The best way to receive a brand spanking new customer is to clearly identify
who you need to do business with & then get in front of them. They can see
what you look like, possibly see what your product looks like & also
examine any information or statistics you might have. It gives you the ideal
opportunity to start building a positive working relationship along
with your potential customer.

Promotion, direct mail, net sites & telesales all have their place but
nothing beats the head to head interview. The first challenge is, of work,
getting to speak to your prospect & arrange a gathering.

When you phone your prospect's organisation it is highly feasible you won't get
through initially even in the event you have their direct number.
There is always an assistant, a colleague or voice mail to deal with

The 3 steps are:

1 Deal with the other person
*Always be pleasant & polite. Use the person's name as soon as you know it but not over familiar.

* Use your prospects name & your name; say - "Will you tell John Smith that Alan Fairweather is on the phone for him."

* If you are asked what it is about, say - "It's about the
contents of a letter Mr Smith has received. (More later)
Will you tell him that Alan Fairweather is on the phone for him !"

* If you are told that your prospect is in a gathering, find
out what time they will be out of the meeting & ask if it that would be a nice time to call.

*Thank the person for their help & say - "I'll call back at three.30 & look forward to speaking to John then. Thanks for your help Mary."

None of this is simple but persevere & don't be nuisance. Always be friendly, firm & courteous with Mary.

But don't make it a sales letter & don't enclose
literature. (Your prospect gets of the stuff).

It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting.
(Don't use the word appointment). Briefly state your
product or service benefit or even a couple of questions at the beginning of the letter.

2 Deal with voice mail
* Give your name, business name and phone number. Speak slow and clear, warm, friendly and businesslike.

* Say what you do - "Were the individuals who minimise production time and cost on.....
I'd appreciate the courtesy of a return call on ......"

*You might require to make an appointment to call - "I appreciate you are busy Mr Smith, however I have some fascinating information for you. I'll call back at 3pm and
would be pleased if you'd speak to me."

* Follow up with a fax or electronic mail and make it human.

* Leave your phone number again, slow and clear.

Again this is a challenge, however in the event you sound warm and friendly and that you could be worth speaking to, then you'll get call backs. Always keep customer details handy because when prospects call back they say - "Hi Alan, its Fred I am returning your call."
In the event you made0 calls that day you may not initially know who Fred is, so be prepared.

3 Sell the meeting
Once you speak to your prospect on the 'phone you need to do a lovely selling job to get the meeting.
Most of the time they'll say something like - "I'm not interested, they already have a supplier, I am a bit busy at present."

Always keep in mind that the massive majority of prospects are
reasonable human beings & they have nothing against you personally. There is as well as a powerful possibility that they'll welcome a visit from you in case you sound warm, friendly & businesslike.

In case you sound like you have some worthwhile information to impart & you don't sound pushy or manipulative then you are more likely to get that meeting.

Plan your call carefully and think about the following :
*Introduction - Say what you do and provide a benefit to the prospect

*Greeting - Speak slowly and clearly using the prospects name, your name, and your business name

*Courtesy - Ask if it is convenient to speak

*Close - Ask for a short meeting at mutually convenient time

* Deal with resistance - Acknowledge what the prospect says, outweigh with a benefit and close again

* Don't use the word "appointment"

* Don't start selling your product/service on the 'phone only sell the meeting

* Don't be pushy, be persistent and pleasant

* Don't say you'll send literature, say you'll bring it with you

* Have a fall-back position. In the event that they won't see you this
time then ask if it would be OK to 'phone at an agreed time in the future - and be definite you do so.

You won't win all of them however in the event you sound professional and pleasant, potential customers are more likely to see you, so don't give up.