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Don’t Try to Sell
Tuesday, May 04, 2010
Not on the first call.
Not on the second call.
Not on the third call.
It takes me at least three conversations to get to the point where the contact knows me well enough to even hint at a problem or pain.
We don’t reveal our weaknesses to strangers (unless we are stuck next to them on a bus).
If I can’t sell on the first three calls, what can I do?
I can give: “I’d like to send you a press clipping”; ‘I have a white paper to bring to your attention”; “I’d like to invite you to our next meeting”, and so on.
The gift had better have obvious or at least curiousity value, and it should bring me something in return – an email address, a postal address, or an excuse to call them back in two week’s time.
Here’s the good news: You won’t be doing any cold-call sales calls any time soon.
You’ll be perceived as the bearer of good news.
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Toronto and Mississauga, Wednesday, May 05, 2010 6:21 AM
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