Start increasing increasing your sales today!
Every business has a list of customers, maybe in a filing cabinet, maybe on a spreadsheet or maybe you use a CRM/DMS system of some kind... here's the problem you started a system when you started a business and it has not changed. Or you have changed a couple of times and the data gets moved around but not really looked at. Whichever the case may be you're missing out on sales opportunities... Give me your CRM/ or customer database from the beginning of your business to present day and I will find you sales. And I'm going to show you how.
4 quick steps to get you going
Step 1 - Take all of your CRM data put it all together into 1 excel file, if you only have hard copies then you need to put it all into one excel file
Step 2 - Sort that data from oldest to newest
Step 3 - delete everyone that does not have a phone number
Step 4 - Start calling
The 4 types of calls you'll make
You get the right person and they are interested
You get the right person but they are not interesting
You get the wrong person and they are interested
You get the wrong person and they are not interested
NOTE - It's important to note here that before you begin calling you create a special offer for the people you're calling.
You get the right person and they are interested - script
Hi is Bob there please - Hi BOB this is Brenden from XYZ COMPANY I'm calling today because our team has put together a special offer just for our customers. THE OFFER IS. Are you interested? (he says yes) Great Bob, I know we don't normally do appointments but we want to make sure we take care of you so what I'd like to do is book an appointment just for you and I (or you and one of our loyalty team) to meet. Do you have time today? (wait for the answer) or tomorrow? Between this 2 hour window and that 2 hour window? - LOCK IN AN APPOINTMENT.
You get the right person but they are not interested - script
Hi is Bob there please - Hi BOB this is Brenden from XYZ COMPANY I'm calling today because our team has put together a special offer just for our customers. THE OFFER IS. Are you interested? (he says no) When Bob says no you have to work to OVERCOME the objections and book the appointment like before. IF YOU CANNOT overcome the objections. say Bob thank you so much for your time today, before I let you go, who do you know would be interested in the offer. (if he says no one) you can say, Bob I'm sure you just thought of 1 person, who was it I'd love to call them and give them this offer. IF HE GIVES YOU NO NAME thank him again for his time and move on. If HE GIVES YOU A NAME hang up and make THAT call.
You get the wrong person but they are interested - script
Hi is Bob there please - (no sorry you've got the wrong number) Oh sorry about that! This is Brenden from XYZ COMPANY who am I talking to? (BARB) Hi Barb you know, I know I was calling for BOB but while I've got you on the line I was calling today because our team has put together a special offer. THE OFFER IS. Are you interested? (she says yes) Great Barb, we don't normally do appointments but we want to make sure we take care of you so what I'd like to do is book an appointment just for you and I (or you and one of our loyalty team) to meet. Do you have time today? (wait for the answer) or tomorrow? Between this 2 hour window and that 2 hour window? - LOCK IN AN APPOINTMENT.
You get the wrong person but they are not interested - script
Hi is Bob there please - (no sorry you've got the wrong number) Oh sorry about that! This is Brenden from XYZ COMPANY who am I talking to? (BARB) Hi Barb you know, I know I was calling for BOB but while I've got you on the line I was calling today because our team has put together a special offer. THE OFFER IS. Are you interested? (she says no) When Barb says no you have to work to OVERCOME the objections and book the appointment like before. IF YOU CANNOT overcome the objections. say Barb thank you so much for your time today, before I let you go, who do you know would be interested in the offer. (if she says no one) you can say, Barb I'm sure you just thought of 1 person, who was it I'd love to call them and give them this offer. IF SHE GIVES YOU NO NAME thank her again for her time and move on. If SHE GIVES YOU A NAME hang up and make THAT call.
Note - For the ones that are interested you would ask them, WHO DO YOU KNOW when they come in for the appointment.
The idea here, is to do this over and over until you have updated your CRM or DMS, You've created a bunch of new leads and potentially closed more sales. Now we did not cover it here but OBJECTIONS are a whole other topic that I will cover in a future post.
If you have any questions I'd love to hear from you on this.
Happy Selling!