There are many, many different ways to #motivatepeople to work, especially salespeople. Management knows you have to amp them up and get adrenal going to be able to cold call and sell – it applies to any type of work. Unmotivated is Unproductive!
If you’ve ever been in a sales position where you had to go out and cold call, walk in to businesses without an appointment and try to get time to present your product or service, you know how hard that first step can be. There are more reasons NOT to walk in or call, than to just do it.
Here’s a story of how one method went a little too far and was sort of funny in a “you have GOT to be kidding” way.
A memo was on everyone’s desk first thing one morning. It said that “Giant Spiders” had been spotted in the offices and that exterminator was coming, but had strongly suggested people leave the building asap. Oddly it seemed only the spiders were after the salespeople! Management didn’t have to go out?
Someone had the not-so-bright idea that this memo, what they thought was funny, would get the sales team out early and motivated!
2 things happened, and neither was what management was hoping for. A salesperson that was on the phone getting closing a large contract was told to hang up and get out of the building due to the “Giant Spiders.” Having to hang up with no explanation, or the weird explanation, on a potential big buy did not help close the sale at all.
And, although the salespeople all left, they gathered at a local fast food place to complain about the whole issue. So the motivation turned into negative attitudes, a very hostile work environment, and was counterproductive to both the staff and management.
This was a case of not thinking it through and managing to get the exact opposite results than were expected. The giant cans of bug spray some of the salespeople put on their desks the next morning was kind of funny!
Sometimes you have to think ideas through all the steps to the potential outcomes and decided if it is wort i.
Here are some tips when cold-calling:
Learn the peak and off hours so you do not interrupt their business or customers. Do not expect the customer to wait til you are done; you should wait til they have been taken care of.
When the first person you see may be sweeping the floor, cleaning a table, stocking shelves or answering phones – most people would ask politely, “can I speak to the owner (or manager).” You should NOT assume they are not the owner or manager. A better way is to ask are you the owner, or manager, or even person in charge. It accomplishes a few things. IF they aren’t, they now feel respected and can become an ally, getting you in front of the decision maker; if they are, then you still showed respect for their business and staff. Many owners have to do every job at some point during their day to day operations and get their hands dirty, or wear same uniform as their staff.
Never underestimate who you are talking to…they may not be the owner or manager, but could be a relative. If they ask what it’s about, or what you want, don’t talk down saying you only want to talk to owner.
Same thing applies when you do talk to decision maker – don’t knock their business and say you can make it better; you can offer some suggestions to help – but putting someone on the defensive by saying they are not handling their business correctly only puts up a wall. You want to become an asset, talk about helping them save time, as well as money, by using your or your company’s products or services.
Remember TIME is very valuable in small businesses, and especially now with Covid-19, Coronavirus affecting so many. There is a short time to make a comeback to remain open.
There is so much to do that a lot of the marketing, advertising, promotion of the business gets put off; especially keeping the public up to date on social media, and keeping website current. If you can show how you can help them save time as well as money, it can be a deciding point for a harried owner.
You should also offer conversationally a reference or business similar to theirs that you have worked with in past, or are working with currently, to show you understand their potential needs, so you can provide a solution.
Never be Negative! A radio sales rep once asked a client of mine if he felt I knew what I was doing, did I have his business interests as priority, and was I really helping his business. The client said well I hope so, that’s why I hired her. Rep proceeded to say that since I advised against his station, I did not have the best interest of the business at the forefront, and that he could a much better job. The owner then said – how do you know that is not my wife, or sister or business partner that you are knocking! All that rep accomplished was to make 2 enemies, and of course, the owner never would work with him since. Not every service is the right fit for every business.
Never burn your bridges! You never know when you may need to talk to that person again, or patronize their business, or, if you change jobs, or they do, you may need to call on them again. Even if you do not earn their business right away, it is always better to be on good terms. They may even refer you to someone else.
Be knowledgable! Salespeople should learn something about the business and the industry that they are calling on, so you can talk the “language” and use proper terminology. To be able to help a business you really need to know about it. Too many salespeople are so busy talking about what they do or sell, that they ignore the trends in the particular business or industry, or what the business owner wants or needs.
Be positive! It is always better to be positive and creative, than to downgrade what is or has been done, even if it didn’t work. A no today does not necessarily mean no tomorrow or in the near future – circumstances change in businesses every day. Covid is a prime example – no one could have imagined being shut down for months.
For business owners, it’s like starting from opening day again.
Be pleasant! No one wants to talk to someone who is depressed, angry or makes you feel like your time is not valuable.
90% of sales closings are personality driven. An old saying is that as a salesperson you have to sell yourself, then the product or service!
Business is getting better, and although many are being forced to make the decision to close permanently, it is better to be part of the solution, than the problem.