Email Can't Create Rapport

Now that I've been selling a little longer, I've found out what my different customers prefer. Many of them prefer to call me with their orders before the due date. I'm really happy to have that happen. I make myself pick up the phone and call the others and that has been paying off for me because people get busy and forget when the due date is for their order.

Over my years in sales one thing has been top of almost everyone's list - the fear of cold calling (or just phone prospecting in general).

Some of my past sales team members have actually prefered dental work rather than spend a morning on the phone to new business contacts!

So why are so called "professionals" frightened of picking up the phone? No one I know has actually been killed making prospecting calls on the phone, so what is all the fuss about?

In fact I would go so far as to speculate that it is not those who close better or whatever, who are the most successful, just those who have conquered their fear of the phone...

Quote:

Originally Posted by Julian

In fact I would go so far as to speculate that it is not those who close better or whatever, who are the most successful, just those who have conquered their fear of the phone...

I'll go out on a limb and say that in a great number cases the sale went to the sales person who had the guts to approach the prospect first.

I much prefer to go out a SEE my clients face to face - I have noticed that by doing this there is never a problem and if I may share an experience that I have recently had.

I went out to see one of my clients who is currently broadcasting with 3 channels. One of them is mine. When I got out there he said to me that this is first time he has even seen on of the Account holders face to face. In talking to him over a coffee and sharing a few jokes and so forth, I found out he is spending $6000 every month with the 3 channels ($2000) in each. Because of the fact that I went out and saw him he has cut back the advertising on the other two and is now Split ($1000 - $500 and mine is $4500). He is talking about cutting the other 2 completely.

I agree susana

Quote:

Originally Posted by destiny

I've seen this, too. I think that a lot of initial ground *can* be covered in email, website, etc. but eventually there will need to be human contact in most cases, yes. Many people do great with what they want to say "on paper" and just freeze up when it's person to person. It could be argued that they probably shouldn't be in sales, then,

but I think they should do whatever works for them.

Very true. You can compare it to walking the tight rope with and without the net...

I just started with a new company selling a new product, and I find myself relying on that "net" a lot more lately...

This was a good post. Thanks

Quote:

Originally Posted by Snowboy

I much prefer to go out a SEE my clients face to face - I have noticed that by doing this there is never a problem and if I may share an experience that I have recently had.

I went out to see one of my clients who is currently broadcasting with 3 channels. One of them is mine. When I got out there he said to me that this is first time he has even seen on of the Account holders face to face. In talking to him over a coffee and sharing a few jokes and so forth, I found out he is spending $6000 every month with the 3 channels ($2000) in each. Because of the fact that I went out and saw him he has cut back the advertising on the other two and is now Split ($1000 - $500 and mine is $4500). He is talking about cutting the other 2 completely.

Great story! It just illustrates how important a good salesperson is in getting desired results.

	#11
ozzie	Now that I've been selling a little longer, I've found out what my different customers prefer. Many of them prefer to call me with their orders before the due date. I'm really happy to have that happen. I make myself pick up the phone and call the others and that has been paying off for me because people get busy and forget when the due date is for their order. __________________ My Avon Site His & Hers Blog

	#12
Julian	Why are we fearful of the phone? Over my years in sales one thing has been top of almost everyone's list - the fear of cold calling (or just phone prospecting in general). Some of my past sales team members have actually prefered dental work rather than spend a morning on the phone to new business contacts! So why are so called "professionals" frightened of picking up the phone? No one I know has actually been killed making prospecting calls on the phone, so what is all the fuss about? In fact I would go so far as to speculate that it is not those who close better or whatever, who are the most successful, just those who have conquered their fear of the phone...

	#14
Snowboy	I much prefer to go out a SEE my clients face to face - I have noticed that by doing this there is never a problem and if I may share an experience that I have recently had. I went out to see one of my clients who is currently broadcasting with 3 channels. One of them is mine. When I got out there he said to me that this is first time he has even seen on of the Account holders face to face. In talking to him over a coffee and sharing a few jokes and so forth, I found out he is spending $6000 every month with the 3 channels ($2000) in each. Because of the fact that I went out and saw him he has cut back the advertising on the other two and is now Split ($1000 - $500 and mine is $4500). He is talking about cutting the other 2 completely. I agree susana __________________ Snowboy I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy.

Email Can't Create Rapport

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