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When should I follow up with this sales call? Posted 2:06 AM on 05/18/13 - 

I made a sale call to a potential client, (in person, its the only way to reach this contact), he said he was very interested, and he would telephone me. No response. I went back one week later and apologized saying he had been out of town. He asked me to explain about my services (photography) and said he consult with his staff regarding a date for photos. I returned a week later, and he said " we do need to set a date", however I have no time to talk now. Can you call me between 12-3 pm. I said ok, no problem. After calling a few times, only to get voice mail, I sent an email, reminding him of my services, how he can benefit, I suggested a possible date for photography, and thanked him for his time. That was a week ago. I went by his business today, but he was not in. He is only in a few hours a week, very hard to reach. This is typical of this type of business. It is a martial arts school, and they are only open a few hours weekdays. I have always had trouble booking these schools, because the owner is so difficult to reach. So... any ideas when I should go back? Its been one week since the email. Was it wrong to suggest a possible date? Any help appreciated. BA

Tom Checksfield

When should I follow up with this sales call? Posted 9:43 AM on 06/04/13 - Reply to this post

Bunny, every industry has those very hard to reach customers. I will share some thoughts as to how I approach this situation: 1- Take a look at this particular difficult person/business to follow up with and ask yourself just how important this potential customer will be? If very important then develop a plan going forward, but if not that important move on to other endeavors that will pay off. 2- Find out what this person does for outside interest, business functions, community service, etc., and make yourself available for meeting and discussing how your services will benefit them. Get involved with this outside function to get together with your potential customer. A huge side benefit is the ability to meet other potential business prospects. 3- If you have done photo shoots with other similar businesses you can email/mail a few photos to them with some positive comments about improving business, marketing, communication, etc. Then just simply say, "You can get these benefits from this photo shoot too" and ask what day and time would be good to meet.


Photo sales Posted 5:55 PM on 11/27/13 - Reply to this post

Bunny, I don't know if you ever got into photograph the martial arts school, but your entry caught my eye. I now lease large fabric structures, but use to own interest in a nationally franchised photography business. One angle you might try is, asking for help. A lot of these instructors have a bit of an ego. You can ask for help in refining some of the poses you are doing for other martial arts venues. (Tournaments, schools, etc.) Often times the "help me" posture is very effective breaking down the selling wall. As they demonstrate the poses, you take some "reference shots". Also, it's a great time to showcase some new products and ideas you have. If he/she see's something really cool, they won't want their competition to have something they won't.


Customer Advisory Board Posted 5:37 PM on 05/09/13 - 

I am thinking of starting a Customer Advisory Board with a few key customers to obtain feedback on existing products and also to better understand the challenges they face and how this information may lead to new product ideas. Any advice from folks who have had success with this approach? PeggyMac

Andrew C. Ahearn

GO FOR IT! Posted 6:28 PM on 05/14/13 - Reply to this post

Our Company holds a Kick Off Meeting each year with our Managers and B2B Sales Teams in Two Divisions. This past year we had a panel of six Customers attend the meeting and we had a panel discussion about THEM. Who are they as a Company, What are their Objectives, What are their Strategies to acheive those objectives, and What Issues stand in the way to acheive those objectives? We had a mixture of small, medium and large firms that we do business with. It was a great learning experience and nearly all of our 100+ employees who attended thought that the Customer Panel was the best thing. It really centered our Group to hear honest, direct feedback from key Customers about us and strengthened our Relationship with the Customers because they knew we held THEM above US. Good luck!

Wottsamatta U

What's the deal Posted 3:40 PM on 04/30/13 - 

I work in capital equipment sales. There is really no customer loyalty in this industry as those that we interact with in the sales cycle aren't always the decision makers. While the decision makers loyalty is solely to the $. If their decision is in the end faulty the blame rests on the product, or the people that operate the product, rather than the fact they bought something unsuitable for the purpose. To top it all off the VP of Sales at my employer sees my product only as a tool to sell more expensive and profitable products and has directly stated he hates selling the product I have responsibility for. I am in such a quandry as to where to direct the shared sales force to look for prospects as their commisions are lower selling my product line than others even though the commision is at parity with the industry and possibly better.

aircraft sales broker Posted 2:38 PM on 04/30/13 - 

I am a sales rep, but am looking for another second source of income. I'd like to know how to break in the aircraft sales field to do as a side job. Any suggestions?


Having a hard time closing insurance deals Posted 9:03 AM on 04/30/13 - 

Jeff: I have been in the insurance industry for over 20 years, mostly in the Home and Auto area, but lately have taken a position as a Commercial Lines Agent. I enjoy this area and the opportunity which I have, but found out that I really suck at trying to get new clients. I have read some of your books and am trying to fine tune my sales pitch, but it all appears for naught! My prospects are receptive to speak with me and I am able to review their business coverage, but when it comes down to closing, they either hesitate or tell me that they got a better price. I know that this is not always the case, but it appears that I am unable to get them to commit. I am running out of ideas as to how to help my clients, but to also get the sale. Twitter, Facebook, Linkedin are all being used, along with the dreaded cold-call, emails, and snail mail. Any suggestions on how to get a customer to commit? Thanks


One call c.oses Posted 10:46 AM on 04/25/13 - 

A question... I am a sales rep and have been out of a direct selling role for 2 years now in a non-selling position. I just got laid off of my current job due to a work slow down and contract renewal from my company. Not sure I am waiting around for the call back, I am job searching. Getting calls for insurance sales and a lot of other sales jobs from my internet job board post. I am a relationship developer type of rep, not a one-call closer. Just had an interview (lucky me!) and they want a one-call closer. What is the thougt from the crowd here? How do you one call close? Does it work without building any rolationshio? It just isn't my style. Any suggestions?


Find something you love. Posted 9:47 AM on 04/29/13 - Reply to this post

Go with your strength, find a company you want to work for and with. I shy away from slamming type companies as they usually have as high as a turn over of customers as they do employees. At some point in time, they run out of both.

cyndi jamerson

to close or not to close Posted 3:24 PM on 05/03/13 - Reply to this post

If you are not working right now and it sounds like a product you would be interested in selling, give it a shot. You never know you may find that you love the thrill of getting that one time deal closed! I love both type selling and have done both for may years. The key to a one time close is knowing and believing in your product and its value. If you can do this and are a good closer you can be a great success! cyndi


Cold calls..have you ever listened? Posted 12:19 PM on 04/23/13 - 

I sit in a unique position, not only do I love to help my distributors build profit, but I also evaluate new products to sell for our company. Every cold call I get when I put on my buyers hat, I take notes on what makes me defensive, shut down or get to the point where no matter what this person is selling, I have no interest. I do something a bit different and the reactions I get are pretty funny. I simply call, and right up front, I tell them “this is a sales call, and do you have time to discuss a partnership to build profit.” Or something like that pending on the home work on the company I am calling. Most of the time I get silence, you can sense a smile, and then they say "sure, what you got". And from there set up an appointment. I had one Owner of a medium sized company, tell me that he did not sell my type of product, but took the time to change the discussion of the call. He was so taken a back from my initial introduction; he just had to talk with me to see what I was about. Did I make the sale, no, did I make a friend, contact and someone who leads me to other leads. You bet.


Mulligan in the sales game Posted 7:25 AM on 04/02/13 - 

I have been with a company for 2 months and in a brand new industry. I have been cold calling left and right but also created a professional facebook page, twitter account, I have been blogging for a big website, and send out a bi-monthly e-idea. I found out after 1,200 contacts, we had been targeting the completely wrong market. My boss told me it was my fault for picking the wrong target market after 2 months of being here. Now I am starting off at square 1 again but want to do it right. He wants me to cold call all day long, but I want to add in emails and other ideas. What do some of you use to get the customers attention and see if they are the right fit before calling them?


Mulligan in the sales game Posted 5:39 PM on 04/18/13 - Reply to this post

Google, Manta, Facebook, Linkedin, the prospects website. I Thouroughly VET all of my prospects this way. I guess first you need to ask the boss WHAT IS the right target market....Go to your local library and see if they have "Reference USA" available as a free research database. It contains millions of businesses that you can filter by.


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