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FIB - Scams 101

Re: Depends On The Business

Posted By: Dennis Bevers
Date: Thursday, June 21, 2007, at 7:04 p.m.(pst)

In Response To: Re: Depends On The Business (Jim G)

>> That, of course, is the name of the game: one sells only a fraction of
>> people one calls, either by phone or in person.
>> It’s quite obvious that Networking is the way to go...as well as
>> referrals. But those, of course, take time - and well as a bit of
>> longevity. The new sales person would like to try to get some business in
>> a shorter period of time. That’s done by calling on people to find out if
>> they use what you have to offer and try to set an appointment to see them.

Yep. Calling for appointment, not quite the same as calling to sell a product over the phone. Lots of dealers and salespeople in other industries use the phone to get appointments.

An hour of telephone calls can generate a number of appointments, that are pre-qualified, and should result in a higher percentage of successful sales calls.

>> Which, by the way appears to be ok with the folks at K&B. The
>> company’s sensational new web site includes some “success stories’ which
>> one would seem are legitimate...knowing the company’s reputation and
>> longevity.

K & B is okay with any method the dealers use, as long as the follow the company guidelines - Ethical business, conducted by ethical means, with no mis-representation of the dealers Independent Agent status with Kaeser & Blair.

>> Two of the examples tell of calling prospects on the phone to drum up
>> interest. That’s a cold call in anybody’s book. Even Denise from Florida
>> who did, indeed, join the Chamber of Commerce introduced herself to a
>> banker with the purpose of doing business. No matter what...cold calling
>> won’t be going away anytime soon. Those who don’t do it right, of course,
>> will eventually give up...because it won’t work for them.

Cold calling for an appointment is quite different from the original post that started this thread. The person trying to sell his super-duper X-cubed Search Engine Optimization service to a stranger over the phone did not call for an appointment to meet with him.

>> But an ethical way to do business - which will get you some business
>> while you waiting for your networking efforts to kick in...and
>> accumulating customers or clients who will give you referrals.

Getting appointments usually involves at least some pre-qualification = Determining the buyer is interested in your product or service.

Some salespeople even use a calling service that follows a script and whose only job is getting appointments. They frequently start with a list of pre-qualified businesses, so little time is wasted. With less than 40 quality hours of sales time per week, the more the salesperson can do to pre-qualify and get appointments, the more business they are likely to generate.

Dennis Bevers

My home-based business that works for thousands of others

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