Best approach

Quote:

Originally Posted by RainMaker

I am evaluating whether to: a) modify my presentation b) spend a few more days out in the field to see if the numbers get better with volume (and experience) or 3) try a different prospecting method altogether.

So you made 6 cold calls and got one sale. That sounds like a pretty good ratio to me.

What were your expectations for how many calls you would need to make to get a sale? I wouldn't modify your presentation just yet. IMO, your suggestion of spending more time in the field is the way to go. You'll get a better picture of what is realistic.

Quote:

Originally Posted by RainMaker

3) try a different prospecting method altogether.

Don't throw the baby out with the water.

What other prospecting methods are you considering?

Next week (when my kids are back in school from spring break), I will log in more time in the field to see how the numbers play out. I did not really know what to expect as far a sales/presentation ratio, but I was assuming I would have to make the sale on the first visit, which I have not done yet. (The sale called me back 2 days later).

As far as other means of prospecting. I'm all ears on suggestions. I've never had very good luck with mailings, except following a newstory in my local paper, where I followed up with a postcard, a phone call, and in person.

If my first contact is by phone, what is my goal? To get an appointment? I would love to hear what's working out there. Because the sale price is low, the method needs to be fairly simple or highly effective or I fear the rep will not be willing to follow the steps for the $100 commission (and subsequent renewal commissions).

Thank you for your input. It is really great to hear from the voices of experience.

Quote:

Originally Posted by RainMaker

Next week (when my kids are back in school from spring break), I will log in more time in the field to see how the numbers play out. I did not really know what to expect as far a sales/presentation ratio.

Good Luck!

Let us know how it goes.

Quote:

Originally Posted by RainMaker

If my first contact is by phone, what is my goal? To get an appointment? I would love to hear what's working out there. Because the sale price is low, the method needs to be fairly simple or highly effective or I fear the rep will not be willing to follow the steps for the $100 commission (and subsequent renewal commissions).

Making your first contact by phone can be a great way to cover a lot of ground quickly. IMO, making a appointment would be the goal to have, that way when you do go out into the field you know you are going to see people that are seriously interested. The trade-off with telephone sales is that it is easier for potential customers to disregard telemarketing too quickly and you may lose some sales that way, but covering more ground should make up for that. Also about the $100 comission I wouldn't worry about that. If you have a salesrep who spent 1/2 a day making a seventy phone calls and got 5 serious appointments for the afternoon and closed 4 of those sales that's a pretty good days commission. Sorry for rambling on and on and on.

Thanks, DocMC, you can go "on and on" on my thread anytime. I love the input.

You know, I hadn't really considered calling first because I figured I'd get shut out before I could have a fair shake, but I have broken my pitch down to an intro (hook) and then the presentation (if I tweak their interest with the intro). There is no reason I couldn't use my intro by phone and then ask for an appointment. I'll have to give that some thought and maybe a try.

OK, DocMC. I have to tell you I was reluctant to go the calling route because I really wanted to try hitting shopping centers in one shot. Well, I started to collect a pretty big pile of bus cards with notes (come back Tues, etc) and I realized that in the hit or miss process, I was spending a lot of time missing the decision makers. So I finally wised up...THANK YOU.

Now I am starting my day with phone calls to make a sprinkling of appointments and canvassing the immediate areas surrounding the appointments in between. Now I have he opportunity to give at least a few presentations in businesses who have invited me to stop by and still having the tantalizing prospect of an unexpected sale during the canvassing (as well as gathering good leads for tomorrow's calls). Thanks for the good advice, Doc!

Quote:

Originally Posted by RainMaker

Now I am starting my day with phone calls to make a sprinkling of appointments and canvassing the immediate areas surrounding the appointments in between. Now I have he opportunity to give at least a few presentations in businesses who have invited me to stop by and still having the tantalizing prospect of an unexpected sale during the canvassing (as well as gathering good leads for tomorrow's calls). Thanks for the good advice, Doc!

I'm glad it worked out for you.

Just a quick thought on the businesses that you canvass in between appointments, don't be afraid to let the cold calls know that you are waiting for your appointment with their neighbor. It may make them feel that if someone else will go through the trouble of arranging an appointment maybe they should hear you out.

Very good advice, Doc! Thanks, again.

Hi Doc, I just wanted to follow up with you on this. Switching to telephone canvassing has greatly enhanced my productivity. I just wanted you to know that this turned out to be a pivotal revelation in my whole approach. THANK YOU, AGAIN. Also your advice about broadcasting the appointment to neighbors got me to thinking...if an appointment gives me "clout," what will a SALE get me. Now after a sale, I use the bandwagon effect to hit surrounding businesses ("I was next door taking pictures for their website and thought I'd pop in to see if you might be interested in learning about our low-cost website program..."). I also do this categorically in addition to geographically....(After I sell a particular type of business--pet shop, for example--I cold call other pet shops and mention how I just made a site for such and such pet shop..")

I'm glad I could help. Word of mouth is a very powerful selling tool, even if it's from the salespersons mouth. Thanks for the update!

Best approach

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