Pick Up the Phone and Dial for Dollars!

By Dave Fuller

I was recently training a brand-new sales professional. His job was to find leads for his company, but he had never worked in sales before. After a couple of weeks of learning about his company and coming up with a plan, the time for action was upon him.

In our coaching session, he realized that he would have to pick up the phone and make cold calls. He needed a script, and we worked one out. Then, I picked up the phone and started phoning for him, modelling the script and the tone of the calls. I explained that we were simply dialing for dollars.

While calling people might seem old-fashioned in the current digital age of email and texting, calling gets results. A few years ago, when we were having a big sales day in our retail stores, I would often print out a list of customers from our database, make a script, and start phoning. The results were phenomenal; not only did customers appreciate the reminder, they often were happy to talk to someone from the store and often had additional questions about our products. If no one answered the call, we simply left a message. The results were amazing, and we often had our best sales on record.

A few years ago, Joanne Black wrote a book called "Pick Up the Damn Phone" and talked about how face-to-face and real conversations had an advantage over technology interfaces like text and email. Joanne discusses the need to develop relationships in face-to-face conversations on our shop floors, over coffee, and by phone or video conferencing. Sales starts and ends with relationships, and those conversations don't happen over social media.

Whether we are business owners, salespeople, or just trying to build our networks, picking up the phone and dropping in to see people is more effective than sending 50 emails.

In the past seven years, I have been writing and blogging and sending newsletters, emails, and texts. I have rarely gotten responses that transpire into the effectiveness of getting in front of someone, or calling them up and having a conversation. Emails, newsletters, blogs, and articles all have a place in your marketing mix; however, when you can talk to people one-on-one or in a group, your success rate will skyrocket.

My sales coachee quickly got over his hesitation after watching me make a few calls for him and started phoning himself. After an hour of phoning and several "no's"m no answers, and not interested, he got a "maybe" and scheduled a meeting with a prospect. His confidence skyrocketed and he realized that, as a commissioned sales rep, he really was dialing for dollars.

Picking up the phone and calling your customers and prospects takes guts but it also gets results. Why not try something new that your competition isn't doing and take your business to the next level?

Dave Fuller, MBA, is an award-winning Certified Professional Business Coach with Pivotleader Inc and the author of the book "Profit Yourself Healthy." Pivotleader is an associate member of HRAI as well as an HRAI Member Advantage Program Partner.

Learn more by signing into your member account at www.hrai.ca and clicking on the "promotions" tab or email Dave directly at dave@pivotleader.com. Or call Dave at 250-617-7467.


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