Closing That Big Sale With Conference Calling
May 31, 2008
So youre in business. Whether it is micro, small, medium, or enterprise; you know the one key element you need to succeed in your business sales.
Now, you have studied and learned many practices on succeeding in your arena, but there may be something still overlooked. You most undoubtedly have strained to learn every technique possible to gain the competitive advantage for ultimate return on your investment. What you may be missing out on is what you use to communicate during your sales process, more specifically; what communication products you currently use to implement your suave techniques of sale persuasion.
Recently a client in Florida phoned me requesting a way to consult with a large potential client and his peers overseas in Africa via telephone. He was a well traveled business man and was used to flying over to leads himself, but he thought he might try something new, something with less overhead; after all, it was still just a potential client. Well that request was a no brainer for me when I talked to him. I automatically suggested conference calling.
He was a little skeptical of using conference calling in place of face to face until I mentioned one of the conference calling services we offered. Being he had many international business leads and clients I mentioned CogniConference which offers toll-free conference calling from over 50 countries. He saw the opportunity the service presented and signed up right after we hung up with one another.
It was only two weeks later that he called our office to rave how wonderful the service was, and how if it wasnt for the international conference calling he would have never closed the Africa based client, a 4.5 million dollar deal! Expenses totaled under $200.00, a fraction of the cost of just one plane ticket alone.
How exactly did conference calling help save the day? Well, beyond increasing ROI and reducing CPL (Cost Per Lead) by saving on travel and lodging expenses, he leveraged a telecommunications product to warm up his potential client that ultimately closed the multi million dollar deal. He showed them that they were important enough to be given a free way to discuss business with his company across the entire globe. Needless to say, to this day he uses conference calling for his international leads.
Not in all cases, but in many, it is the options your leads and clients have to contact you that can make or break the initial beginning of a sales process. To convey you care about your client and not just their business may not always be as simple as using a communications service, but there are many services out there that can provide the additional morale boost and incentive your clients may need to get into their comfort buying zone.
An example where you might not want to offer toll free conferencing might be if your business is MLM or Network Marketing. Example: Perhaps your offer is good and was advertised well .You might not be interested in paying more money just for the curious. In other words you might want to only attract the serious ready to go individuals. The use of a non toll free conferencing solution might make the better option. Youre saying to your leads, I am giving you an opportunity to learn more about this offer in a group environment, but I need to see your level of dedication. That level of dedication being the willingness to pay a little out of their own pocket to learn more about your opportunity. It can be a great prescreening tool on who will be effective in the future for your marketing team.
All in all, information is key in virtually all sales processes. Conference calling gives you the ability to get all of your knowledgeable personnel in on the sales call to get questions answered at the most vital point of contact. You may only get one chance to prove your case to win over that client and the voice conversation is your biggest chance over most any other method to win that prized sale. The personal approach is a big winner, ask any successful salesperson and they will agree.
Conferencing is the one tool specified in this article, but of course, it isnt the one and only solution. You might just need an unlimited long distance calling plan to do cold calling. Maybe you need a catchy 800 number for advertising and taking in leads. Perhaps you need toll free forwarding to spare your potential client the hassle of leaving a message and playing phone tag. Whatever it is, you might just realize that telecommunications is very much apart of your selling process as is your breath to carry your voice. Be creative in meeting the needs of those who may become your customers as well as in reducing the costs to do so.
In closing, the lesson is very general here aside from conference calling benefits. How do you want your company viewed in the eyes of your future clients? Whether its how youre dressed or what joke you use, be thoughtful of customers needs in advance and plan ahead to leverage your selling power, because as you already know selling is business.
This article was written by Aaron Siegel of TopSavings.Net which offers Audio Conference Calling to residential and business customers.
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