Generating Business
Published on Apr 14, 2016
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Chris Spurvey
Best Selling Author of It's Time to Sell
www.chrisspurvey.com
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For the majority of us, the idea of picking up the phone and calling someone we don’t know for the sole purpose of talking about our product or service is daunting.
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And rightfully so.
It is not natural.
It is interruptive.
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It is like picking up a handful of rocks and tossing them into a crowd of people.
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There must be a better way.
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Thankfully, today we are living in a different time.
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Along with the door-to-door sales technique, the interruptive nature of the cold call seems to have gone away.
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So, maybe you’re an entrepreneur or someone fairly new in a sales role.
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How can you generate leads without interrupting people?
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Build your personal brand
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Offer value in the form of articles and free downloads, such as checklists, white papers, and scorecards, on your website.
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Build your online presence as an expert in your field.
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Travel the aisles where people gather who have a problem that you can solve
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Social networks are great places where professionals network with each other. Consider it as divided into niches, or groups.
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Use strong customer service to get referrals
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The best sources of new business are your existing clients, for whom you are providing top-notch service.
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“Do you know anyone with the same problem I helped you solve?”
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Lead with a casual email
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Some of the best new business opportunities that I have drummed up have come from the following approach:
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Use LinkedIn to find a person who you believe has a problem that you can solve.
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What area of life do you have in common?
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Bridge the electronic communication by arranging a phone call.
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When you travel, use LinkedIn to find a person who may have a problem that you can solve and then send him or her a casual email invitation to go out for coffee.
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In the phone call or coffee meeting, listen for 70% of the time and talk for only 30% of the time.
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It is my belief that everyone can use these ideas to grow a business.
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You don’t have to be a sales maggot to put these actions to work for you.
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So, if your mental image of sales includes cold calling, my suggestion is to change that mental image.
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