Monday 8am: Read this newsletter
Monday 8:15am: Seek the truth
Last week I was on the receiving end of a number of phone calls to my office and mobile phone. The caller first left a voicemail saying their name (let's call him Art Carney just for the heck of it) and that they "wanted to find out more about the services we offer".
So, I called back and got the automated voicemail with no name or company. I left a message with my mobile #. Within a short period of time I got a call back while I was already on another call. Again the caller left their name and that they wanted to find out more about the services we offer. They never offered their company name or any other info. I suspected this was a soliciting phone call, but I did return the call the next day. Again reaching the generic voicemail I let the caller know we had not been able to connect, so I offered my email address so perhaps they could give me an idea of what they wanted to learn and we might set up a time when we were both available. Within minutes (again, while I was on the phone which is a big part of my day) I got a return call saying that the caller "would rather talk face to face" about whatever it was they wanted to discuss and still offered zero information about who they were or what they truly wanted.
So....I moved on. When I talked to my daughter, she asked "What if this is a huge new potential client and you're missing out?". To that I responded, if it is...shame on me....but I doubt it.
The moral of this story?
Don't hide who you are or what you want when contacting your referral sources. It's an approach that reeks of lack of professionalism. If you have something to hide, then you're not selling, you're trying to fool somebody. I've found that a honest helping of the truth will get you a lot farther in sales than misdirection and refusing to state your case. In fact, the more forthright and honest you are, the more your customers will be too.
So, this week I want you to approach all of those accounts where you've been holding back your true purpose for calling on, and give them a full meal of truth. Your approach to this point hasn't worked, so mine can't work any worse than that. In most cases, it will work better. A LOT better.
If anyone ever taught you to hide the truth in sales, fire them. And....tell them the truth of why you're firing them. It's the least you can do.
You have until May 9th to join our next Home Care Marketing Accelerator program. It's 10 weeks of great, live training that gives you the strategy to succeed in weekly doses of training, discussion, and field selling. You don't want to miss a week so register your entire team today.
Then you will know the truth, and the truth shall set you free....and your customers too. Trust me, they CAN handle the truth....