This Question is for successful sales people. I recently started a professional service company. The field is very cut-throat & competitive. I have many years of exp. in the service. I know who I am targeting. Most of the companies that are in this field are all down in business flow. Most of my contacts are saying they want or need the service – but they just cant afford it now or its not in the budget. My Questions:
1. Who should make the first contact? Me or Them? If me, then which method of contact is the best (phone, fax, mail etc)?
2.How often can contact be established? (as I get alot of “cant afford it right now, but maybe later” or “let me talk to the boss”)
3. How would I convince someone that it could fit into their budget or to fit it in?
4.Once I get an appt. I have alot of info to get through, how can I present it so that the customer pays attn, understands & doesn’t get bored?
In other words, from first contact to sales closure, how could I effectively land a sale?
If any good salesperson sells a service – a “non-tangible” product, please let me know the best way to get the meetings & land a sale! Thank you!
No, I did not indicate what service. As I’ve said this is a cut-throat business – that’s really an understatement. If there are people on here that have the same business line and they want to answer, I want good advice. Other companies like this hire “slammers” whose only jobs are, calling around and slamming other businesses, calling customers who use a company other than them and talking bad about that company or spoofing and spamming as if they were another company – so that it gives the other company a bad name. I believe this is unethical practices and do not want to stoop to that level. Instead, I intend to prove to the customer that we are the service for them. This service is priced by the hour and not by the job. It is also designed for long-term service, but short-terms are also welcomed.
