SALES PROSPECTING CALLS THAT CAN MAKE YOU HEAPS OF MONEY

SALES PROSPECTING CALLS THAT CAN MAKE YOU HEAPS OF MONEY

Opening lines on a Prospecting Calls, that when you call on someone in person. In the 21st Century this seems to be a dying art. Yet in the right hands, it’s one of the most powerful selling tools available. 

The best part is, the fewer people that use this approach, the more powerful it becomes - simply because the more limited the practitioners become, the greater the opportunities for those still doing it.

Here are few suggested ways this can work for you:

PLANNING IS THE KEY TO WORKING YOUR PROSPECTING CALLS

Plan where you want to prospect before you make a call. What I’m about to suggest to you may really upset some of the old school that have been door knocking their way for the last 30 or 40 years and believe they have the best methods. So be it. I feel the same way too, but the methods I use are many of the ones I didn’t develop myself, but learned from superseller professionals. What I have learned from them is not to waste my time or energy. Some call this working smarter and not harder. I just call it common sense.

STREET FRONT RETAIL SHOP BUSINESS CONTACTS

If you want to door knock within the retail sector in any given street, walk up and down the street, or if you feel less energetic, drive up and down the street, then pick the stores you want to call on. In other words, find the ones that offer the greatest potential. Then once they have been located, simply walk right in and do this . . .

GATHERING STREET FRONT RETAIL SHOP BUSINESS CARDS

“Hi my name is Peter, and I have something that would benefit your shop greatly, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please?

Most times you’ll be speaking to an assistant and they will give you the card, or you may be chatting to a control freak, or someone that wants to know everything the owner is doing, or even the owner him or herself, and they say, “What is this about?” 

Once you hear that NEVER explain anything, but simply say . . .

“As I said, I’m running late for an appointment, I think I have something that would benefit this shop greatly, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please.”

9 times out of ten they will give you the card, even if they are the owner, if you do this well and are fidgety and look like you’re in a hurry.

SHOPPING CENTRE RETAIL SHOP BUYING CONTACTS

If you want to door knock shopping centre’s, walk through the shopping centre and either speak to the staff in the shops you pre-select, or just go directly to the shopping centre directory, then pick the stores you want to call on. 

Like the street stores, find the ones that offer the greatest potential. Then once you’ve located them, simply walk right in and do this . . .

GATHERING SHOPPING CENTRE RETAIL SHOP BUYING CONTACTS

“Hi my name is Peter, I’m running late for an appointment, and I have something that would benefit your shop greatly, and I know this is not your head office, you know something, I really like what you have here, and what I’d like to do is call the merchandise buyer and make an appointment, are you able to find out who that is for me please?

Most times you’ll be speaking to an assistant and they won’t have a clue why you asked that question in the first place, or you may be chatting to a control freak who wants to know everything and thinks they “own the empire” and they say, “What is this about?” Once you hear that, NEVER explain anything to them in detail, but simply say . . .

“As I said, my name is Peter, I’m running late for an appointment, I think I have something that would benefit this shop greatly, I really like what you have here, and what I’d like to do is call the merchandise buyer and make an appointment, are you able to find out who that is for me please?

Around 5, 6 or 7 times out of ten they will make the call and find out for you if you do this well and are fidgety and look like you’re in a hurry.

GATHERING FACTORY AND FACTORY COMPLEX CONTACTS

If you want to door knock factory complexes, simply walk into the factory and say . . .

 “Hi my name is Peter, I’m running late for an appointment up the road from here, you know what, I’ve been up and down this street numerous times before, and I’ve never seen you here before. 

Now why I’ve stopped today is that I have something that would benefit your business greatly, and I know this is not your head office, you know something, I really like what you have here, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please”

Most times you’ll be given the card, but if you’re speaking to an assistant that is working at becoming a control freak and wants to know everything and thinks they “own the empire” and they say, “What is this about? Or you may even be chatting to the owner. Who is rather guarded, simply repeat . . .

“Look I’m sorry, but I’m running late for an appointment up the road from here, I’ve been up and down this street numerous times before, and I’ve never seen you here before. Now why I’ve stopped today is that I have something that would benefit your business greatly, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please?

Most times out of ten they will make the call and find out for you if you do this well and are fidgety and look like you’re in a hurry.

GATHERING WAREHOUSE AND WHOLESALE LOCAL CONTACTS

The Warehouse and Wholesale local contacts are also really lucrative . . To get information from them is pretty well identical to the way you gather information from the factory complexes. Repeat the same presentation.

“Hi my name is Peter, I’m running late for an appointment up the road from here, you know what, I’ve been up and down this street numerous times before, and I’ve never seen you here before. Now why I’ve stopped today is that I have something that would benefit your business greatly, and I know this is not your head office, you know something, I really like what you have here, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please

Most times you’ll be given the card, but if you’re speaking to an assistant that is working at becoming a control freak and wants to know everything and thinks they “own the empire” and they say, “What is this about? Or you may even be chatting to the owner. Who is rather guarded, simply repeat . . .

“Look I’m sorry, but I’m running late for an appointment up the road from here, I’ve been up and down this street numerous times before, and I’ve never seen you here before. Now why I’ve stopped today is that I have something that would benefit your business greatly, I really like what you have here, and what I’d like to do is call the owner and make an appointment, may I have their card please?”

Most times out of ten they will make the call and find out for you if you do this well and are fidgety and look like you’re in a hurry.

THERE ARE SOME ALTERNATIVE WAYS OF ACHIEVING GOOD RESULTS

This time you walk through the door or a retail store, warehouse or factory complex, but become more direct in the way you do things. However this time you are armed with brochures or fliers. Start by saying, “Can you help me please?”

CAN YOU HELP ME PLEASE?

“Can you help me please,” has to be by far the most effective way to start a conversation. People really love to help, and when they’re helping they don't feel on guard against a salesperson. From a salespersons point of view, the object is to get the prospect to listen. The “can you help me” phrase almost commands the other person to pay attention.  At this point, continue on with an opening phrase. But this time ensure you exchange the business card for one of your brochures or fliers. That becomes your reason to acquire the business card and have the right to follow up.

Other opening lines that are effective are:

I’D LIKE TO LEAVE YOU A BROCHURE THEN MAKE AN APPOINTMENT

“I'd like to leave (or mail) you a brochure about (type of product or service), who should I leave it for?” Thank you for telling me that, what I would like to do is to leave my business card, so that when I follow up in a few days, he (she) will know who I am.”

I’D LIKE TO LEAVE SOME INFORMATION THEN FOLLOW UP

“I'd like to leave some information for the person who decides about (type of product or service); who would that be? Thank you for telling me that, what I would like to do is to leave my business card, so that when I follow up in a few days, he (she) will know who I am.”

In either of the two above instances, if you leave the information, the write a personal note to the decision maker on the back of your business card goes a long way toward getting through on the follow-up call.

If you get an appointment with 50% of these canvassed leads, then pat yourself on the back, because you’ve done a marvelous job.

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This Article is by Peter Collins - In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and of the 130 books he has written over the past 48 years, Peter has 65 Business Books to his credit, (but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale). Peter also has written 23 Christian books. One of Peter's books, sold almost 2 million copies in the late 1970's and is still selling well through second hand online marketers worldwide. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

? Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 2002, 2007, 2011, 2015, all rights reserved.

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