If you are not making ‘sales calls’ as part of your Marketing Strategy then you are missing out on potential opportunities.

Most businesses utilise sales calls as an active means of acquiring new customers and reconnecting with lapsed clients. Although this marketing method presents several benefits, it is also one of the most avoided for a number of reasons.

Why We Avoid Them

As a Marketing Consultant, when you I ask most business owners on the Gold Coast, why they are not making sales calls as part of their strategy, the first answer is usually, “I hate making calls” and the second excuse reason is “I have no time.” However everyone knows they work!

As recently as 15-20 years ago, there was no internet, emails, social media etc. If you wanted to speak with someone you picked up the phone. Nowadays people can hide behind technology and send emails and text messages instead of speaking to someone.

Fear of rejection is another strong objection when it comes to makes calls. We often associate a ‘business call’ with a telesales call. What we fail to realise though, is that we are not telemarketers working out of a call centre but in fact are representing our own business or service. This is where the care and likeability factor come in. People do business with who they like, so hiding behind an email won’t allow your true self to shine through.

Tips for making Sales Calls

So we now know why we avoid them, how about we give you some top tips that can help when you DO make those calls.

1. Make it relevant – Prospective clients normally avoid sales calls when they are not interested in the product or service you are selling. Ensure the people you are speaking to can actually utilise what you are promoting.

2. Make warm calls – Begin the process by using your existing clients and contacts and call them to touch base.

3. Don’t dominate the conversation – Many ‘typical’ salespeople have a habit of ranting about what the product is and what it does. This turns what’s supposed to be an engaging conversation into a speech where potential customers become passive listeners.

4. Listen! – Ask questions and listen to the answers the person is giving. Do not pre-empt the conversation.

5. End on a high  – If the person you are speaking to isn’t interested end the conversation on a positive note and ask if it’s ok to keep in touch from time to time. This leaves the conversation open to potential future opportunities.

Making Sales calls can be tedious and challenging, but they are often essential if you want to grow your business. We don’t recommend they are your sole focus, but instead should be integrated into your Marketing Plan.