When it comes to sales, the name of the game is to get as many people in front of you as you possibly can. Generating leads is probably one of the biggest challenges when it comes to sales, and it can affect your ability to reach your targets. While new leads may not be that hard to find, quality leads can prove to be a bigger challenge. Thankfully, there are many different approaches you can take when focusing on getting people in front of you. It is important for you develop a system that works.
The first thing you want to do is look for the people that are having great success and get some tips from them. Throughout my career, I have spoken to many different successful sales representatives and found a lot of different approaches. Bottom line, if you apply yourself, they all work.
Some of our top representatives work a very good referral program. When it comes to getting referrals, the key is to get a good pipeline going and take very good care of your merchants. What that means is doing the install yourself, or even following up after their first month with us doing a review of their first statement. A happy and satisfied merchant will gladly recommend you to many other merchants. Many representatives will gladly offer bonuses to satisfied merchants for recommending other businesses. By doing this, you now have established some very warm leads.
Another way is to get involved with business groups and attend meetings. I don’t recommend this as your only source. This will be gravy on top of your work schedule.
If you are good on the phone, there are plenty of lists out there when it comes to new businesses opening up, or you can get lists of businesses with owners names off of the internet. If you need a good phone script, reach out to me and we will get you one that is strong, short, and effective.
Personally, the best and most successful way to get people in front of you is to master the art of cold calling. Now, when you’re first starting out, that will probably not be your comfort zone. The question is, how do you become really good at something? The only way is by learning from the best and then doing it. Imagine this, you can go anywhere across this great country and work in Anytown, USA, and start contacting businesses and have success daily. Once you know that you are able to do this, you have what we call financial freedom–as long as you apply yourself consistently.
We have supplied many resources for you to become a great cold caller. All you have to do is simply go to “RMS sales training and inspiration”, and I now have several shows on becoming a successful cold caller. Several shows are dedicated to the mindset of a cold caller along with how to follow up after cold calling.
Make the decision that you are going to become a master cold caller. It all starts with your belief. If you believe you can, you will. It all starts with your mindset and your self talk. Repeat after me, ”I am a master cold caller.” Get that belief in your mind. Work on your voice inflection, your confidence, and keep smiling. I want you to get to a point where you can say, “I can go anywhere across this great country and write merchants daily.” What a great feeling! Yes, you will get there as long as you believe that.
Have a super successful week!
Regional Sales Manager RMSNPC