James Dimmer III

How do you go about your prospecting ?

Cold or Warm ?

New to prospecting ?

Make every attempt to turn a cold call into a warm one.  Let me explain.  Yesterday I had the pleasure of meeting the CEO  of a manufacturing company on a “cold” call.  We had a lengthy 55 minute meeting.  My records show all the items they use, the names of the principals, their buying process, product line, manufacturing capability, and what their typical client profile is.

How did I get all of this information on a “cold” call ? It is simple if you remember one thing.  Turning a “cold” call into a “warm” call is as simple as this;

Talk in terms of the other person’s interests

When you are GENUINELY interested in another’s position, ideas, concerns and desires you can show your desire to add value and become an integral part of their success.

Then you become a part of the vision and can contribute to the continued success for the prospects company.   Now is the time to demonstrate how you have added value for others and what you can contribute.  Remember “C” level clients don’t have a lot of time to “shoot the breeze”.  Add value or don’t waste their time.

Happy Selling

James Dimmer III

888-352-6563

Are you accessible to your clients ?  In communicating with clients do you create clear expectations about your schedule and their access your expertise ?

Let me relate a story about a client and why it is important to be accessible.  In many sales departments the client is referred for non – critical issues to an inside sales department.   In many cases the inside sales personnel are over worked and under appreciated.  Many customers have the feeling that they are not important in this scenario.  Let me share how I overcame this difficult long term relationship killer, and how you can too.

The answer is so simple you  may not believe me.  Are you ready ?  Answer your phone.  Really…  just answer your phone.   Voice mail is not meant as a communication method.  It’s a last ditch attempt for your client to contact you.  Stop believing that everyone will leave voice mail.  Did your client buy from you for your voice mail message ?  I doubt it.  Let’s be honest with ourselves.  Of course they did not.  Of course they bought from YOU.

You see people buy from ….. PEOPLE.  It’s not revolutionary, its’ SALES !!!

So here’s an example.

“Thank you for calling, your call is extremely important to me and I will return your call within the shortest time frame possible.  Generally I am available between 7 am and 7 pm.  Please feel free to leave me a message and I will follow up with as soon as I can.  Have a great day. ”

So let’s try to set the proper expectations for our clients.  Leave a great message letting the clients know when you will return calls, and then return the calls when you say that you will.  This builds credibility !    Could you use a little more credibility on your next sales call ? I can.

Credibility is the key to building rapport and long term relationships.  It’s simple, build rapport, credibility,  and EARN a long term relationship with your client.  If you are not willing to do all of this, maybe sales is not for you.

Happy Selling !

James Dimmer III

www.jamesdimmer3.com

888-352-6563

How does one even begin to explain the benefits of social networking ??

Frankly, social networking is the same as face to face networking. In business your ability to network successfully will increase or eliminate your business growth. My experience with networking has been very positive. Once you know your target audience you can directly seek those individuals out.

As an example, having a cup of tea this morning at Jackson Coffee Company, the owner asked me for a testimonial. Of course I agreed… he has the best ambiance for business development in the downtown area. Getting a coffee here at 7:30 AM will expose you to the movers and shakers… Most are my clients already, but there is an opportunity there. My point here is to put yourself in the right places at the right times…. and opportunity will knock.

The same holds true with Linked In, or any other business oriented networking forum. Get your information in the right place and spend a little time tweaking it to attract possible clients. Give first…. never expecting a return, and you will win.

Check out the websites for more information…

www.jacksoncoffeeco.com

My profile on Linked In

http://www.linkedin.com/pub/6/794/32b

Happy Selling !!

James J Dimmer III

888-352-6563