Tackling the Challenges of Making Sales Calls

Making sales calls is a key part of the success of every business, but it's not easy. Each step from finding potential customers to sealing the deal comes with its own hurdles.

Here are some common challenges salespeople face and I'll share my experiences on how to get past them.

1. Identifying the Customer

Challenge: Figuring out who your ideal customer is can be tricky, and it's easy to end up chasing leads that won't pan out.

Fix: Start by picturing your perfect customer. Think about the people who've bought from you before—what do they like, where do they live, what problems do they need solved? Chatting with past customers can also give you great insights into what makes your audience tick.

2. Tracking and Using Technology

Challenge: There are tons of tools out there to help with sales, but it's tough to pick the right one without getting overwhelmed and having it stall you from making sales.

Fix: Keep it simple. Choose tools that are easy to use and help you stay organized without making things too complicated. I use OnePageCRM.com - it's a good place to start. It's straightforward and gets the job done.

3. Writing What to Say

Challenge: Knowing what to say and how to say it can be a big stumbling block. Fix: Write a script that’s short and sweet. Make sure it sounds like you and hits all the key points about what you’re selling. Keep it flexible enough to change up as needed depending on who you're talking to. My script is very basic: "Hi I'm Mike. Sorry to bother you but I'm prospecting today. Are you looking for anyone one to help you with X?"

4. Making the Contact

Challenge: Actually picking up the phone or sending that first email can be nerve-wracking.

Fix: Just go for it! Whether it's calling or emailing, the first step is to just start. If you're emailing, try using a simple app that shows you who opens your messages. It can give you a good sense of who might be interested. I set a daily goal and keep a pad of paper on my desk. Each contact - call or email - is a tic mark and one more contact closer to my daily goal.

5. Following Up

Challenge: It's easy to let potential sales slip through the cracks if you don't follow up.

Fix: Set reminders for yourself, either in your calendar or in your CRM, to check back in with potential customers. Keeping organized like this makes sure you don’t forget anyone. Being consistent and contacting prospects when you say you will is key.

6. Moving the Lead to Close

Challenge: Keeping a lead moving towards a sale can slow down if you’re not consistently checking in and engaging.

Fix: Stay in touch regularly and make each conversation count by focusing on how your product or service can meet their needs. Keeping the momentum going is key to turning prospects into happy customers. I stop and think "what can I do to move this prospect forward."

Conclusion

Getting the hang of sales takes time and practice. It's not easy, but with a bit of planning and a lot of perseverance, you can smooth out the process and get better results. Remember, if making sales calls were easy, everyone would be doing it! Keep at it, and you'll find your groove