"An expert is a man who has made all the mistakes that can be made in a very narrow field."

~ Physicist Niels Bohr, quoted in the Harvard Business Review ~

What’s Simons best tip for Telesales?

That’s a big question. Anyone who has met me in the course of their business life will know I have plenty of tips, plenty of process and a good degree of integrity to pass on to open minded young people who make their living on the phone .
There is no one tip that is top of a list as my help is very much horses for courses. That’s an old racing metaphor. Certain horses do particularly well at certain racecourses and that’s a fact. For example a few courses are left handed (so anti-clockwise) whilst most are right handed ( so clockwise ). Some horses cannot race to their potential on left handed courses whilst others have a distinct advantage. It’s curious and totally true. 
As for my best “tips” I do have one for almost everyone. When people meet me or send their weekly emails they get lots of personal ones. However if I were in front of a judge I would have to give the following as the single most useful tip and it applies to everyone.
Sales and telephone sales has not changed much from the dawn of telephone time as it’s all about persuasion . Persuasion has been around since human times began. It’s technology that has changed dramatically and particularly over the past 25 years. 
Email is the focus of my “tip” : What every person responsible for new business should do is look forensically at each and every email they receive. The judgement is then “Can I call this person ?” Or more precisely should I call this person? Make a brief mental plan for that call before you dial. Keep going until you reach the person who placed the enquiry or the order. 

The opportunity to upsell and cross-sell is in every call you then make. Most people appreciate the call. It often secures a deal which is equally important. The value of a telephone call before any email confirmation is missed all day and every day by many companies.
The very weakest will be replying to emails with your own emails and then a long chain of email can happen. Ping pong. Total nonsense . I encourage everyone to reply to almost all sales related emails with a call.

Most of your potential and existing clients will appreciate the courtesy of these calls and after doing a hundred of such calls you will quickly see the advantages of improving the customer relationships and improving your own sales figures.
You don’t need to trust me on this you simply need to test and measure to confirm the process to yourself .

USING DATA CORRECTLY WITH TELESALES


Here is my suggestion on finding cold calling leads and a process on obtains the leads. If you even remotely trust the above graphic there is a surprise for you in this article.


You may already have staff doing their own research before calling potential clients. This is certainly not the best use of their time if employed to get you new business by phone.

Very valuable time, often hours on end, are spent searching websites, LinkedIn and entering non clients onto a CRM isystem. ( The polar opposite to what CRM is all about and what it was really created for).  CRM is a Customer Record Management system - not for recording prospects). 
My solid advice for most is to buy in good data lists. Your team then spend their day  doing what’s important- calling prospective clients. Those hours spent researching? Generally a fudge for not being active on the phone and an extension of Call Reluctance. Buying a good list pays for itself in time saved and new clients.
Economically it’s such good sense to buy good data. Here is another consideration:

When you do your own research and make lists you need to be careful.There is no way of knowing if the target company is on the CTPS. (Company Telephone Preference Service).

Apart from any potential fine from calling such prospects, it really isn't an ideal start to a call when the person on the phone explains that they are on the CTPS list and that you shouldn't be calling.

I prefer to "call with confidence" - Know, without doubt, that your data has been sourced in the right way, is of high quality and meets all of the latest UK marketing regulations especially since GDPR. ( General Data Protection Regulation ) was introduced.

You also need the backing of knowing that the data has come from one of the UK's leading B2B data houses. My contact company is a founder member of the DMA (Data and Marketing Association) and is a multi award winning in their field.

Correctlysourced lists are presented in neat Spreadsheets with columns showing all sorts of key information about the target Company. Over and above the basics of address, phone, contact name etc, other metrics such as turnover, number of employees, year established and more specific data.

My own contact  is as safe as houses with all of the above so if you have need of good, clean. CTPS checked lists then please get in touch with me for details. I do not make anything from the  introduction. It is part of my service to clients. You do need to be my client though🦉

Using such lists is far more economical, trustworthy and positive than all that time  spent with telesales doing their “research” or calling very dormant old customers .Take my advice I have seen both sides of this coin for a very long time. 

Oh yes, the surprise I promised you ? The graphic above is legendary in one form or another. However the statistics are not true for sales calls, not true at all ! The basis of these types of list are based on a myth. Back in the 1950’s a research company produced some strong data for a branding agency. The rough figures were for how often it takes people to respond to billboard adverts around the city of New York. How often it takes people. to remember the brand name.
Since then the table and many chewed up variations of it as above have been wrongly attributed to the sales industry which is very different to the Branding detail used by marketing companies. 
Now you know.



A Persistence tip. The beating heart of telephone sales

This is a short real life story that illustrates persistence when you really do need it. The following, like all my blog posts is my opinion only. An opinion shaped by 30 years on the telephone and running teams. Make your own mind up to see if this works for you.
I have many examples but this one is current. One of the things I hear a lot of is people referring to dials , dialled calls to clients in their lead lists. Dials are nothing. Anyone can do dials. It's conversations and conversions that count. Also the interim figure which is advances from that first call. Forget about dials completely. It's a number not an activity worth recording. Sales is not and never has been a numbers game. We all need to make calls. Making plenty of calls is the process. But you don’t win just by “doing the numbers”. Success is far more subtle. My border terrier could do 400 dials a day. It’s not the metric to measure.
Many conversations, depending on your business, are inbound enquiries as they have been trying to get your company to answer by phone or an emailed enquiry. So it's really not good enough to give up on them too easily.

Saying "19 inbound leads today and spoke to two of them.” Is something I heard from the team of one client last year.

I have my doubts on what happens to the other 17 enquiries ~~ so they get called again, emailed an estimate or left ? I know what happens after one call ! 
They get an email and that's where you can make the biggest mistake on inbound calls.
They should all be called several times in the first day if they contacted you.
The best telephone method and the only one that I promote is Phone-mail-Phone. Starting a relationship with a potential buyer is best done by phone and in that first call you get the who, what, where, and when and followed up by email confirmation and then phoned again to close or make significant advances.

Just guessing what you think they want and quoting is often not good enough. You have to speak to them. Often your questions should be around why they want something. That allows you to make better or different suggestions . These suggestions help the client. When you are helping a client get what they want you are also helping yourself get what you want.🦉


Try really hard to phone everything relevant in your email inbox.

Even if you do feel the need to email as you cannot get them by phone keep trying to get them even when you sent an email. You have good reason to be in hot pursuit on the phone if they made the enquiry. It is permissible for you to keep calling but maybe not badgering to get through -they made an enquiry. You have questions.
The next step :
The best set up for a close is when you get the potential client to agree to call you back. When he does, happy days. When he does not you call him. There is a real technique here that is part the of my coaching that gets this system running like a Swiss watch.
Here is my example. After 30 years with the same father and son medical practice I have had to change to one nearer where I now live. Registering was easy but making that first meeting with a doctor took skill. I was told that once on the system I could call back that same day around 4 pm and make the appointment. Except they then told me they didn't have any for a month and to call back at 8am sharp each day to see about cancellations. This is a regular occurrence for everyone using GP services. 
I did not want an appointment that day I wanted one next week. The process to get through at that time is one I know well. You continually dial from 8am or you never get through. I did this. 60 dials and redials then it answered and cut me off. Another 7 minutes more dialling to get through . 26 minutes continuous dialling. That is the persistence I refer to. They don't know me at all at this stage but then ten minutes later a doctor was phoning me back and our meeting for the next week set up. You don't count the dials just the fact that I made the calls and got the advance.
I am not attempting to be a smart Alec here. This actually happened and went my way ? Why ? Well firstly I had a strong desire to see a doctor as I was in considerable pain
So that made it important to me to get through. That was a lot of dials and no luck. Persistence did pay off. 26 minutes consistently redialling an engaged number.
You will each have similar situations. Problems with your children at school / getting home. Car in a garage/ deliveries at home . You get the picture ? With all these you don't give up and you rarely email. This is my approach to leads and I doubt emailing the surgery would have done me any good at all.  
I would suggest that dud leads with no number or the wrong number be returned. It's not a lead and should be replaced. A lot of figures are based on leads that are issued when KPIs are measured. Make sure you get the dud leads replaced. 
I
When you get to the office and others spend the morning looking at LinkedIn, checking the CRM and doing email ping-pong you are on the phone cranking up the interest with new prospects. You will be at the finish line far quicker than the others. This is like ABC to me, and yes it did take me quite a while to learn  the best way of working but I have it now and have had it for many years.

To Cold Call or not to Cold Call ? A guide for business owners.

Above is a large bunch of bananas. The baubles are the same as your clients in your pipeline. You have to call all  the bananas to get clients. Email will never crack it. Start calling people as if your bunch of clients depended on it. Stop fudging it and start winning. See below:

Many business owners reading this article will be starting with an entrenched and uncomfortable view of Cold Calling.

Interestingly the confusion between business to business cold calling and pestering spam auto-dialler calls and call centre calls to our collective home numbers and mobiles is only one small part of the reason for people, particularly business owners, being so agitated about Cold Calls.

In business to business sales the agitation is more truly to be found around being unwilling ourselves to engage in the process of picking up a phone and calling, say, our top ten new target clients each month. 

It’s not that anyone doesn’t want new business it’s simply Call Reluctance in making such important calls. So we employ others at not much above minimum wage and minimal ability to make the calls ? You know that process? It’s dreadful where your top prospects are concerned. Owners need to man up and call their counterparts in target companies. 


                           A Football Analogy
My example here is a game of football. If you agree to play a game of football you know there are rules and that you are aiming to outwit  the opposition and score goals . If you don’t like the idea you don’t play football. 

Business is the same. Setting up your business and having a phone installed is agreeing to the rules of the game. You call for business and others call you. If you don’t want that freedom the answer is not to have a phone. Complaining and hostility about inbound calls is such a nonsense when you are also looking for new business yourself. I see it everywhere.


A halfway house is getting listed with TPS (The Telephone Preference Service) and that will allow you to miss out on exhibitions and business propositions and other great opportunities that some inbound calls will bring. Being too precious about calls is showing an underlying issue or two . I have noticed many a company man taking an unhealthy  delight in getting rid of callers. This is my opinion.

If all SME business OWNERS  made 10 fresh effective calls a month to their top target counterparts their business would be transformed in 12 months. So much so that year on year you would increase these calls each month . Hardly anyone does it though. I am at the sharp end of helping people get more clients and 30 years later the story remains the same. Owners should make calls to get new clients.

I am not even talking about a Telesales team or procuring an outside agency to do the calls . I am talking solely of business owners making a tiny amount of calls themselves to their main prospects. No stronger call will be made than one MD calling another. That is my advice.

Call Reluctance is the only thing that holds leaders back and allows them to make a dozen excuses every month that permit them not to steer their company by example on the phone.

Some do it. I know many who do and they roar with a sense of well placed derision for those who don’t lead their teams by example .

My career in sales goes back several decades and Call Reluctance has always been noticeable as the least mentioned and yet most prevalent failure in new business ventures. In my experience around 90% of those of us running a business can overcome the problems associated with Cold Calling.

Get a professional to help you set yourself up and your team. Getting the right advice is essential. Where you get it from is up to you.


There are a ton of training companies most covering every subject under the sun. I cover just one subject and yet it affects all that happens. I am not in HR , computer software or an analyst or an Accountancy person I am a telephone sales accountability coach.

                Telesales acounttability coach

I am a Telesales coach and nothing more. Many will look at my Google reviews and give me a call for a conversation. My clients will sell themselves on my help and how it works . Call my office and we can set up a free call. Whenever I give my number out I tend to get emails, thus proving my points above.

How often should you pick up the phone ? At every opportunity is my answer. Call me 020 8720 6567

Choosing an outside Telesales Trainer well. It’s your choice.


My number one piece of advice is to see the CV of the person delivering the training. You can have the slickest website in front of you based on a training company image. But what about the trainer ? Trainers need experience in sales, solid experience, The old saying is  “ If you can’t do, then teach”. Whilst this motto is not true  it’s surprisingly along the right track with sales training these days.

My history is here for all to see. I work on my own with total reliance on my own methodology to win over and coach trainees into success. All based on my own long and varied experiences on the phone. You cannot beat empirical evidence over several decades.I am not a trained trainer . I am a Telesales expert passing on the information everyone needs to shorten their learning curve.


I do not believe people are trainers in their 20’s and 30’s. Why are they not earning very high commissions in sales on the phone in those years as I did ? Selling is exactly what I was doing then. Teaching and expert coaching based on those years and using empirical evidence is what I do now. Wild horses would not stop me selling to teach.

The next thing to focus on is the type of coaching and training you require.

I will immediately mention online/ E-learning first. This is used by those who want a very low budget solution who hold a bold belief that telesales instruction by E-learning can do the trick and people will read the modules and by magic their performance will change. 

It is certainly a cheap option but does rest on your audience having some form of desire to read and then magically deduce the best way to proceed. A zero star rating from me. It’s pants. You know it and I know it. I don’t see it as competition so I am not knocking the opposition! It’s all tick box and unrealistic. Ticking boxes does not make a Telesales expert.

E-Learning for sales and any expectations of serious engagement with potential clients is “Strictly for the birds”

Secondly you have generalist seminars on Telesales. Very good for team bonding and you will be exposed to role play, games and other interaction to get everyone in the mood. A shot in the arm, often a day out of the normal routine. Short term it’s good but the issue is within the notion that people return to “type” pretty quickly. It does not treat the universal “Call Reluctance” more than superficially. This is my opinion and may not be shared by others.

🌟🌟 2 star rating from me. I do not do seminars except in specialist areas. It cannot be compared to 1:1 in-depth personality led coaching over a few months not a few hours.

Thirdly you can try it yourself . Again you will probably be let down by a lack of personal experiences which are the empirical evidence needed to really educate and drive a team in the nuances of getting those meetings and deals. A 🌟🌟 star rating from me.

Finally I offer my method of coaching people 1:1 often with outstanding success where the recruitment of satisfactory staff has been achieved. Your team do not need to be geniuses however they need to speak well and be ambitious. I will let others give their star rating on my Google and Yell.com  reviews 

In many, many cases great  results are achieved working with me and my process which are custom delivered to each company. No two companies are the same no two assignments are the same, no two people are the same. 1:1 coaching unearths the true issues and drives performance.

It would be dishonest to guarantee success in advance as much depends on having eager participants. I work on the basis of leading horses to water. Your team need to allow themselves to drink. You may have to accept that recruitment does not always produce winners. Replicating success at an interview on a daily basis is a big ask.

Get in touch. 90% of my clients will not be wrong. The bottom line is results that can be achieved with insightful advice, driving enthusiasm and accountability coaching. My engagement includes 3 months follow up. Usually this is exactly what is needed. Call my office and I will be happy to get back to you to have a discovery discussion with any business owner. 

Closed off to new ideas ? Rugby coaching example.


I heard an interview recently with an
International sports coach commentating on rugby. He was being asked how it is that some sportsmen make it to the top table in sport and how others with real talent and everything going for them miss out on that elite level of sporting prowess. They don’t make the team yet they should make the team. Curious ?

I have seen this question posed many times and the usual answer is around an “edge” that some can deliver to their game through personal disciplines. This is the standard thought.

I was not expecting the reply that this particular coach gave.

He explained how long and how much he had been around the top performers in rugby and concluded on what is the defining point of those that make it over those equally talented that do not make it.

His most valid point was around the best players understanding that every training session and every match is all part of the learning process. You never suddenly know it all. This is true in telephone sales and customer service.

We learn from every discussion on the phone and every meeting with clients. We learn also from others in our organisations that are there to help us. We learn from mentors an trainers too. The day you stop learning, the very day you feel you know it all is when you need the following advice:

The punch line for the international rugby coach when giving his perspective mentioned how so many talented people become “closed off” once they attain a certain level. Once players are “closed off” they are no longer open to advice and improvement. They have become the axis of their own performance (my words here). Simply put they know it all and stop at that level. With nothing left to learn they are overlooked in the superstar selection process.

No truer comparison for this behaviour than an office environment. A sales office in particular and sales managers in many cases. Their development often stopping the minute they tack “manager” onto their CV. I meet a lot of good people who have the sense to ground themselves and be open to help and constructive criticism. I speak with business owners who are open to all the help they can can get. Managers I have met have often been at the top of their game. And yet so many are completely closed off. 

Some give the impression that the sun shines ...........(I shall let you end the very well known saying). They are closed off and often the wrong choice. Once good salesmen rarely make the best managers is my conclusion. 

The world, your world is always changing. Never take success strategies for granted. Never believe your own story that you know it all. I have been in sales a long time. Every year I pick up new things and new ideas. I meet great people and enjoy empowering them and being empowered by them.

The rugby coach is correct. When we are “closed off” at our personal top level much of the processes that used to work gradually stop working as our ego takes over and in telephone sales that means we stop leading by example.


Telemarketing in the UK : Who is making your calls ?

(I am grateful to www.datathatcounts.com for the inspiration and much of the content in this post).


“We tried telemarketing but it didn’t work.” This statement can be heard resonating down the years from companies who should be embracing active telephone canvassing. To put it mildly many, many companies let themselves off the hook preferring the inferior razzmatazz of “social media”. Well, excuse me for disagreeing as follows:

Bearing in mind that despite advances in technology, picking up the phone and having direct contact with prospects is still the most effective method of generating leads, opportunities and sales. 

       “We tried telesales but it didn’t work for us”

Such a sweeping statement deserves closer scrutiny, to establish exactly why “telesales didn’t work”.

What level of preparation went into the campaign before the calls were made?

How was the target market identified?

Where was the marketing data sourced from to ensure that they were speaking with up to date accurate contacts in the right job functions at companies that met the campaigns ideal prospect profile?

What thought went into what was going to be said on the telephone?

How were follow up requests to be dealt with?

What were the objectives of the campaign-appointments-leads-both?

Most importantly perhaps is what  level of competence have the people you entrust with this work ? Have they been trained in the art of persuasion and getting results ?

There are usually a number of holes in the prep phase but also and interestingly, when it comes down to it the person who’s actually been tasked with making the callsoften,  unfairly to them, are inexperienced and poorly prepared for the task.

For some reason telemarketing is often seen as a low skilled task that needs to be done and so an attitude of getting someone junior in a Company to get on the phone and “make some calls” prevails.

Results not surprisingly are often disappointing and so therefore “telemarketing doesn’t work for us”. I like to use the word FATUOUS in response to this phrase. There isn’t a single company that could not improve results if they are in an open market situation.

Some people with basic knowledge can do an oil change on their car, and can also change spark plugs, fit an air filter, and know a bit about basic fault finding but you wouldn’t want them putting your new gearbox in would you ?

They probably wouldn’t know where to start and there’s a good chance that if they did have a go, your car wouldn’t be able to go backwards when they’d finished.

Telemarketing is a tough, professional and skilled job. When carried out in the right way it can be a great addition to your overall lead generation strategy.

Don’t ask just anyone to do it however or you’ll end up with your gearbox all over the floor!

Make sure that the data you are using for your campaign is absolutely spot on in terms of accuracy, and meets all latest marketing legislation which includes TPS checking. 

Then make sure that whoever is making the calls has the ability and experience to engage your prospects in a meaningful two way conversation to uncover genuine leads, opportunities and sales.

With high quality marketing data, being used by a professional telemarketer, you’re well placed to reap the rewards from your next campaign.

☎️ I would like to thank Robbie Stepney of www.datathatcounts.com for his inspiration with this article. Robbie is a very competent list broker and the lists  are high quality (I have used them with clients) and I am happy to truly endorse his services.


Where is your mobile phone today ?


This blog will annoy quite a few and will make perfect sense to quite a few more so on balance I recommend it to you all.

Phones in the office of the mobile variety:

Anyone have a clue how many business days a year are lost to social media browsing and phone chat /texting to buddies whilst at work?

The strange thing is that I never visit an office where anyone mentions or admits this habit, even when asked. It’s collective numbness to the notion that time is being wasted and taken from your employer. Mobile phone use for games, browsing and texting in sales offices is simply embarrassing.

Everyone used to be furtive with their social media browsing at work always or often hiding it from colleagues.

Not so now, mobile phones are in permanent and conspicuous view at all times on nearly all desks. A few companies have the strength to specifically ban them in “work time” as do some schools. 

The most common moan from telesales operatives is not having enough time to do their work. With such indiscriminate use of mobiles it’s no surprise.

Many simply pay lip service to the notion that there is anything wrong about the habit. You all know that if it were your company and your money paying the wages you wouldn’t want it. You would not want your team shoplifting your time is a good way to look at it.

One way for employers to solve this conundrum is from the start in the interview situation. I ask about social media and its relationship to work. When I get the right answer that sets the tone for all future discussion and works every time. I ask people if they need 24/7 contact with their partners or children ? Give me the wrong answer and your interview ends. Once you confirm to me that you will work when you come to work then the issue is settled. We should not need to revisit the subject.

As the old Irish saying goes “There is a time to go fishing and a time to dry your nets”. When you are at work in a Telesales role you are fishing. Those that get this, and only those, are the winners in a team. If you sit at your desk drying your nets ( lazing around on your phone) you need to be moved on to make way for a fisherman. I am ruthless in giving this advice. There is a ton of immaturity around phone use.

In America they go further. Cell phones are often confiscated during school and work time. Emergencies are dealt with via the office phone. They go as far as computer screens switched off for calling sessions with leads printed out in advance. They ban browsing , they ban the time wasting on Linkedin and they refocus teams to doing the job. Making calls.

The best companies in the US do not allow Email during phone prospecting time and that is a huge step forward on its own. Successful departments are limiting the rat runs from the core function of a Telesales / new business drive. 

If a team is focused on the calls in these sessions then good results flow. All the administration work is done later. You make notes on paper and  your potential clients make notes and you keep calling. You add notes to whatever system you use later and you need to be concise. Time wasted on pointless phone notes is another subject.

I would like everyone to think how often their phone is switched on in a church, in a cinema or theatre and then tell me it’s required whilst you are working in sales ? 

Having a seperate business mobile is allowed but it needs to be business only.

So when you hear the excuse of “Not Enough Time” it’s high time a team realised that time is all they have.

There is simply no such thing as “not enough time” in a sales office. You only have the same amount of time like all of us. Time passes and it’s how we use our time that’s important. Bemoaning lost time is pointless. Time moves on. Check your daily use of your time. It’s easy to improve and you can start with your phone 📱 

Let’s Talk About Talking

You may ask why I am reviewing someone else’s book ? The reason is that I am a great admirer of things well done. I got in touch with Greg with some views on his first edition and we started a conversation.
Subsequently Greg has asked me to write the Foreword to his updated and supplemented book Let’s Talk About Talking. It is newly available on Amazon and here is my Foreword which
neatly doubles as a review.


“I fervently wish Greg’s book had been around when I started out in telephone sales. The difference between his publication and almost all the others of its kind is that Greg is someone who, for a lifetime, has done what he talks about. It shines through on every page. His experiences are recounted in an amusing but clear and satisfying way. No snake oil here.
No one could have written a book like this, unless they had lived the life and dealt with all the obstacles and pitfalls first-hand. There is no psycho-babble or jargon. Greg’s book is exactly what’s needed in this modern age when nobody has time to sneeze. Your performance will be enhanced from day one.
Anyone in a professional environment who uses the telephone to generate business should read this book. Greg’s insight, discipline and intuitive thinking certainly resonates perfectly with my own coaching methods, particularly with younger people, who have grown up with computers.
For business owners this book should be considered an indispensable team textbook. It will significantly help you with new recruits and also with your more experienced sales staff.
Anyone who answers the phone to a prospective client in your office is strongly advised to acquire it.
It’s very hard not to benefit from the wisdom and symmetry of what Greg writes here. If you are in sales or customer services, then for a very small investment, this book will repay you thousands of times over.
So buy it, absorb the advice, apply it daily and watch your garden grow. In my view, this book is unique in its genre and from a true master of the subject.”
————————
The above is my Foreword to Greg Peake’s new edition of Let’s Talk about Talking.
Should you be interested in why I am promoting someone else’s book the answer is simple. I am very comfortable in my own skin and happy to endorse a very good book on the subject of telesales. There are a ton of sales books out there and this one sits neatly on the top for telephone sales. Those who know me would know I would not endorse rubbish.
Let’s Talk About Talking “ dovetails perfectly with my own coaching of sales rooms around the UK and Europe.

THE ESSENCE OF SUCCESSFUL TELEPHONE SALES LIES IN PERSISTENCE

As with all my suggestions, the following is my opinion only.   However, it's an opinion shaped by many years' experience of selling on the telephone and helping to run teams in such a way as to lead to optimum results.   It's empirical advice and it will help you.   Or it won't.   You alone can be the judge.


Depending on the business in question, many sales conversations are initiated by inbound enquiries - by phone, e-mail or via social media.   All can generate enquiries, but how you deal with these first green shoots will determine much of what does or does not follow.
Therefore it's unwise to treat them in an idle or cavalier fashion.   '19 inbound leads today;  spoke to 4 of them.' when you report your daily and weekly activity does not cut it today. In fact  It never has cut it yet in my long experience this is something which occurs in teams regularly.

I have often speculated on what becomes of those potential clients who are not spoken to directly ? Are they eventually called again, e-mailed an estimate, or are they simply left to crumble into dust ?
I know what frequently transpires after one inbound call - the enquirer gets an e-mail response and that's it.   Big Mistake.   
This may sound extreme but I recently worked closely with a company in which this was almost standard practice.   E-mailing quotes to potential clients based on inbound calls, e-mail or social media enquiries has to be the most misjudged response any telephone salesperson can make.   So I hope this person is not you.
The company I refer to  deals with inbound enquiries in a competitive arena, handling a steady stream of enquirers all looking for a quote -  Put simply,  the sales' team does not value the enquires they are getting.  Not replying to an inbound enquiry directly and personally, by phone, is  poor business practice. If teams cut this out more sales would be made. More up-selling and more cross-selling would follow too.
If time permits, those making the enquiry should all be called back on the day of their initial approach.  You need to speak to them directly - that’s the business you are in.  So keep calling until you're able to speak to them or they have somehow disqualified themselves.   Do not take the easy route by resorting to e-mail. Email is not better than email followed by an email.
The best sequence of action - and the only one that I personally advocate - is Phone-Mail-Phone. Opening your relationship with a potential buyer is nearly always best done by telephone, since in that first call you get the who/what/ where/when, at which point things can generally be effectively followed up with an e-mail confirmation.   By contrast, responding to an e-mail with an e-mail is not only lazy but more significantly it means you entirely bypass the opportunities created by a direct conversation.
Assuming you know what your correspondent wants is never, ever, good enough. You have to speak to them to know for sure what their intentions are and how best to deal with them.
Therefore, try very hard to answer by telephone everything in your Inbox which looks as if it could turn into income for your company.   Only resort to e-mail if you really, really cannot reach the person you need to speak to by phone.  
And start calling immediately, since the first two days are critical in terms of response time.   Make this an absolute priority if you are working on an inbound desk. Remember you can never call an inbound enquiry too soon. 
After all, you have a perfectly legitimate reason to be ringing if the person in question has contacted you in the first place.   You are entitled to follow up and saying so should get you past the most obstructive gatekeepers.   You are responding to an enquiry, so use that advantage.
In summary, call all potential clients who approach you and speak to whomever you need to with confidence.   Come the end of the month, you'll be pleased that you did.   Don’t be fooled by the temptation to e-mail rather than picking up the phone.  You need to establish a person-to-person relationship and this can only be achieved through direct human interaction.

So put my counselling to the test and surprise yourself.   If you apply it correctly, you will open several new accounts each month. You will also sell more to new accounts and gain opportunities to cross-sell other lines and services.   Take it from me, e-mail is not the effective route to success:  a voice at the end of a telephone is.

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