Imagine how many more sales you could get if more of your prospects would actually read and think about the information you send, or brochures you leave with them during your on-site cold calls.
After talking to more than a dozen customers and sending emails or brochures with product information, how can you make it worth your time and energy?
Easy and Fast
The easiest and fastest way to get a prospect mentally involved in – and reading – the information you send, is to get them physically involved. (Not arm wrestling or anything like that.)
One sales person I bought from – when I purchased office equipment supplies for the company I worked for – had a unique way of motivating me to read the price lists she sent to me.
Here is how one follow-up phone call from this sales rep (her name was “Fern”) went:
“Hello Ann, I’m calling to follow up on the new price catalog we sent you last week.
“It has a purple cover with bright yellow printing.”
Words That Prompted Action
She went on to say:
“There has been a change in pricing on one of the products you use.
“If you have a pen handy, turn to page 14 and next to item #3, cross out the printed price and write $34.50.
“That’s your new third column price on that product and we have it in stock. How many would you like to order?”
I ordered a dozen.
Five Reasons This was Successful
- Fern didn’t ask me if I received the catalog (which could have ended the conversation quickly.)
- She immediately described the colors on the catalog, so I was able to identify it and pull it out from among all the other catalogs on my desk.
- She got me physically involved in the conversation by asking me to cross out the price on a specific page and write in the new price.
- I was then mentally involved, looking at the new price I had written and thinking about whether or not we should order this product from Fern.
- She ASKED for the order!
I ordered a dozen.
You can see 10 effective ways to ask for the order in this 115-page sales-building e-book at less than half price through Midnight on Wednesday.
Here’s wishing you a happy and cool day (cooler than the 91 degree heat we have here today!)