Since starting Mobile Marketing Engine, I’ve had to get much better at using the phone to engage prospects and close deals.
To be honest though, I hadn’t been using the phone for a while…
Or at least as a key part of my business.
I’ve come to realize the phone is one of, if not the most important thing in your business, especially if you’re selling productized services.
So, I had to get better at the phone.
That’s why in today’s post, I’ve brought my friend David Anderson to share some powerful strategies that I’ve implemented in my business that have changed how I look at the phone when it comes to growing my business and you will too.
Also, you see that at the end of this post, he is holding a free webinar teaching some awesome sales strategies that I’m using right now. If you’re looking to get better at prospecting, this is a must attend session.
Ok, without further adieu, take it away David.
“You’ve just received a payment.” As a business owner, this notice is the most reassuring thing you’ll ever read.
When a payment lands in your bank account, the effects are massively POSITIVE for you and your business, including (but not limited to):
- You realize you helped one more person on this planet.
- You boost your confidence – “I’m in business for myself!”
- You can feed your family!
- You can reinvest in yourself and grow.
- You actually created something of value.
As great as it feels to get consistent payments, it takes hard work to get there. You need to know how to sell and effectively communicate your value to others.
So what if you lack sales experience or are just starting off?
First of all… do not feel alone!
I find most new business owners that I consult are either lost on how to get new customers or terrified of reaching out to people they’ve never spoken to.
(Surprisingly, I’ve noticed the same fear in entrepreneurs who have been in business for themselves for nearly 10 years!)
The fact of the matter is this: Business owners that don’t create a prospecting strategy become broke, lose hope, and are lost on how to land new, higher-paying customers. They need a way to break into their market and raise their revenue.
So what’s my solution?
Conquer Your Fear Of The Phone
Let me share with you an example of what it’s like to be fearless on the phone…
Last week, I was walking back to my office from lunch. I noticed a yellow flyer on someone’s car windshield that read, “New Recording Studio”.
I picked it up and without hesitation dialed the phone number.
The owner answered on the other line, so I struck up a conversation with him. I told the owner of the recording studio how my office was right next to his, that I’m an online sales consultant and I would love to meet…
This one phone call could potentially lead to a huge opportunity where we truly benefit each other’s businesses… or worse case scenario, result in a referral and another customer down the road.
Multiply my habit of “constantly prospecting” by 30 days a month… and I’m talking with a lot of potential new customers!
The point of this story: Become a “prospecting machine” without having to even think about it.
How can you do this?
1. Use The Power Of 10
Develop a habit to call 10 new people every single day.
If it’s too overwhelming for you, start smaller. Make 1 call a day… and then 2 … and then 3… and so on…
The whole purpose of the “Power of 10” – a technique I teach in my 90-Day Revenue Boost course – is to transform into the proactive business owner; one who makes it a habit to actively contact potential new customers.
Think 10 calls a day is too much? When I was a full-time sales rep at my corporate job, I use to make 80-100 calls every day. So trust me, 10 isn’t a lot…
It’s a small enough number that won’t take much of your time (1-2 hours at most), yet is big enough to positively impact your business.
2. Make Small Wins
You don’t have to start with cold calling. Instead…
You can make calls to people you know, or are referred to, to build up your confidence and make “small wins”.
How to get “small wins”:
- Ask friends, family, co-workers, and business connections for referrals.
- Look for a Meetup group… grab as many business cards as possible!
- Join a local Chamber of Commerce or an online community and then reach out to each member individually… ask for a phone number.
- Find phone numbers and emails within your LinkedIn connections.
- Call a business owner near you and tell him you’d like to learn more about his/her product or service.
- Send a personal email (or LinkedIn message) to someone you can help… make sure to write a genuine message… and ask to set up a quick phone call.
There are so many ways to reach out to people, you just have to get creative!
When you start off with warm calls, you will find it much easier (and less scary) to learn how to become a natural “prospecting machine”.
3. Land One Connection Every Day
All of these calls you make won’t do anything for you if you don’t land a connection. So make sure to create a genuine opportunity for you and someone else daily.
Make sure to set a follow up call, grab a cup of coffee, or schedule a friendly Skype chat…
If you get a cancellation then reschedule. Be proactive!
The only person in the entire world that will make a new connection happen is YOU. So follow up, follow up and follow up.
I’ve BLOWN UP a prospect’s phone and email inbox when they got too busy with other tasks and forgot our follow up meeting… I did this because knew they would genuinely benefit from doing business with me.
Feel like that’s too push?
Most of the time I get a thank you for being so persistent to make a deal happen!
What if I shared with you this statistic from the book, The Success Principles:
“Herbert True, a marketing specialist at Notre Dame University, found that:
- 44% of all salespeople quit trying to sell to a prospect after the first call
- 24% quit after the second call
- 14% quit after the third call
- 12% quit trying to sell their prospect after the fourth call
This means that 94% of all salespeople quit by the fourth call. But 60% of all sales are made after the fourth call. The revealing statistic shows that 94% of all salespeople don’t give themselves a chance at 60% of the prospective buyers.”
You need to have the tenacity to make it business for yourself. You NEED to follow up!
Do whatever it takes to make one genuine connection every day.
Take Action Right Now
Call one person right now (I don’t care if you know them or not) and tell them about your product or service.
If you mess up or don’t get a sale – don’t worry. The point of this exercise is to develop a habit of calling people on a regular basis so that it becomes natural for you to reach out to new people.
Now once you make the call, I would love to know how it went…
Drop a comment below or send me an email to tell me about it.
I’m curious… how do you reach out to new customers?
*FREE LIVE WEBINAR* – How I took my client from making $2,000 /mo to over $20,000 /mo using 3 simple prospecting techniques.
About The Author
When David isn’t on the daily hustle, he enjoys skiing, traveling, golfing, playing guitar, cooking, lifting at the gym, and watching college football, especially his alma mater, Florida State University.