Sales Call

I know it has been sometime since I have blogged and I know I promised this a long time ago, but business has picked up, and then I came down with the flu and was enable to work for almost a week. So playing catch up and here we go.

Assuming you have already done your homework on example client Adam E. We will get right to the steps of making the first contact with client.

Now Adam E loves to fish, and take his family camping. In this example Adam E. is worth to my company is 44,000 a month. So I am going to kiss Adam E butt right off the bat. I went and purchased a nice $5.00 lure that I know that a fishing fanatic like Adam would love.

Now I have already did the cold call on this client hense how I got the information. I have an scheduled appointment with Adam E right now. I walk into the office and give the gate keeper an apple with my business card on it. In this example I will be selling my Eastman Technology business and promoting Dish Network TV. So right there I made a positive contact with the gate keeper who does watch cable tv in her spare time. See where I am going with this? Free Marketing!! Ok I tell her who I am and let her know that I have an appointment with Adam E.

Of Course she asks me to have a seat and Adam will be right with me. Now remember you could be waiting passed the appointment time. You are there to sell your product not the other way around. So always remember this!!!

Adam comes in and gets me, we make a firm hand shake and go to his office. When we are both seated I told him I heard that he loves to fish. He smiles and immediately points to the mounted trophies on the wall behind him. Well I would like to extend this as a token of you speaking with me today. I hand him the lure. Right there he is excited you talked about him and a sport he loves. HE HAS YOUR ATTENTION!!! Here you present your brand. Tell him about the brand and how it will help him and his business. Hand him a folder or whatever marketing material you brought for this call and end it with I know your busy, so I will leave this with you and let you look it over. I will give you a call in a week to follow up and answer any questions you might have.

Here you will get a feed back physically to let you know if he is interested. The feed back could be the expression on his face, the way he departs with you etc. Adam was very happy when we departed so I am definately going to mark this as a HOT LEAD. I will definately follow up with Adam with a full proposal in hand, and once I am done taking any questions he may have, I will present him with an offer as long as its still with in our conversation. Once fielding questions you might want to go back re consider your offer and make a different approach. Remember to get a good peice of business you might have to back and call on them 8 times before you get this far. Its just a rule of thumb. SO DONT GET DISCOURAGE on your NOs!!! It just means not right now. YOU HAVE TO GET INTO THIS MIND SET IF YOU ARE GOING TO BE SUCESSFUL IN DIRECT SALES!!!! YOU HAVE TOO!!!