Why You Need To Go Back To Basics, And pick up the Damn Phone ?

December 9, 2011 · 9 comments


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When was the last time you picked up the phone and pitched your prospect on the benefits of your product and service?  And not in some half assed, kind of way. But with confidence, enthusiasm and the mindset that you already have their business!

When was the last time you closed the deal?

In an era where Seth Godin is a demi-God and Gary Vee makes more money than some small countries. In an age where  permission marketing  is the holy grail, whilst interruption marketing  -  the original sin. When was the last time you just went for that sale, all guns blazing. Bold in the knowledge that you have something worth buying?

You’ve heard it said a 100 times before that “free is not a business model”. Yet when marketers, bloggers and  businesses alike; are giving away everything but the farm on a near daily basis, it can be hard to place a value, then put a price on your product, service or skill.

Except,  if your going to make any profit, there comes a time when you have to draw a line in the sand and start actually –  selling something!

If the truth be told

I hate getting phone calls whilst I’m in the middle of dinner from some 19 year old school drop out; selling me cleaning products, double glazing or credit card (debt).

Why?

Because I’m not in the market; for any of those things. I don’t need them or want them, and if I did, I would find them. At a time when I was not enjoying a good steak, some red wine and crap tv….

Traditional telemarketers do very little research. They pick a number and dial it, in the hope of catching some poor old lady off guard, a house wife in a good mood or a student dying to go on holiday with their mates and in need of some credit.

This type of marketing depends on slick talk, skin thicker than an elephant and bucket loads of luck. And whilst you may be able to pitch your little heart out, if you can’t close that sale, your wasting every-ones time. It takes a special kind of person to succeed at telemarketing.

But guess what…it still works!

South East Asians girls, be keeping it old school

In a rundown room in the annex of a five star hotel, there are a group of women who pick up the phone and jump into the crap shoot daily. They don’t know who they’re calling and they don’t care. They have a product with benefits bound to appeal to a certain type of  person, and they work on commission only.

So they call and they call and they call. On average this sales office does 50+ sales a day. We won’t do the math on the amount of calls it takes to make those sales, or the amount of profit “the big boys” make from every sale, as that’s not really the point.

The point is….

These women grind it out from morning till night on the phone, and their not even the main beneficiary of all that dough! They make commission only, and while it’s more than enough to keep them off a pole in Patpong doing things with their lady gardens that are unspeakable. Only the very top sellers make bank… European wages are hard to come by and go a long way in Asia.

They get to sit in an AC office and make enough money to feed their families, keep them in stacked high heels and make-up; whilst building a house up country, and their in the company of friends. For them it’s as pretty cushy number if somewhat monotonous, but you’ll hear very few complaints.

So what are you waiting for ….

A written invitation?  a sign from the heavens or some sh&*t… Your customer is not going to “ask to be called” in the middle of dinner. But did you here that important phrase.. Your customer…..

As a self-employed bizness person, you know who your customers are,  or at least you should?

You know their needs, wants, desires and email…heck; you even know their number. And if you don’t, you can work out how to get it.

Then….. get on the phone and hustle. Sell them the things they want and need, and make your offer irresistible.

Don’t take their first NO as the definitive answer. Overcome objections, smoother them with benefits galore, then watch them take out their credit cards or go on to your website and click BUY NOW!

Interruption marketing sucks. 30 people slamming the phone down in your ear is tedious, time consuming and a fustrating. But this tried and tested method of getting peoples attention, THEN their money in YOUR bank account, still works.  And if it didn’t, the big boys would stop doing it!

It gets the sale. It gets your brand out there and your name heard, and it shows people that you mean business. Literally!

People admire tenacity, confidence and grass roots entrepreneurship.

If your business is on the verge of being canned because it’s not profitable. If your entrepreneurial spirit is somewhat jaded after days nee weeks; of not a single sale.  Stop fannying around, and pick up the damn phone. Then don’t stop until you make a sale.

It’s a numbers game, but it works if you work it. So work it, your business is worth it!

Hows that for a 2012 biz focus: More phone time with your prospects?  Skype is your friend…

Q. When was the last time you picked up the phone to a prospective client… and what was the outcome?

Q. What’s holding you back from picking up the phone and calling your prospects today?

If you’ve loved this post, been inspired by it, or maybe you hated it…come share your views, thoughts and stories with me and others. And if your not on the MAILING LIST already…now’s a good a time as any.

Note to the MLSM community: Where has my red hat been these past few weeks hmmm…try London, Hong Kong, Bali, Bangkok and now Chaing Mai! There’s been a lot of change, and I honestly can’t say when things are going to slow down. Both my blog and on-line communities have been somewhat neglected as I pick up airmiles and work out where to settle down. But my vision is becoming clearer, I’m learning from incredible people and occasionally taking 5 step backwards to take 1 forward.

As always….its all love.xx

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{ 9 comments… read them below or add one }

Riley Harrison December 10, 2011 at 3:14 pm

Hi Stacey
I am not sold on random cold calling (unless of course you don’t have other viable options to make a living). Having a marketing plan, getting qualified leads and using referrals is what I would suggest. Hope things are going well for you.
Riley

Reply

staceyjamie December 11, 2011 at 11:40 am

Hi Riley, neither am I. Into random cold calling that is. Except it doesnt have to always be so random. There are ways that we can subtly let our prospects no that we intend to reach out to them. We can make it fun even ” ten lucky subscribers will be receiving a call from me…where I’ll be ?” There are a ton of ways this medium can be used where that helps us get into the heads of our customers, stand out from the madding crowd, then go in for the sale. In fact…you ,may have just inspired a new post, possibly a more helpful one. Good to see you as always….thanks for your input Riley. xx

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Martin January 26, 2012 at 5:22 pm

your suggestion is great
Martin recently posted..Opt in Box Design Update : SEO strategy Part 3

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Adrienne
Twitter: adriennesmith40
December 10, 2011 at 7:05 pm

Ah there she is again, flying all over the place enjoying life. I hope it’s not all work and no play. Can’t wait to hear what the heck you’ve been up to lately.

I’ve been picking up the phone. I started asking for phone numbers when people opt-in to my site. Not all of them leave them but the ones that do, I pick up the phone and call them. I just introduce myself to them and let them know I’m a real person. It sure makes them appreciate that I have reached out to them.

Nope, I don’t go for the close at that point. I continue to offer great stuff to them, all of it free with a few things I find extremely relevant. But the more interaction we have, the more people I’m able to close. It’s all good Stacey and I’m glad I decided to start picking up the phone. You are right, it works wonders.

Be safe wherever you are and speak soon!

~Adrienne
Adrienne recently posted..How To Stop Those Unwanted Solicitors In Their Tracks

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staceyjamie December 11, 2011 at 11:37 am

Hi Adrienne I totally agree with your approach. In a time where we are all about relationships, so overwhelmed with all the marketing messages and prefer to buy from people we know, these sort of introductions are priceless. That way the next time you tweet them, comment of a post, or send them an opt email, they’ll go… ahhh…rather than ..who?

I didn’t mean to apply that we should go in for the hard sell old school telemarketer style where they have no relationship with the prospect, nor do they care to. Rather, than we reach out to people in a more personal and personable way. Make them familiar us. That way if and when there looking for that thing that your selling, there far more likely to consider you. Thanks for sharing that in-depth and insightful comment, I enjoyed it. Hope your well misses! xx

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Derek Potocki
Twitter: Goalsblogger
December 20, 2011 at 6:42 pm

Hi Stacey,
Greetings from New Zealand. In 5 days crossing Pacific on yacht Wild to Ushuaia, Argentina.
Guess what I’ve been doing with my free time on the boat. I downloaded to my iPod every promising book on entrepreneurship I could find at Amazon.
One thing I’ve learned so far: running a business is not the rule of the game. Running the right business is what’s all about. My best titles so far: “The Millionaire fast lane” and “Nail It Then Scale It”.
I love Chiang Mai:)
Derek
Derek Potocki recently posted..Beached In The Philippines

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Gerhard
Twitter: truereach
December 24, 2011 at 10:39 am

You are right, the good old phone is not outdated but forgotten within all the fancy social media stuff. Just to pick up the phone and call someone (friend, prospect, customer) is easy to do and can actually be effective. However I think what you need is a reasonable “talking goal” (which should not be annoying but depending on previous correspondence it “can” be a sale). Have a question, a request, say Thank You, ask for needs. And listen closely. I think there are two basic motives for a business call: to offer help or to ask for help. Funny thing, often people are more willing to help you than to accept your help. So if you need some help, a call may work best.
Gerhard recently posted..Bist du ein guter Broadcaster?

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Timothy March 27, 2012 at 2:29 pm

Just wanted to tell you I really found this post interesting and I’ll be pinning this on my pinterest account!
Timothy recently posted..Seeing it all

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Patricia May 30, 2012 at 2:29 am

This is a very nice article. I agree with you and I learned something from this.
Patricia recently posted..European Wasp: More about The Little Predator?

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