Friday, June 30, 2017

Sales' Secret Weapon

There's a time to groom and a time to go for it.

If you only groom prospects by sending them emails and posting cute pictures on social media, you'll wind up the dateless wonder on prom night.

Sales' secret weapon isn't so secret.

It's not even a weapon.

It's your phone.

Selling is all about engaging prospects in conversation. Social media can do that, but only in a shallow way.

If your outbound marketing doesn't spur lots of inbound phone calls, then you're just marketing. You're not selling.

So if you want to sell, pick up the phone for at least an hour a day and dial. You won't reach many prospects, so leave voicemail messages. Here's mine:

Hi, this is Bob James… 202.641.5131. Hope your day’s going better than mine. Look, I need money to pay for my art classes every Saturday… so I’m hoping you’ll hire my ad agency. Bob and David James… at

Rinse, repeat.

You might also follow every call with an email or LinkedIn connection request.

If you need more guidance, read Dan Pink's remarkable book, To Sell is Human.

It's up to you to build your own pipeline. To do so, you must set aside at least an hour a day for outbound prospecting on the phone. Build your brand in the other hours.

Powered by Blogger.