How To Make 5000 Sales Calls In One Day
How To Make 5,000 Sales Calls In One Day
How To Make 5,000 Sales Calls In One Day
Gerry Robert is the author of 5 bestselling books includingThe Millionaire Mindset.You can get his 4 NEW videos for FREE. Each one is jam-packed with tactics that will teach you how anyone can become an INSTANT AUTHORITY anduse that to boost income, sales and profit. (Limited Time Only!) www.instantauthoritytoday.com
Okay, now that I've gotten your attention, (and making 5,000 sales calls in a day should have gotten your attention!) let me tell you that this is possible with a powerhouse marketing medium called Trade Shows.
If you could make 20 sales calls per day, it would take over a year to see 5,000 prospects. Anyone who overlooks this opportunity is either extremely wealthy or extremely foolish. Your targets are here; all you have to do is find them.
Although there are a number of reasons for you to be exhibiting at a trade show, I would suggest that your prime objective should be to qualify the needs of a target or prospect so that you can effectively follow up after the show with a call, letter, or offer that leads a qualified prospect to an appointment and a sale.
PROSPECT THE OTHER EXHIBITORS
Sell to other exhibitors, but be fast, accurate, and discreet There is a goldmine of prospects in the other booths at the trade show. Joe Mulcahy, a Franchisee of Wealth Wise, a leading Canadian educational organization, found that his best leads at the North York Business Show were the other exhibitors. His best lead was a law firm who was positioned close to his booth.
The best selling situation is CEO to CEO. If you are the MD or CEO of a company, a big part of your time should be spent meeting the other exhibitors. CEO's like meeting other CEO's.
In meeting other exhibitors be careful. Don't interrupt a presentation or conversation in process. This would be rude. Be very careful and slow in your approach. Rapport is the most important thing. Build the "trust" factor.
Let them know you are an exhibitor, too! This might sound obvious, but they might not know, or worst still, they might think you are the competition and be very reluctant to say much.
Use a well thought out, rehearsed, BRIEF (15-30 second) statement about who you are & what you do. Some call this the USP, Unique Selling Proposition. Really all it is your #1 competitive selling advantage. Always speak from a customer point of you. Remember my regular warning: THEY DON'T CARE ABOUT YOU. THEY ONLY CARE ABOUT THEMSELVES AND THEIR PROBLEMS AND HOW YOU CAN SOLVE THEM.
Try to establish quick rapport and confidence either through mutual friends, known customers, their competition that buys from you, or your ability to explain how your service can benefit them. YOU HAVE LESS THAN THREE MINUTES TO DO THIS.
Have a "show" offer. Come up with some legitimate reason for the offer but for sure, come up with some offer. Make it for the show only. Think this through seriously before the show. Consider your product, your prospect, the buying cycle, the show itself.
Get a card, establish the follow-up, write information on the card, GET MOVING. A complete follow-up plan needs to be formulated BEFORE the show. "HOT" leads should get a phone call within 48 hours after the show. Push for an appointment. Everyone needs to have a letter immediately after the show.
Get a Quick Start on the show. Be there early, set-up then see who's there and whom you will contact later. I can't emphasize this enough, there's money in those other booths. Are you going to go get? (Say, "YES".)
Be professional. Treat this situation as you would any sales call. (That means keep the donuts, and coffee hidden.) Be dressed well. Be positive, upbeat and pumped. Use my "one inch" rule. Your dress, enthusiasm and energy level should be about "one inch" above that of the prospect. You've seen the sales fiasco's because the salesperson what too pumped and spooked the prospect. Don't let that happen.
Qualify Quickly. How quickly can I qualify him or her? When you meet a prospect, ask an open ended question. This is a question, the answer to which makes the prospect say more than yes or no. "What does your company do?" or "Tell me about what you do." are good statements. Never say, "Can I help you?" It begs the response, "NO Stupid, you can't help me, so get lost and ask someone else the idiotic questions."
Give ad specialties out personally, don't leave them in a pile for anyone to grab. And for sure, don't give anything away without GETTING THEIR CARD. I wish someone had told me earlier that the key to success in selling is the database.
Stand up the entire time. I see too many trade show salespeople who look tired, weak, and worn. Be sure there is enough time scheduled for breaks. People hate it when they entire a trade show booth or approach a table display and the sales person jumps up. It scares them. Scared prospects don't buy much!!!
If more than one person is attending from your company, assign coverage responsibilities.
Pay attention to customers immediately. This means smiling more, being pleasant. I've had tremendous show success by using my SOS principle for rapport building. SOS stands for Suspension of self-interest. That means get involved with them without always trying to "sell." Ask them how they are finding the show. Ask them how long they have been here or how tired they are.
Have the booth covered 100% of the time. This might be one of the dumbest things in sales history; not keeping a salesperson in the booth. Still, trade show booths are left unattended.
Qualify each prospect quickly with an open ended question.
Have lead sheets (and a stapler) if you need information beyond a business card.
Find common ground. See if you have a friend or customer in common.
Write notes on business cards or lead sheets immediately.
Qualify, Qualify, Qualify.
Be quick. Spend between 1-3 minutes per prospect if the floor is crowded.
How to work the exhibit floor
1. Know whom you are speaking to. Read badges fast. Stay alert for your target badges (prospects you have selected, customers you've never met, types of businesses likely to need you) in the booth, in the aisles, eating.
2. Talk and look busy (without being rude).
3. Keep the conversation short. Be brief.
4. If you are an exhibiting CEO, walk around 50% of the time.
5. No place is off-limits to make a contact. Carry your cards into the bathroom.
6. Write important notes on back of card that second.
7. Look and act professional.
8. Have a show objective and stick to it.
9. Qualify but don't disqualify anyone of prejudge.
10. Be yourself, have fun.
KEYS TO TRADE SHOW SUCCESS
1. Set Sales Objectives and Let Everyone Know What They Are.
Like so many functions in a company, people don't think "marketing" and they often pay the price. Companies can spend weeks and even months planning a fancy booth or display. However they neglect to invest appropriate amounts of time and money to properly prepare their personnel with the methodology and technique to be applied at the show. Defining specific objectives in advance only starts the process to determine the strategies involved in providing effective coverage at a trade show. Do you want to sell, gather leads, qualify leads, expose your product or services? Do you want to expose the company name? What is the specific goal for the show?
2. ATTRACT prospects into the booth.
Gimmicks may be great - an eye-caching display, FREE draws, magicians, contests, demonstrations, pretty girls all gets people to stop and have a look. But people do business with people, which means your people have to communicate with others. Are your people prepared to deal with those who come to the booth? Or are they chasing them away by lingering at the back of the booth like a vulture? Or even worse, perhaps they are capturing them in front with the old "Can I help you?" Training your people to be as strong and attention getting as the display is worth as much, if not more, towards getting people to stop.
3. Separate the "Gawkers" from the "Buyers."
Not separating "suspects" from "prospects" might very well be one of the most costly errors during this type of selling. Part of what has to happen fast is prioritizing your leads. You need to figure out if the person in front of you is serious or not. That means you need a powerful strategy to qualify them. Keep in mind that the sales cycle for most shows in between 2 and 4 minutes. You simply don't have the time to tell everyone the whole company history and your whole life story. Some might not qualify to hear your presentation. Being able to distinguish between suspects and prospects will certainly help sales.
4. Ask the right questions.
The fastest way to get meet the show objectives is to ask a lot of questions. One error which is common to people "working" the show is that they make too many assumptions (e.g. Assuming because they stopped that you should give them the whole presentation.) and then provide solutions prematurely. Developing a format for questioning prospects to see if there is possibility of selling them will help determine who warrants your time and effort.
5. Get a decision.
Neglecting to get a decision, even if it means getting a "no" is what I mean by not going for closure. You should not be serving as an educator. There is a definite need to get a commitment and learn the priority which the prospect places on a certain type of product or service. Lack of such closure or decision, or avoiding the "No," results in not knowing which prospects require follow up. (Some shows generate hundreds and even thousands of leads. Prioritization is important.) Too many leads, especially unqualified or mis-qualified ones, can at times, be worse than too few leads. Follow-up is expensive!
6. Understand that this type of selling is different.
Not have a "trade show" selling mentality is dangerous. You must adapt your selling style to match the environment. The pace of a good trade show is generally fast moving. The prospects are there to see a fair amount in a short period of time. You have thousands of people to work with in a short period of time. While you are wasting your time talking endlessly to a non-qualified prospect, twenty solid prospects are getting away. You must get the prospect to show or tell you what he or she needs, and identify when they see themselves doing something about that need.
7. Get and stay energized.
The fastest way to kill sales and waste money at trade shows is to have people work the show who don't want to be there. They are simply "putting in time." Many people are not motivated to work at the show. They spend their time chatting with other exhibitors, drinking coffee, reading newspapers (This newspaper is okay to read!) Management must create some solid motivation around the show. Have meetings before the show to get people excited. Hold contests for the most leads.
8. Apply "showmanship."
People need to understand the role of the person working at the trade show. Along with lack of motivation, comes the inappropriate role of the staffer - that of being subservient, even to the point of being a "beggar." The trade show should be viewed as a Broadway Play, in which you are the star. Do you take control? Do you have a performance mentality? Or do you fail to use the talent and ability necessary to investigate, examine and understand the prospect's situation?
9. Be prepared in advance for FOLLOW-UP.
The trade show ends and there is a sigh of relief from everyone involved. The problem is that now the sales work begins. Even those companies that have planned on sending out thank you letters, literature, gifts, samples, often find themselves failing to make that person-to-person contact so necessary to closing the sales. You need to follow-up quickly. Speed is the key. I recommend preparing in advance. Before the show, prepare the packages that you will send out, after the show. One of my clients was able to send every lead a "thanks for stopping by" card because he had hundreds done up in advance and simply hand addressed the cards at the show. He mailed them the next day. Many of the leads received his thank you note before the show was even over. That's the kind of forward thinking that is necessary to succeed at the trade show game.
Gerry Robert is the author of 5 bestselling books includingThe Millionaire Mindset.You can get his 4 NEW videos for FREE. Each one is jam-packed with tactics that will teach you how anyone can become an INSTANT AUTHORITY anduse that to boost income, sales and profit. (Limited Time Only!) www.instantauthoritytoday.com
How To Make 5000 Sales Calls In One Day
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