“I make 40 calls per day!” She excitedly told me.
“Great, how many connections did you make?”
She looked at me like the headlights from my car just startled the dear on the highway at 3:00 a.m.
“What do you mean?” she asked.
“Connections. You know, actual conversations with people where you get to learn more about them, their business, and the problems they’re having.”
“Oh, I spoke to one lady for a minute, but then she had to go.”
It’s an easy out, isn’t it? “Hey, I made 40 calls today.” Or, “Hey, I sent 150 emails out today.”
I’ve heard these pronouncements for years. I still remain unimpressed.
Yes, sales is a numbers game, sort of. But, isn’t it really a people game?
Do you take the time to connect with your prospect to really understand their pain? What keeps them up at night? What is causing them stress?
It used to be just a numbers game, and I would churn through so many leads your head would spin.
After a while, the lack of progress caused me to rethink my approach. The lack of understanding of the customer. The inability to answer the basic questions about their pain, stress and what keeps them up at night.
And it’s not rare. Do you take the time to really understand what’s going on with your prospect? Do you recognize how your product or service can really help alleviate their problem?
The other side is caring too much that you spend two hours on the phone with each prospect, giving them all the answers but not once selling them anything.
It’s about establishing balance. Provide enough helpful information so they understand what it’s all about, and how your product or service can help, and then encourage them to take the next step.
Where you run into difficulty is if this process is not formalized, online and off, on the phone or in person.
That’s where I come in. To help identify what’s working, what’s missing, and fill the gap with a proven, repeatable process that increases revenue just by applying it consistently.
“Dialing for dollars” is not complete, I think “connecting for dollars” is more complete.
Let’s see how we can help your operation boost revenue just by applying a consistent process to your sales efforts. Schedule a consultation today to get started.