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Prospecting Call

Guest post by: Lonny Dunn

Article Overview: Calling Customers Who Just Made a Purchase is So Valuable That it Can Literally Double A Small Businesses ROI Overnight. Remember it is ten times less expensive to sell and existing client, than to obtain a new one.

Prospecting Call

Making a Prospecting Call should not be difficult if you have an integrated eMail, form, CRM, or Online Purchasing Shopping Cart. A simple " Hello, you're on my mailing list, and just wanted to say hi" goes a long way.

Customers may be impressed that they are actually speaking to an Author. Did you ever see your blog that way? Are you running for office? Then I bet your phone call will be talked about for weeks, good or bad.

Here is a more specific example: "I note you took my paper on Professional Networking, 'How to Double the Size of Your Business', Mrs. Jones, and I am personally following up with you, to show you how to make it work for your business.....OK? Do you have 07 Powerpoint, or an earlier edition?"

This is a great way to open any discussion of growing your business. WHY? Because you are NOT SELLING. You are fishing, you are prospecting, you are being a good steward of your prospects' needs and desires INSTEAD OF YOUR OWN! The presentation is free to anyone, and can be adopted to any business, so it's effective in developing relationships, is non threatening, and can only help out your clients. Do you have it yet?

When you put other's first, you stop thinking in terms of making a sale, you shift to relationship building, and you help others. Your business is more rewarding, your life has impact on others' and your feel good level brings up their own. Just think, if you teach someone to Tweet, you are teaching them the future. So close out your call with a simple: "Do you Tweet?.......Let me show you how"

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This Series is available on Evan Carmichael

1. Affiliate Management: The Approval Call 2. Prospecting Call

3. Sales Call

4. Post Sale Follow Up, Upselling, and "One More Item" or "Last Minute Shopping" Technique

5. Customer Service

6. Refund or Complaint

7. Compliance, The Byzantine World of SSL, and Merchant Accounts

Related Articles
  Sales Prospecting is the most important skill©
  Keep Prospecting Simple©
  Prospecting it is simple only DOING counts
  Maximize Revenues©
  Prospecting For New Business - Cold Calling
  Get In a Rut
  Prospecting - Time really is money©
  Sales Prospecting Techniques
  Prospecting's 8 Simple Steps©
  The Paradox of Sales Training
  The Threat of Recession and The Field Sales Professional
  Powerful, Persuasive and Motivating Language
  Power Words
  What is the Most Important Selling Technique?©
  Prospecting and Making Cold Calls©
  Sales Management, Prospecting, and a Sense of Urgency©
  Field Sales Prospecting, just do it!©
  Sales Prospecting for Sales Results
  Sales Prospecting Is a Dirty Business (or Why a Clean Desk Is Not a Good Sign)
  A simple way to make more money©

Article Tags: Converting, Customer Service, Internet Marketing, Management, Prospecting, Sales, Small Business, Up Selling



Related Forum Posts
Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
I answer my phone - when I worked in the Call Center we had to say "Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you. It's been a few years now but I've kicked off "How may I help you?" part.
Money I made while in School - While in university I did have a Student Loan (still paying that bugger off) and had a part-time job as a Call Center agent (inbound). *Canada* I also designed websites (outsourced all the work). I just worked on getting new customers, managed the projects to completion and helped create Marketing Plans for my clients (Online and Offline). *Canada* When I was studying the in the States I also made some money as a Part-time Flight instructor. *USA*
Comapnies that release buggy software - I know that companies have been doing this for a long time - rushing software into release and then sending out "patches" for the many problems they have later on, but I've never understood it. Surely the bad will they generate is enough to drive away customers?? Having said that, I've got Windows XP, it works just fine for me, and I see no point in changing. Call me an old fuddy duddy, but in my experience new software usually takes away stuff you loved about the old application, and puts in new stuff that you hate, because no one ever asks the users what they want...it's all done by techheads....or whatever the term for those guys is these days...
Re: Note to Mods - Sneaky Spammers... - Another few quick tips... If someone joins then starts a new thread(s) right away with any sort of self-promotion in them, it's most likely a drive-by poster (spammer). This is especially true if they don't at least give an introduction first, or come back after a day or two and actually participate in the forum legitimately. Truly legitimate users don't do that stuff. Sometimes people make mistakes at first then end up being good members, but not often. This might sound mean but don't give any potential spammer the benefit of the doubt. FAR more often than not they will never become a useful member of the forum, so we don't want them here. I've been moderating several forums for the better part of a decade and I can tell you right now it's better to just delete a post you are unsure of rather than leave it. Chances are that if you have any doubts about it at all then it needs removed. Call me a hardass if you want, but I hate spammers!


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