Finding new customers when times are tough

Guest post by: Bob Hazell
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Handling pricing and delay objections - By Bob Hazell

Finding new customers when times are tough!

Contact new prospects and past customers
We need to constantly grow our customer base, don't we? How can we do that?

Do some research
Look up all the customers that used to use our products or services. If they once used us, it is time to speak with them again. Also, grow our customer base with carefully selected future prospects. Don't put this off. The sooner we start the process, the sooner it pays off.

Send them a letter
Yes, I said letter, not email. Letters are much harder to ignore. We don't need to say too much in the letter, but it does need to be 'customer centric'. So make it about them, their challenges and needs, not about us and what we do. The letter will help to take the 'cold' out of 'cold call'. It gives us a real reason for calling them later. If we hand write the envelope it greatly increases the chance that the letter will be read.

'Phone them 10 days later
The 10 days is close enough for them to remember seeing our letter, but long enough for them to have buried it in the 'in' tray, filed it or dumped it. Prepare what you are going to say. The reason for your call is "did you get the letter I sent you?"

Remember that we are only selling an appointment
That is, provided that we can't sell our products or services over the 'phone. If we can sell them over the 'phone, get on with it. But if it's an appointment we need, that's all we sell. The way this is done is crucial, but if done properly we will get at least one appointment for each four contacts. If you can't get that in your business, ask for a no obligation meeting by emailing us here. As in all things we do, we need to find a winning formula that works for us and stick with it. So have a script. That in itself inspires confidence. On our workshops the script comes as part of the package. The close is amazing, and is what brings the appointment!

Do you need a cold calling script? With a good one you can get more than one appointment for every four decision makers you speak with!!

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Handling pricing and delay objections - By Bob Hazell

About the Author: Bob Hazell

RSS for Bob's articles - Visit Bob's website
Get sales training online and in workshops from Advanced Training - in business since 1973. Visit http://www.sales-training-uk.uk.com for more details. Here is a recent testimonial: Hi Bob! Hope you're well, and had a good journey home from Wakefield yesterday. Thank you for a most enjoyable day. After spending 11 years with TNT and attending hundreds, yes hundreds of Sales Seminars, training courses, conferences etc. I really didn't believe you when you said at the beginning of the day that we would be learning something different. So I was pleasantly pleased when I did learn something different, how to approach a situation differently and the day did fly by. Thought you might be interested to know that I have put the techniques into practise today, whilst I have been in the office. I have had a most successful day gaining 2 accounts and generating 14 appointments for my diary next week, which I am really chuffed about. If at all possible would you please email me the telephone script you mentioned during the day, I would be most interested to put it to the test. Thank you Paula Millson That pretty much says all there is to say, doesn't it!
Click here to visit Bob's website.

More from Bob Hazell
Handling pricing and delay objections
Finding new customers when times are tough
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Get Listening
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