address your offer, and schedule appointments.
  3. Keep in mind, that many decision makers become cynical after dealing with sales people who over promise and under deliver
  4. Try sending a introductory letter so that you can carefully lay out what it is you are offering, how you've helped others, and when you will call to set up an appointment to share your ideas in depth.  Who gets real mail these days that aren't glossy and scream junk mail anymore?
  5. Be persistent but classy:  they're counting on you to give up after the first or second call
Go beyond standard information gathering and persevere by asking more meaty questions:
  1. Can this person I converse with sign a cheque or contract?
  2. If not, then who is the decision maker for your services?
  3. Who can influence the decision maker on your behalf?
  4. Who are the end users?
  5. Are their any holes that you can fill that can give you a toe in the door?
  6. What outside factors influence that decision -- a current contract, established partner, relative who is a vendor or service provider?
  7. What is greasing the wheels of commerce -- sports or concert tickets? Wining and dining?  Promotional products?
  8. Do they have a purchasing policy or process that you must follow?
  9. Are their specific channels that you should go through?
Most professionals who enter the field of sales tend to be more uncomfortable calling on an executive than they are an administrative person.  Many try to snow their managers and executives that have a conversation with just about anyone is a contact.  The truly successful sales professionals know most of this information and more:
  1. Who their customers are -- what challenges are they facing to serve their own customers?
  2. What is impacting their industry -- government regulations, ongoing changes, outside influences?
  3. The history of their purchasing decisions:  who, why and what criteria did they use to establish a relationship with a vendor?
  4. What knowledge do they need at the table:  being technical is not always the key, asking great questions often leads to better opportunities.
If you are faced with driving revenue into your organization, it means that you are in the sales game.  Take pride in understanding what drives customers to your doorstep and what you can do to ensure they stay.  Everyone has a part and a place -- it starts with recognizing that it takes a lot less time and resources to keep a customer happy than it does to find a new one.
"Don't be afraid to give up the good to go for the great."                                                                          ~ John D. Rockefeller

Focus on the good ... not the bad


This blog was originally written about Business, Sales, Leadership, Social Media  optioneerJM since May 2010.  As I was critiquing myself, I recognized that I strayed from its main purposes with reflections on matters that are unbusiness-related. 

 I have since branched out to Meanderings because there are many issues I want to write about that don't fall under business.  I hope you will visit, follow, share and help me there.  It is your support that inspires me to write.  If you have an idea or question you would like me to write about on optioneerJM or Meanderings, drop me a line and let me know optioneerJM@gmail.com.

The sharers, viewers and doers of social media

"If the internet is the information highway, social media puts you behind a Ferrari."                                                                   ~Jeannette Marshall




Everyone and just about every company is dabbling in social media these days.  It just occurred to me:  where you hang out and what you do with each platform can predict the results one can expect.  It is social media basics 101:


The Doers - Facebook

I have only about 500 followers on optioneerJM Facebook.  They are the most active social media personalities there are.  Some are professionals - they earn their income from participating in Social Media.  Often, they too, like me, have a smaller circle of friends and followers on Facebook than they may on Twitter or elsewhere.  However, what stands out is they are doers.  They actively read what you post because they have considered whether or not to have you counted among their more intimate group.  I'm not talking about a Facebook Page, I'm talking about those who perhaps may be more selective, yet still count you among a group of  "Friends".  

Chances are,, they will read what you post, acknowledge it with a like, go farther and share it or even better, share/repost.  I know of at least one top social media personality, executive, writer for distinguished publications, who tests his theories by asking his "friends" questions and certainly uses it to reinforce his own beliefs.  

Who you have on your circle of friends on Facebook are more than likely those that they feel a personal connection with, share ideals with, and/or count them as those they value the opinions of.


The Doers - Linked In

Be there are be square.  Linked In is the site that brings credibility and reinforces what you do.  It is more likely to be restricted to who one follows or allows to be followed simply because its likelihood to be connected to someone personally.  It has great potential when you accumulate recommendations from colleagues, clients or peers.


The Doers - Bloggers

There are many bloggers out there, as there are topics.  Some are actively giving away advice, their opinion, or knowledge for free.  Some may have a catch:  hire them, buy something, or comment on something.  It can be a cliche of sorts.  I find it interesting how often the active Doers are often referred to "the best" of something.  I'm skeptical on these lists, other than the major media forces like INC., Forbes or Entrepreneur.  Why? Simply said, the best of anything is those the author knows by a connection that is more than fleeting.  It is a circle of folks who scratch each other's egos and flaunt each other's influence.  There are a select few, who are chosen to write for said major media forces, more than likely because their views, advice or knowledge is considered worthy.


The Sharers - Twitter


On the flip side, I have going on 9000 Twitter followers.  The chances are great that a good percentage interact on a regular basis.  If your opinion is valued or they find that your posts/shares are along their own beliefs or interests, they will acknowledge by sharing that content.  There are many that may retweet (#RT) your content on Twitter, or even better, recommend you to their own group of followers, typically on Fridays, with the hashtag #FF (FollowFriday).

Always, always, and I say ALWAYS try to acknowledge, thank those that share, #RT, #FF you.  Don't be lazy or complacent.  These are your cheerleaders and boost you on your way up in the Twittersvere and likely barely glance on your way down, noting you for arrogance or even less acknowledging you exist.


 ________________________________________________________________

The PC has improved the world in just about every area you can think of.  Amazing developments in communications, collaborations and efficiciencies.  New kinds of entertain-ment and social media.  Access to information and the ability to give a voice to people who would never have been heard.

~Bill Gates

 ________________________________________________________________

The Sharers - Pinterest

If you happen to stray on to Pinterest and start to post, a funny thing happens.  As you accumulate an audience, it has the likelihood of being rePINned simply because that is the culture of the machanism.  The more useful, the more likely it will be considered to be added to others on boards.  Pinterest is an engine that keeps on giving.  Your PINs can keep snowballing even if you aren't as active as other outlets.



The Viewers - Google Plus

According to my analytic resources, the least acknowledgements, shares come from Google Plus.  Granted, many of my influencers and followers are on G+, few do much their other than view your post if it happens to scroll into their sphere.    G+ is for the visual, creative minded.  Out of all the social media sites, it allows the visuals to be front and center to any post.  You shouldn't post there if you aren't going to take care and attention to have visuals to go with your message.  

Granted, many view on Google Plus, there are great groups and interest arenas, but to get real participation you may have to work harder there to reap any reward compared to say Facebook or Twitter or even Pinterest.  I wouldn't count it out entirely, however, because it has the big engine Google behind it and it just may help your search engine results if you are there.


The Viewers - You Tube

We've all heard of campaigns going viral, more often than not, because they are on You Tube.  Think "Justin Beiber" who would have remained a Canadian boy with dreams of stardom, and not the megastar he is today because of You Tube.






There are definitely other social media  platforms that are being used that I haven't included here:


  • Tumbler
  • InstaGRAM
  • Vine
  • SnapCHAT
  • WhatsUP

Any of these can be included in your social media portfolio with convincing statistics to support them to be an important part of your campaign and to create relationships with viewers.  Why I didn't include them on their own, is simply because they cannot be relied upon as a sole social media outlet.



Combine your social media campaigns with a number of platform.  It will build consistency and relationships with your followers along with name recognition.






What you post is associated with your story or brand.  What interests you? What do you resonate with? What information do you feel inclined to share?  Eventually, you can be identified as a subject matter expert in that area.  The most successful are the ones who tell stories.  I discourage appointing just anyone to be your storyteller because social media is your personal, corporate or brand's outlet to tell your stories or allow others to get to know you better.  

Unfortunately, far too many spend the time, effort and resources to building their web site than they do to their social media.  Ensure you have someone that is not just a marketer, but someone who is enthusiastic about what you have to offer.  Typically, if you're a solopreneur, it will be you.  However, companies or brands leave it to someone who doesn't know how to acknowledge or interact with people.  Make it your mandate that whomever has this responsibility will use manners, acknowledge tweets, likes, shares, follows with a personalized touch.  Don't just react to negative publicity because you will create your own monster.


Whatever you do do, keep in mind that not only being there is important.  Interacting and engaging is what it's all about.  Get involved and don't just treat it as a necessary evil.

"From the streets of Cairo and the Arab Spring, to Occupy Wall Street, from the busy political calendar to the aftermath of the tsunami in Japan, social media was not only share the news but driving it.

~Dan Rather

Feel free to follow me under my pseudonym @optioneerJM