At 2Shoes we contact prospective customers on a daily basis. Once we find those that are interested in hearing more we set up a short demo call to walk them through the app and see if we may be a good fit for their event. Often times those calls are 20 minutes or less. Not much time to establish a lasting rapport with your prospective customer. So how can you make the most of limited time on that one call? Below are a few tips to remember when on your call or in your meeting:
Listen: This is probably one of the best things you can do during a call. And it’s simple….just listen. You know you have your pitch down to a science and you know your product more than anyone but resist the urge to jump straight into your pitch. The one thing you may not know is why this particular person needs or wants your product or service. If you’re willing to listen you may uncover some interesting and unique issues your customer is dealing with and can offer more personal solutions.
Do your research: Maybe this goes without saying but it’s critically important. No one wants to feel like they’re the tenth person you’ve talked to that day, even if they’re the 50th person. Knowing the answer to easy questions ahead of time shows the person that you’ve taken time out of your day to get to know them, even before the call started.
Find common ground: This isn’t alway going to be a possibility. Sometimes, outside of the reason your calling, there just isn’t any common ground. But if you’re able to find it and make that small connection with the person you’re talking to it can go a long way. Not only does it help them remember you but chatting a little about that common interest can take away that potentially “weird” feeling people get when talking to a salesman.
Sales can feel weird to everyone if your new to it, the person selling and the person being sold to. Take some of the “weird” out of it by taking a relaxed tone during the conversation, asking questions and really listening and tyring to find that common ground. Approach the call as if it’s one of many you’ll have with this person; I promise it’s something they’ll notice and appreciate!