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Pick up the Phone to Sell More

By Glenn Dietzel

Republish: EasyPublish™ Published: 28Aug2009 Word count: 414 Viewed: 240 time(s) Get Free Content For Your Site

In working with my newer clients, I notice that most of them tend to focus too much on what I call "passive" selling- email, website, business cards.

They send callers to their websites, try to drum up business through email, and generally rely on indirect methods to sell.

They do this for many reasons, none of them good.

If this describes you, stop right now, because you are losing money.

What sense does it make to have someone call you, and then you send them to your website? Instead, I want you to realize that the phone is your friend- and get comfortable with closing sales on the phone.

If someone calls and wants to learn more about your programs or services, you have an obligation to help them move ahead, right there and then. Get comfortable selling your products and services directly.

If you don't believe in the value of what you offer, then nobody else will, either. You must be able to clearly define the value of working with you, and the outcomes your clients attain- and be able to tell this to the person you're speaking with on the phone.

Consider this: the person calling clearly needs what you are offering, or else they wouldn't have called in the first place. They might have relied on a more passive method: joining your email newsletter, or visiting your website. When someone has overcome their own hesitations and fears, it's your job to support them. Overcome their resistances and help them to move ahead, by joining one of your programs.

You can't be shy and self promotional at the same time. You must be able to define benefits and make them so compelling that people are convinced to buy.

Similarly, if you want to grow your business more quickly, you need to use the phone. Call up existing clients and ask for referrals. Follow up by phone rather than email. (Phone is faster, more direct, and can help you complete the deal more quickly- saving you time and making you money.)

In this age of email, text message, and all the other ways we have to communicate, never underestimate the power of a single, direct phone call. When people can speak with you, they can hear the sincerity in your voice, and your desire to be of service to them. These are powerful motivators to move ahead.

Stop hiding behind email, voicemail, or your website. Pick up the phone and start selling more.

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