Thursday, December 20, 2012

We’ll Get You To The 20

Sorry, I don’t care how much you push, how much you need that sale. Sometimes it is just not going to happen. Not just that but they don’t even want to talk to you.

Sorry Charlie. Prospects don’t want to talk to a salesperson until they are somewhere 80% down the sales process. By then solutions and specifications on any projects and needs are already set. If you can attain the status as a member of their "team" in making buying decisions you have attained the Nirvana of Sales. To do this you have to become a trusted advisor looking out for THEIR interests and not yours even when the right choice is not your product of service. This is seldom achieved in the search for new accounts.

So you as a marketer need to think. Oh ya, you really need to put on the old thinking cap on for this one.

1st you need to take an active role in the early stages of the buying process.

2nd you need to get access to all members in the purchasing process so you can understand their roles in the process but also the need and concerns.

3rd you need to have the skills to (I hate this word but) close the deal.

Larson Notes & Satire:  Now we are called cold call experts. We fancy ourselves as new account acquisition specialists. We are the ones who can start the process be it at the 1 yard line or a short field at the 43 to get you down to the 20 yard line. Yes we will take you to the RED ZONE. Sometimes we can do it with a 40 yard pass, other times on the ground 3.8 yards at a time. But that is what we do.

Each part of the process needs a special kind of person for the particular kind of selling needed. You don’t use a full back when a half back is better, or a wide end with a tight end over the middle is the right call. While you might have a Walter Payton or an Adrian Peterson to run it 95% of the time and get great results most sales people are just not that good.  BUT if we got you to the 20 yard line do you have a red zone offence to push it the other 20?

“We don’t sell lists, we find customers.”

Howard Larson
Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

No comments: