Just like mapping app, "enter" your destination. For example, if your goals is to add 2 new clients/mth, you might need to make 20 phone calls/day yielding 4 presentations/week. Write down your goals...on paper. Check them off. The cheapest pen is mightier than the greatest memory.
2: HELP ME HELP YOU.
If you "smile and dial" prefer to choose specific businesses to contact, make sure that you learn the prospect's industry and have a relevant, compelling pitch. What can you teach him/her that they can't get online and find out themselves? Educating is the new Selling.
No one wants to sit & listen a "salesperson" drone on about their own brilliance. Learn about the prospect first, then the prospect's needs, only then make a tailored presentation.
4: DON'T BE SANTA CLAUS
Don't get in the habit of giving things away; ask for something in return. Make sure that the prospect understands the value of your time as well. Gifts given too freely loose their value.
5: BE KNOWLEDGEABLE ABOUT THEIR INDUSTRY.
Nothing kills your credibility more than a presentation about "commercial roofing" when he sells"residential roofing". Study his website then review Manta.com. Know the name of owner/ceo, number of employees & gross revenue.
6: OFFER CHOCOLATE
Highlight the listeners pleasure points. (i.e, business owners care about growing revenue and adding customers, while CFOs may be more pleased by cost reductions & maximizing efficiency.
7: DO THE NUMBERS
To increase your income, it's a numbers game.
- Be PERSISTENT with your calling.
- Be RELEVANT to your audience.
- Be EXPERT at your industry.
- Never stop LEARNING.