Are Telemarketers the only people that CALL YOU?
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Are Telemarketers the only people that CALL YOU?
Picture this: You are sitting at your desk going through your To Do list and suddenly the phone rings, ¡§RING, RING!¡¨ Given you know how challenging lead generation can be, you say to yourself, ¡§Great this could be an opportunity I don¡¦t have to chase!¡¨
In an enthusiastic manner, you answer the phone, ¡§ABC Widgets, good morning, how can I help you?¡¨ The person on the other end of the phone opens the conversation with, ¡§Am I speaking with the business owner?¡¨ You realise, quickly, it¡¦s yet another bloody telemarketer! ¡§Damn you telemarketer!¡¨ you proclaim underneath your breath, as you politely tell them you¡¦re not interested and promptly hang up.
Does the above scenario strike a cord with you, often?
If the answer is yes, don¡¦t despair, you¡¦re not alone, this is common and there is a common reason for it: To put things simply; your business is not interesting to your potential customers. Moreover, your value proposition (what your company stands for), is not compelling enough for your customers to go to the trouble of seeking-you-out and initiating contact with you.
This is a sad reality for too many businesses; but a true one at that. However, it can be resolved with a simple tweak of your thinking and strategy. If you want your customers to seek-you-out, first; you have to be interesting to them, and second; more often that not, you will need to be radically different to most, if not all, of your competitors.
Let me explain what radically different means; it can mean a difference in offering of only 5-10% if all of your competitors are selling the same thing in the same way. Radical is not as hard to achieve as you my think; it¡¦s the concept of being different that makes it so challenging. It's much easier to run within the safe confines of the pack isn¡¦t it?
„X What does being different achieve? You stand out from the crowd!
„X What does standing out achieve? People notice you!
„X What happens when people notice you? They become interested in you.
„X Is being interesting enough? No, but it¡¦s a start!
The next step is to transform their interest in you - into their best interests for contacting you. You have to give your customers a compelling reason to contact you. Simply placing your contact details on your website or handing-out business card is not enough. Give your customers a choice: either the ¡¥same¡¦ or you. And please give them a reason to contact you today, as apposed to next week or never.
If your company doesn¡¦t have a strong ¡¥Call to Action¡¦ (a compelling reason for your customers to contact you now) unfortunately, you will have to get to the back of the line and hope your potential customers work through their buying process of elimination and eventually get to you. But in most cases they never do. This is analogous to being on the second page of Google in a hotly contested category, the chances of your customer's finding someone relevant and suitable in the top 3-5 listings is likely, highly likely.
How do I create a radical Call to Action?
Step 1: Find out what your competitors are all doing and do something radically different, or radically better. (Remember in competitive markets with everyone selling the same thing in the same way ¡¥radical differentiation¡¦ can mean as little as a 5% margin in value proposition.)
Step 2: Ask your best customer¡¦s what¡¦s important to them, then trial 3 key responses into your call to action based on what your customer¡¦s value.
Step 3: Do the exact opposite of what your key competitors are doing - give your customers choice: either the ¡¥same¡¦ or you!
Step 4: Take action today and lead by example!
Are Telemarketers the only people that CALL YOU - To learn more about this author, visit Trent Leyshan's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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