Knocking down doors.
This is the old school approach that is just that old school.
How you go about it?
Try to wear a good shoe for one since you will be walking a lot. A lot.
If you have a meeting in the area and some spare time you should walk around and walk in to stores or offices and ask for the manager or the decision maker. They will come and most will have raised their guard already so be sure to quickly defuse the situation with i was here on another meeting and could not help but spot your business. I would like to book a meeting with you to know more about what you do and to present you with what i can do to help you and your business. I don’t have time now would be the most given answer to this approach, be understanding and say that neither do you but you would like to book the meeting at next week or what ever suits you / his or hers convenance = sometime soon.
This approach gives some really interesting new contacts since they are not your normal type of costumer and there for can surprise you in the sales potential. some will be small but it will still be worth it and sometimes a small front can hide really big company’s so don’t judge the book by the covers :-).
It don’t matter if you have a meeting in the area or not the important thing is that the one you meet thinks so. Since then you are more attractive and wanted as a business partner.
Some are really aggressive and more or less kicks you out the door try to not take it personal they are the same ones that will hang up or shout something on the phone. they are the ones missing out the benefit of having you as a business partner.
Remember that you actually have something that can help them and why should you help people like that?
So pretty much knock on as many doors as you come across and you will soon work out if you got the aptitude for it or if you need to change to get meetings in some other way.
Since the knock on the door is an old school approach so will my advice be; stay positive and remember that the next customer havent meet you yet and it can be the one that says yes to the meeting.
Yes you really should use your network to book meetings.
If your active in sports for example take some time to talk to the others there until you have talked to everyone about what they do for a living and what you do and exchange cards. Will this get you any business? yes given enough time.
Now apply this concept whenever you meet a new person where ever it maybe the bus,opera,sports event,birthday party and … well you get the idea.
Do you think that you don’t know or get in contact with enough people. You do know a vast majority of the planet if you extend your network far enough in only a few steps your contact network is huge and that applies to anyone.
You should also add this philosophy on social networks like Facebook and others that like it. If you are not signed up yet just do it, soon you will realise that your closest friends knows a lot of people who will be important to you business wise. Contact them and invite them to lunch or something of the sort.
The local business organization will have meetings weekly or at least monthly, join all of this that you are able to. They are usually built around the idea of network socializing pre internet and works rather well, you are expected to introduce yourself and present what you do for a living and i can assure you that this will lead to business.
To boost your network one suggestion can be to throw a small informal party/get together with the invites being people you know well and ask them to bring one more. making the event a doubling of your current network. If this is something that you have success with do it again with others and you will soon be the most well-connected person in your area since you will actually know a person in every business available.
The first thing you need to do is choose:
1. Booking on the phone
2. Network booking
3. Knocking down the doors booking
4. Make someone do the booking for you
Lets concentrate on number 1 for now.
Who do you want to meet with?
Usually the decision maker so Ceo or head of X.
Why do you want to meet them?
To sell something. A product or a service that will be beneficial to their business.
When can you meet them?
As soon as possible. With the higher ranks on the company that you are usually trying to get the meeting with there are a lot of meetings with someone just like you and maybe even with competitors to you. Dont be surprised if you have to book the meeting 4-12 weeks from now its ok because they will be there and that’s whats important right now. usually the cancellation rate of a meeting is around 1-2% and rescheduled meetings 7-10% depending how good / smooth your skills are when booking the meeting.
Ok so now i left the insurance company as a telesales person or telemarketer and the job i land is a field sales job were i sell chemicals to company s and try to make them grossly overdose these to sell more (yes its the actual way the company wants us to sell). Making some real money does not compensate for the bad conscience so i quit doing this and stay at home for the summer spending my time with my first son. After summer i continue my sales journey and land a job at a new started company and get the responsiblity to build a sales department for them and with boss sitting in another country it’s up to me to solve the empty office space and make it happen :-).
I hire 4 sellers and we start out over the phone trying to sell an alarm system that will cost the costumer about 1500 $ not the easiest job i had but after the insurance company i would like to think that i was well qualified for this. And sure enough i started to sell and the rest didn’t reach up to my level but it was still a good result. I then realised that i had to educate these guys so they could sell more so after i while i had made a sales school that we later applied to the entire company. (when i started we were just 4 people including me). Education turned out to be good thing and also made the staff ask what they should have done differently to achieve a higher success rate. Now i could start to work with them and learn a lot myself about being a boss. after a year i had proved myself to the owner and was promoted and got free hands (as long as i delivered results of course). Found a new office in the center of town and got everyone who applied for the job to come to the interview as opposed to before when about 35 % that applied actually came to us since we were located about 15 minutes from grand central so don’t underestimate the status factor of your office location. Suddenly i had managed to make room for 16 sellers and since we worked from 15-21 in the days i had a nice office that no one used from 9-15. We then invested in a dialer, it’s a computer that instead of you dials the number for you and passes the answered calls out to the sellers. This made me able to employ up to 32 sellers and i did so. this was some serious marketing power we could in less than 3 months call every single household in our sales area and market our company and product. After a few years we had sold almost 40000 units and we had become the second largest alarm company in Sweden. The beauty of the offer was that the costumer had a subscription on the alarm so they paid a monthly fee and since the alarm didn’t do anything noteworthy except blip when you activated it and kept the burglars out of the house they kept paying and after the first 3 years it was all profits for the owners who got very rich and decided that it was time for a new president for the company and that as all she wrote.
I’ve been doing sales for life and will do so for as far ahead as I can see as well.
Began to work in the family business and sold plants and flowers to customers already at the age of 5.
I got a very clear insight in how people work in face to face relations and been building on that to make more sales.
Skipping ahead I was in my teens when starting to work all available days and holidays in our store to make extra cash.
I remember my mother being very impressed with my sales technic and approach of customers on christmas (i think i was around 14-15 at the time), and I actually sold more than the 3 other employes together 🙂 that was a really happy christmas paycheck. It also made me realise that I had something that maybe not everyone else had.
After my exam i started working at a big insurance company as a telemarketer and that was a really good reality check. Having relied on face and body language and not very much on voice i made a very weak first month. Not 1, that’s zero sales in my first month and i was devastated, I came in to the company with a very high opinion about myself and my sales skills. My boss however encouraged me to continue and persevere and also gave some pointers. Started to play around with my voice and intonation of the words i said and imagined myself seeing the person/customer on the other side of the phone and that made the a whole lot off a difference. All of a sudden i started to close deals to the left and right and after a the second month i started to be on the number 1 place on the salesboard more and more and i also won some prizes and sales competitions and started to get something in the wallet.
I will write about business, trade and dealings with outer people in this capacity.
Hopefully you will get insight and inspiration from this that you can use on a daily basis.
So lets gets cracking!