Getting a strong pipeline has to be the #1 goal of every salesperson; this is vital for you and your business to survive in the long run.
Today, I’m going to talk to you about how to maximize your following activity to build a strong channel and increase your sales.
have a purpose
Always have a purpose, you must have clear goals before you start making phone calls, you have to know exactly what goals you want to achieve:
How many phone calls does it take to get a quote?
How many daily quotes do you need to get a sale?
How many sales do you need to get this month/quarter/year?
Having goals will motivate you during your tracking activity.
Work on your tone of voice
Your tone of voice is one of the most important factors when talking on the phone.
Make sure you have a pleasant tone of voice. Research shows that 38% of your communication is made up of your tone of voice and 7% of the actual words spoken.
If necessary, record your voice to understand what kind of impression you get when listening to the recording. It is also very important that you make sure that your tone of voice is consistent with the message you want to communicate.
do not give up
The average sales rep only makes 2 attempts to reach a potential customer (source).
You need to be consistent with prospecting, you need to continually grow your pipeline.
Make sure to contact your prospects as much as possible. Research shows that at least 6 attempts It must be done by sales people to have a successful conversation with prospects.
Keep in mind that your prospect may still be at work, in a meeting, on vacation, etc., so try to understand the best time to contact them.
According to CallHippo research, the best day to call your prospects is Wednesday, the best time to call is between 4:00 p.m. and 5:00 p.m., and the second best time to answer the phone is between 11:00 p.m. 00 a.m. and 12:00 p.m.: 00 p.m.
Many salespeople keep calling without leaving messages and this is an easy way to miss out on opportunities, so be sure to leave a voicemail and be very concise when leaving, your prospect needs to understand exactly why you are calling.
Mix your message
It is important to be creative when contacting your customers. Some prospects may respond better to some channels than others.
Phone calls and emails are fine, but there are a number of other channels you could use, such as social media, text messages, videos, word of mouth, etc.
Be positive
Don’t be scared by the many “Not Interested” you’ll encounter and use these experiences as feedback to improve your approach. Imagine that each “no” is an opportunity for you to improve and succeed in the next phone call, imagine having an arrow and pointing at a target. The first few times can be demotivating when you fail, but little by little with practice you will be able to improve your strategy until you hit the exact center of the bullseye and after a while it will become an automatic process.
Your prospects are gold
Always remember: Every prospect you have is literally gold and should be treated as such.
The biggest mistake you can make (like many salespeople) is pre-qualifying your prospects.
Each lead represents a huge earning opportunity, for future business, referrals, etc., so be sure to maximize every opportunity that has been offered to you.
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DC
