Archive for follow up calls

Is Selling Time On Your Calendar Or Just On Your To Do List?

Posted by Phyllis on Sunday, July 18th, 2010 in Get Going, Sales Rx | Comments (0)

SoundAdvice Sales Rx:

I often use time on Sunday’s to look forward to the week ahead. You know, plan ahead and make sure I have things like paying bills and sending invoices all done. One thing that I also schedule is sales time.

Income Producing Activity. It’s easy to get busy doing lots of other things. Important things too. It’s not like you’re spending all day sitting on the sofa eating bon bons. But you know how things happen. You really mean to make the phone calls or follow up on your proposals and then you get busy, and then it’s time for lunch and the next thing you know, Monday is pretty much over so you decide to do it the next day. Lather. Rinse. Repeat.

So – take the time. Now. Put some sales time on your calendar for whatever your income producing activity is. When you get a new client, or make a sale/sales, you’ll be glad you made time for it.

I’d love to know how you plan your week. It’s nice to share.

Sugardaddy’s – Proof Overdelivering Can Be Simple

Posted by Phyllis on Thursday, May 13th, 2010 in 5 Steps To a Compelling Marketing Message, Lessons Learned | Comments (1)

 I’ve been talking about 5 ways to develop a compelling marketing message.  One of the steps is adding value.  You should find a way for one simple reason. 
It works. 
 Customers will love it. 
They’ll talk to others about it. 
They’ll come back for more. 

Here’s a great example.  I recently wanted to send a gift to a friend who lives across the country.  I wanted it to be unique and somthing she could share with her husband too.  I chose to send Sugardaddy’s brownies.  I visited the store but could have easily accomplished this online as well.   A simple gift transaction has made me a raving fan. 

If you aren’t familiar - Sugardaddy’s make brownies – really amazing brownies with names like American Beauty and Drunken Chunky.  (Note: you can’t overdeliver if your basic product/service isn’t great to start with)

They ship brownies in really cool packaging.  It doesn’t just taste good, it looks good too.  When you open up the box, you know before you take a bite these are really special brownies.  They also promise next day so they are fresh.  Their standard is “Oven to door in 24.”  (Note: they charge for the service, but it’s not an option)

I placed my order, wrote a nice note to be included and left feeling good about my gift choice.
I was happily surprised by a phone call to thank me for my order - a nice touch – and they also let me know that my gift had been delivered and signed for.  Confirmation that my gift was there.  I also received a discount code for 10% off my next order.
 Easy?  Sure.  But hardly anyone does it. 
It made an impact. 

Sugardaddy’s doesn’t sell on price – they charge for shipping (of course) but only offer overnight rates because they insist that their product arrive and be fresh.  They don’t make cakes, or other treats – they market the “couture” brownie.  I love that they tell me as a customer – this is how we do it. We’ll deliver the best brownies in a beautiful package and guarantee freshness.  We’re awesome at that.  That one thing. 

How can you apply this concept in your business?    Can you simplify things and make doing business with you/your company easier and customers happier?

The Perfect Time to Cold Call or Follow Up Call or Just Say Hi Call

Posted by Phyllis on Saturday, May 1st, 2010 in Connecting, Lessons Learned, Sales Rx | Comments (2)

I met with a client this week to talk sales process.  She loves her work, but like so  many didn’t have a sales system that was working for her.  We mapped out a plan that she was excited to implement and we have some short term, do now steps that she could literally implement right away. 

 The conversation turned to a challenge that affects many.  I call it call avoidance – you know you should do it, but you don’t want to.  So instead, you answer emails, clean your desk, work on your expense report – whatever you can think of to stay busy.  And the calls don’t happen.  Then it’s been so long, you dread it.  And another week goes by and you feel even worse. 

 I’m not talking about making calls to people you don’t know, who don’t know you.  I’m talking about calling clients to check in, or following up on a proposal or setting up an appointment that you were asked to do.  Maybe you just need to call a leader in your industry and make a connection, or call someone to say thanks for the nice mention on thier blog or website. 

  The question she asked was, when is the best time to call to reach people?  I realize there are people who have researched this and can tell you that a certain time, on certain days will yield best results.  The problem is, that may not work for me.  Or you.  Or anyone you are calling. 

Call when it works for you.  Guess what?  If you block out an hour 3 days a week to make calls, do it when you want.  When you can focus and feel good about it.  You’ll enjoy it more and your calls will go better.  I know it sounds like one of those mystical-touchy-feely things.  So what?  The right people will answer or get your message.  Plus, the “wrong” time is still 1000% better than never!

I love talking on the phone.  I love making calls more than answering email.  But that’s me.  I helped my client figure out how to look forward to her phone calls.  The right people will answer, voice mail is okay, and geting this task done will make you feel so much better you’ll accomplish more.

Call Rx:  Pull up your calendar and schedule an hour next week that will be your phone call time.  One hour won’t kill you.  I promise.   Let me know how it goes.
Share your phone tips as well – how do you get in phone call mode?