Don’t Just Make Calls, Get Sales!
Have you ever heard of the term dialing for dollars? In sales, a lot of people will say, “Okay, I have to make the next sale, so I'm going to pick up that phone and I'm just going to dial as many people as it takes to get a sale.”
In the web design and digital marketing business, if your attitude towards getting new clients is using the phrase and the actions of dialing for sales, you've got it all wrong. The thing is that when you pick up the phone, when you send an email, when you're in that space of trying to find those new prospects, your purpose and your objective is not to close the sale. I know that might sound crazy, but think of it this way. How many times have you closed a sale by picking up the phone, talking to some random person that you may or may not know, and then collected a check while you were on the phone with them?
Help Clients Trust YOU
That's super-awesome if you can do that and you have that skill, but the fact is that most people you talk to and reach out to you, don't know you, don't like you, and they don't have enough trust in you in order to hand over money in that first call. Right?
When we really look at the phrase, dialing for dollars, it makes sense, right? Nobody's literally dialing for dollars. Instead, what you need to put yourself in the space of, is dialing for appointments. In our business, and the way deals get done, the way that we sell websites, the way that we sell Facebook advertising to local businesses, the way that we do search engine optimization or email marketing. Any of those things happens because the first step was an appointment, and that appointment is really what we're selling when we're getting on the phone.
Time Over Money
The appointment is really what we're selling when we're sending that email, when we're talking to somebody in person. What we're not trying to do is ask them to take their wallet out of their pocket. We're asking them to give us something that is more valuable, which is their time. When you're out there looking for prospects and you're talking to them, keep in your mind that the single purpose of your email, the single purpose of your call, the single purpose of the conversation you have with someone, is really about getting that appointment set. Because an appointment is where a sale can progress, and that's where you really need to be focusing. When you have that in your mind, you're going to write better emails. You're going to have better conversations with people, and the person that you're talking to is going to be very responsive and responding differently to someone who's asking to get to know them better, asking for a bit of their time versus coming across as that salesy salesperson. You'll see a big difference.
Stop dialing for dollars, and start dialing for appointments.
Want a Head Start?
In my agency, one of the best ways to get appointments is to offer a no-brainer product that costs less so you can get your foot in the door. I have created a free training called “How to Start a Super Successful Online Review Business and Get Clients Fast.” Getting new clients doesn't have to be difficult or frustrating. It doesn't have to be a struggle but if what you are doing isn't working, you do have to change your approach. Let me show you my approach in this free training:
Mike Schmidt
Founder
AgencyCoach
