MAKE MORE SALES, STAY IN BUSINESS
How to keep making sales if you’re working from home
If you’re not talking to people and you’re not meeting people, you’re not doing business.
But how do you do that if you’ve been ‘grounded’ and suddenly working from home and armed simply with your phone?
NOW IS THE PERFECT TIME to be making phone calls with your prospective customers. People are currently more available than they have ever been and sharing more about themselves during these difficult times.
If you aren’t making phone calls right now to your prospective customers, you’re losing. Even if they aren’t in a position to conduct business, you need to stay top-of-mind and relevant. The best time to win a race is when no one else is running. Get in front of the pack now whilst you’re competitors are staying quiet.
Just watch how much momentum and effort it will take you to get started again when all this is over if you choose not to call your customers right now.
Here are 5 steps to help you make more sales right now.
- PREPARE FOR YOUR CALL, SO YOU CALL WITH PURPOSE
Consider the purpose for your phone call and plan out your conversation to avoid feeling awkward. Also prepare some bullet points of information that you can reference in your call.
Plot twist: just picking up the phone and calling will not make you sales. It will demonstrate your incompetence and lack of acumen.
Here’s how that usually goes:
You: Hi (name), I’m just calling to follow up and see how things are going for you.
Prospective customer: Business is going well / not well, but we’re fine for the time being / we’re probably going to put things off for a while until things get back to normal.
You: Ok, that’s understandable. If I can help you, please don’t hesitate to give me a call.
This is a poor approach.
If you want to make sales working from home then be prepared and be clear of your purpose for each call.
- USE OPEN QUESTIONS
Use open questioning to understand the impacted caused by the current market conditions.
What this sounds like:
- I wanted to call you out of concern and ask how the current situation is affecting you/your business.
- What have you noticed within your business / industry so far?
- What is the feedback you’re hearing from your customers?
- How has this situation affected your family, if I may ask that?
If you want to make sales working from home, then ensure that your questions result in them talking more than you do.
- BE RESPECTFUL
If they are doing it tough, don’t ever start your response with “at least” because use of those two words does not show empathy.
What this doesn’t sound like: At least it won’t last forever; At least you sound positive about things; At least your business is still open.
What this does sound like: That must be really difficult. I’m sorry you’re in this situation.
If you want to make sales working from home, connect with people by using empathy.
- BE A GIVER
Give them something of value – a strategy, offer an introduction to someone beneficial or give them a cool business tip that has been helping you recently. (Your “something of value” will have been prepared in-line with step 1 above).
Be genuine with your support and use open questions to ask how you can help.
What this doesn’t sound like: Is there anything I can do?
What this does sound like: What’s one thing I can do to help you right now?
- NEXT STEPS
Seek permission to stay in touch. Agree when the next call will be, send a calendar appointment.
What this doesn’t sound like: Let’s stay in touch. Give me a call if I can help.
What this does sound like: Shall we connect on LinkedIn so we can stay in touch?
Or Are you open to speaking again in around 6 weeks? Shall we make a time now if you have access to your calendar?
Or I’m sending out some free information sheets to some of my customers who are in a similar situation – would you like me to add you to this list?
CEO - Julia Ewert Consulting
I am Julia Ewert - The Negotiator and Sales Extraordinaire.
I help businesses and salespeople to convert more sales by teaching them how to sell through non-pushy, modern-day selling techniques.
Start-ups, national and global corporations have all enjoyed tremendous levels of success from either implementation of my sales process or participating in my sales coaching.
Here are what my clients say about me:
"You think you know how to sell, until you see how Julia does it"
"Please don't consult to our competitors"
"Julia is a super-human when it comes to selling and negotiating"