Finding new customers when times are tough
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!!