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David Book

David Book Partner

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Many sales people think they know what somebody is inquiring about before speaking with them. When you receive an internet lead or a telephone call, do you assume the person contacting you is interested in buying something? Most sales people do, this is a mistake.

The reality is, when somebody calls you or emails you (even if they started from a third party lead-provider site), you have no idea what the person needs help with. You don’t know the problem they are trying to solve.  Since most of us are trained sales professionals, we quickly jump into “sales mode” as soon as somebody inquires. Why? Because that is what we were taught to do. This is bad because you have no idea who this person is and they have no idea who you are - there is no relationship yet. If you assume you have a relationship just because they contact you, you are asking for trouble.

One problem with many internet lead providers is that they are sales-focused and attempt to steer customers into sales situations, people don’t want to be sold anything. This doesn’t mean they will not become customers and this doesn’t mean you cannot use your sales skills. It just means that you have not yet earned the right to yet because you THOUGHT you knew what they wanted. Yeah, yeah, the notes in the lead are good but not good enough.

I strongly encourage you to begin your lead management process with an attempt to arrange a phone call so that you can learn more about what your “prospect” is looking for. What help do they need? Why did they contact you? If you don’t have a phone number, you can start by email, either way, it’s best to figure out HOW TO HELP your inquiries before you get your sales mojo going. Selling processes are a total turn-off for almost all people. Helping processes are a total turn-on.

Here is a nice little starter you can use, it worked well for me for many years and it should help you begin to establish a relationship before you start selling.  It’s designed to help you transition from complete stranger to somebody that is genuinely interested in helping.

“Hi Mr. Customer,

I Just wanted to drop you a quick note to let you know I just received your message about needing more information about our …..  You may have specific needs that are different from others, so it might make sense if we had a brief chat over the phone, would you be open to that?

And, if you prefer to give me a call, that’s fine too. Our call together would simply be a question-and-answer conversation to learn more about your situation and your needs and how I may be of assistance.”

Use this as a starting point for your lead-inquires, I think you will be surprised at it’s effectiveness at arranging phone conversations and beginning the process of building solid relationships.

Cheers
David
http://www.mygoaltracking.net

 

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