3 Smartest Ways to Win Them Back

light-bulbs-1875384_640You and I know it’s rough out there now for businesses.

Your clients are jittery, to say the least.

But you have the opportunity to help them feel more confident and less fearful.

How?

1.)  Let them know you are empathetic. Reach out by phone and email.

2.)  Help your clients cope with the challenges they face now. Offer structural changes to financial arrangements.

3.)  Deliver a thoughtful and caring message today and you will win back the business and trust of clients who had confidence in you in the past.

How You Can Earn New Sales

Have you thought about earning new sales from your clients by adding different products?

This is what Xerox is doing now – manufacturing completely different products

Thanks for reading – here’s wishing you a safe and beautiful day!

Ann
PS. If you know someone you believe can be successful at sales but s/he disagrees, Click here to see this true story

 

Yes it is

dogwood-treeIf you read the email I wrote and sent to subscribers one month ago (it feels like a lifetime ago) with the subject line “Is this the new normal?” the answer is: yes. It IS the new normal. For how long? We don’t know.

Since that time one month ago, some of my creative subscribers and talented e-Course participants have written to tell me about unique ways they are staying in touch with their customers.  Because we are all in this together – and social distancing – keeping in touch every way we can, is critical.

In case you didn’t receive that email, here it is:

“You may – by now – (if you are like me) – be hoping that this is just a terrible nightmare and we will soon wake up,or maybe
“We are all part of a scary movie and the director will yell “Cut!
or hoping that …
“… any day now, everything will be like it was before this evil Coronavirus began spreading throughout the world.
“But, in the meantime -
“What can we do if we are practicing social distancing“and working from home?
“When you are part of a business that sells products and provides services to customers …
“… stay in touch with those customers who are having the same challenges you are having.  They would like to know that you care and you are still there.
“Need to take a break?
Try an online Yoga class!  This is one of many.
“Are your hands dry from washing again and again?
“If you’ve been listening to medical experts who tell you to wash your hands often, you may now have very, very dry hands. The best solution I have found is a hand cream called “Working Hands” and I found it (no surprise) on Amazon.”
Thanks for reading – here’s wishing you a healthy and safe day!
Ann
PS. The e-Course is still happening.
Good News:  Your BTA educational discount applies.
If you have questions or would like to register, send me an email annbarr@annbarr.com and I’ll get back to you ASAP.

The First Question Matters

woman-using-iphoneOne of two things happens when a caller (a stranger) asks a specific question that could sound interesting – or phony.

The listener (a prospect) might be curious and may want to continue listening … or not.

What happens when this question is asked?

(1.) Either the prospect is turned off by the question and ends the call …

… Or

(2.) S/he continues to listen and answers the question with a “yes.”

The Question

“If I could show you a way to save a substantial amount of money with our copier, would you be interested?”

Whether or not the prospect answers the question depends on how the caller sounds before asking the question.

* Genuine or phony?

* Authentic or reading from a script?

The beginning of the call makes a huge difference.

A Much Better Question:

One question gets an honest answer and here’s why

Thanks for reading – here’s wishing you an awesome day!

- Ann

 

 

5 Tips Before You Make that First Call

coffee-2608864_640Before you make the call you are not looking forward to making …

 Think first – before you make that call – about doing these 5 things:

1.) Before making cold calls, read the testimonials and positive quotes customers have written for – and about – you or your company’s products or services. They are important.

2.) Really read those testimonials and positive quotes because you will feel more confident when you make calls. 

3.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.

4.) The prospects you are calling use or need what you have to offer.

5.)  And remember that you are the value. 

Important: Prepare in advance

*  The questions you ask prospects are critical

*  Your initial question can establish rapport, trust and respect.

*  If they trust and like you they are more likely to become a loyal customer.

*  You can get to know their needs and wants better if you ask the right questions.

*  These would be fact finding – open-ended questions.

Examples – effective open-ended questions:

  • “What went into the decision to purchase your copier?”
    (NOT “why did you buy that copier” which puts them on the defensive.)
  • “How are you currently handling back order situations?”
    (NOT “do you have a second source in case you have a back order situation?”)
  • “How would you describe that experience?”

Planning Your Follow-up Appointment

With these questions you can uncover information that will allow you to come back on a follow up appointment and have the information that can motivate the prospect to purchase.

If you have questions, feel free to send me an email annbarr@annbarr.com and check this out

Thanks for reading – here’s wishing you a spectacular day!

Ann
PS. If you think you are not cut out for a sales job, read this
PPS. The next sales training/coaching e-Course starts Wednesday.
PPPS. Information about my one-to-one e-Course is on this page.

 

More info

 

What is the Ann Barr e-Course?

kyle-gregory-devaras-6RTM8EsD1T8-unsplashThanks for asking! (okay, you may not have asked, but you did click, so, thank you!)

The e-Course – What is it?

This is a one-to-one private 4-week once-a-week sales training and coaching e-Course conducted by Ann Barr by telephone and email.

In this e-Course you will:

  • Create opening statements that get attention instead of resistance
  • Find out what to do when a customer’s objection takes you by surprise
  • Learn how to avoid six costly mistakes that can reduce profit
  • Discover three ways to get through gate-keepers and
  • Seven ways to answer objections and
  • 10 ways to ask for the sale
  • Find out which voice mail messages will get your call returned
  • Learn the secrets of closing more sales than ever before

And

  • Learn how to create your own unique opening statement which will motivate prospects to become more interested and end up in more sales for you and
  • Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”
  • Find out which 4 words never to say at the beginning of your outbound phone calls.
  • Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the sale.
  • You can see the registration form on this page.

Who this e-Course is Perfect for, who it is Not Perfect for and tuition