You know what it's like, you get a call from someone you don’t know and you’re busy…

'Tell him I'm in a meeting' he said

'Tell her I'm not interested' said the HR Manager, MD or CEO

Ready to be radical?

ARE YOU READY TO THINK DIFFERENTLY ABOUT INBOUND SALES CALLS?

Before I introduce you into my way of thinking, let’s agree on two points:

  • Anyone making calls for a living should be pretty good at getting to the point quickly.
  • Collectively trying to avoid inbound sales calls can be more time consuming than taking them. (“I’m not here” takes seconds, but they’re going to call back!) 

My attitute to inbound sales calls.....


STEP 1 - RECOGNISE THAT EVERYONE IS IN SALES, on some level.

Like it or not, you're in sales.

Even if you're not labelled 'Sales', you're still selling something.

My postman, on the face of it, isn't trying to sell me anything when he delivers my mail, except his smile, he’s just getting on with his job.

But what does that smile and friendly persona say?

How he conducts himself tells me he's happy, he’s approachable, and is a top bloke. 

I could also assume that the Royal Mail is a good employer, and that being a postman is a pretty good job to have.

You might think it’s not much of a sales pitch, but he’s sold me plenty, and it costs him nothing.

‘Selling’ is going on all around you and whilst it takes different forms, why not embrace the sales pitch, and recognise that how you deal with sales (and life) can have a positive impact on you and those around you.

Too preachy? Bear with me…

STEP 2 – EMBRACE THE SALES CALL 

How you deal with the inbound sales call says more about you and your business than you realise.

People assume…

  1. If you’re ‘not in’, or you’re ‘in a meeting’ most of the time, what service levels can you possibly be offering your customers?
  2. What calls can your staff not be bothered to take?
  3. How much of a disaster is that meeting?
  4. ‘Important Meetings’ – are not assumed to be positive ones
  5. You’re in another meeting dealing with a problem
  6. Perception is that you’re not ‘in a meeting’, even if you are
  7. You’re not open to new ideas?

If you don’t agree, consider this.

If you don’t care what people think about you and your business – what do you care about?

STEP 3 – BE OPEN MINDED AND SUCK IN SOME POSITIVITY!

The caller believes they have a product, service or solution that’s so compelling that they’ve actually bothered to make calls to get through to you. 

Is it not worth 30 seconds of your time to hear them out?

5 reasons why you should take a sales call – (even if you’re not interested on any level!)

  1. You may learn from their approach and tenacity
  2. Their sales angle may be one you can use
  3. It feels good being sold too – they want you, they value you and your business
  4. Feeling low? Their positivity and enthusiasm can rub off on you – take the positivity pill they’re offering!
  5. It’s a compliment being sold too – you’re a business they want to work with 

STEP 4 – JUST BE HONEST? NOT BEING INTERESTED IS FINE 

Be nice, and help them on their journey.

“Thanks for the call….

      i.         I do want to talk with you, but can you call me at 5:15 for 10 minutes?

     ii.         I’m not sure I truly understand your offering, but can you give me a 5-minute call after my meeting has finished at 17:25?

    iii.         It’s difficult to talk right now, but if you could maybe email a few reasons where you’re different to my current supplier XXX LTD, it will help me find time to have a more meaning full conversation next time.

    iv.         Our renewal isn’t due until XXX – call me then, I’d love to hear from you when the time is right.

Instead of working hard to avoid the calls and generate another call-back why not be polite, take the call, offer some guidance and point them on their way?

STEP 5 – PASS ON A POSITIVE MESSAGE 

Ever heard a super-positive and compelling sales pitch – but still not interested?

Would/Could you try sending them on their sales journey with a smile instead?

 “Can I just say that was a great pitch. Honestly, great job. Sadly we’re not ideally placed to be a great customer because XXXX, but best of luck with your next call – you deserve the success you’re chasing”

You might actually change their day.

You really can hear someone smile on a phone.

I’ll finish on this:

I believe that taking a sales call in a professional fashion says more about you and your business than anything else. Not everyone can be a customer, but from ‘quick chats’ grow tomorrow's exciting opportunities, and so by being nice, helpful and honest, you’re making life more efficient for everyone involved.

If you have a product or service that you believe will help me or Voyager Software be smarter and more efficient, I’d love to hear from you.

If I’m not the right person to talk to I’ll point you in the right direction, and if you’re told I’m in a meeting, I am, don’t give up, I’m a nice guy, Voyager is a nice company and I want to hear from you and the services you offer.

Making Voyager more efficient, personable and effective is what we’re all about.

Paul.Thompson@VoyagerSoftware.com