So here’s the scoop. Most of us are lead to believe that to grow a business you have to spend a fortune on mass media and engage in cold calling. Or worse, you have to be aggressive, pushy or overbearing to have great sales. Nothing could be further from the truth!
You can absolutely build a killer business without ever having to do these things. The reality is that if you connect with and serve people, you can achieve explosive growth in your business. This means no uncomfortable cold calling!
Instead it means creating bonds with clients by giving them your undivided attention when you are on the phone or meeting in person. It means asking great questions about their business goals and objectives and expressing genuine interest. This warm questioning allows your client to be in the spotlight rather than pitching them your history and services. Think back to a time when someone stormed in to your office offering “the best solution” for your business before they even asked what it was you needed! We’ve all been there. It’s an uncomfortable meeting for both parties!
Now imagine that same individual gave you the opportunity to talk about what you really needed, listened intently and took feverish notes. Then, rather than jumping on a solution asked for some time to consider your unique situation and come up with a solution to fit your needs. This approach builds instant credibility and this is how I would encourage you to approach your client interactions.
Not only will you feel more comfortable and confident in selling situations but your client will react by trusting you as a consultant in turn opening up their minds and wallets!
May 20, 2014 at 10:28 am
How do you get the appointment without cold calling?
May 20, 2014 at 2:52 pm
Hi Em, I’d absolutely use existing relationships to build the business. Even a referral or warm introduction is a great way to initiate a conversation with a potential partner. Approaching the discussion as counterparts vs. “pitching” a hard sell on the phone puts both parties at ease. When I think hard selling, I think the insurance guy who called me Friday and didn’t BREATHE for about 10 minutes and wouldn’t let me get a word in edgewise!
May 29, 2014 at 10:05 am
Yes! I don’t want to be THAT guy! Thanks for the feedback.
May 22, 2014 at 2:35 pm
Hi Nikki, would love to reconnect. Love this article and I’m in the midst of trying to improve our close rate by looking at our “scripts”. Let me know if you can help. email@example.com
June 8, 2014 at 10:16 am
Sheri-anne! Would love to connect I can be reached at firstname.lastname@example.org let’s schedule a chat! 🙂