Sometimes, when a potential business opportunity buyer signs up for some get carried away and select several, or in some cases, a dozen or more business opportunity options. We all know many of these potential buyers never had a real interest in these business opportunities – often times acting on a whim.
They, are the true ‘tire kickers’, as sales people label them. Me? I call them unrefined diamonds. Think about it for a minute: You have this person on the phone: “Tell me about your business opportunity and give me references…”, right off the bat. The seller is thinking “Hmm, this is a tire kicker who will require a ton of work and they are not worth the effort.” This, is in my opinion, where 99.9% of all sales people go wrong. This is also the reason sales people who spend the time and effort to work EVERY lead – will sell more than you.
Moreover, if 40-80% of all leads are “bogus”, that means you only have roughly 20-60% of all leads to really work with. I will talk with anyone who is clearly interested in improving their lives and is willing to focus and work hard. They may know little about business opportunities in general, but are willing to ask intelligent questions and offer a chance to become a buyer. Too many sales people are labeling some leads and “bad” or “bogus” and deemed not worth any effort beyond their auto-responder. News to sellers of online media: It is hard work to close deals these days! So, if that means giving a complete end-to-end sales pitch that lasts for over 40 minutes and the person buys nothing, at least you’ve honed your skill set and hopefully have become more comfortable. If you can direct the conversation, get to know what they want and need, eventually you will fill their void and close the sale. Sales, in my opinion, is a ‘numbers game’ and will always require skill and determination.
So, the next time you call on a lead who takes your call and asks what seems like a stupid question and you know they are uneducated about your business opportunity, patiently take the time to educate them. This extra time and effort is what it takes to improve your sales numbers over time. Your numbers will go up!
Recently, we’ve had a few reports of people hanging up when calling the very people who requested to have them call, leaving some sales people to question the quality of leads, not just on our website, but websites in general. “Should we try print media, or maybe a Chicken Suit on the street spinning an arrow sign?”
It does seems counter productive and surprising to the seller when they dial a number and immediately get hung up on. What the caller might not realize is that the recipient of said call might not recognize who is calling or why you are calling. You may also be the first or tenth call that person receives in a short period of time due to filling out forms on one or multiple websites. If the timing is not right for the person you are calling, the potential buyer may be aggravated. As a result, the next call that comes in and even mentions anything about business opportunities, they just get fed up – and hang up immediately.
Having almost three decades of experience selling print and online media, I have gleaned a few things about potential “buyers”, “lead filler-outers” and the serious buyers. So, I have some ideas to share on why this happens, how you can combat it and to realize that you may not be the only person calling this opportunity seeker. First step – set yourself apart from the competition. The other people calling this person are often selling unrelated business opportunities. I call these shoppers ‘Green’ and unseasoned. They are just getting an idea of what they could possibly see themselves doing, what they can actually afford – it is a large step for buyers. If they hear the right things from you, a long-term client relationship may be created.
Look, we know over the years that business opportunities can often be very hard to sell and not only that they can generally looked as less reliable than buying a Franchise. I wanted to exchange some ideas with our serious readers that dig into the.
1. Sellers thinks that they are making a cold call when truthfully they requested to have you contact then. Unless they expressly described to not be contacted via telephone in the description area.
2. Start off by asking this question: “How are you today?” it is a kiss of death.
3. Think you are bothering people by calling.
4. If you ask “is this a good time?” you have blown it already.
5. Call on a potential business opportunity buyers from a Blocked Phone Number!!!!!