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Section 1. The Phone is your best seller Overview

  The phone is your best seller How to Make the Phone YOUR Best Seller A no-nonsense guide to picking up your phone  and finding new business using your... best seller.  This is a guide to effective telephone marketing                           The art craft and science of telephone marketing. Successful selling is  low-key,  polite, professional and conversational. Contents Overview Prospecting, how to find new customers Telephone marketing in action Email and  Letters Follow-up calls to build business relationships Keeping information (within the law) Psychology of buying and selling. Content marketing - the next step A user manual for salespeople The sales process goes something like this:  send basic information - send detailed information - meet - agree This manual is mainly about business to business sales prospecting. Where the process starts with a phone call. It includes telephon...
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Section 2. Your phone cannot fail you

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  Telephone marketing cannot fail. The phone is the most powerful sales tool in your office As Ron Holland ( talk and grow rich ) says ‘The orator is king’ Use the written word to give useful information. Use conversation, either face to face or on the phone to sell (From Ron’s Book Talk and Grow Rich)   Providing you have more than a few hundred potential customers, an integrated telephone marketing campaign (phone + email + web + content) cannot fail. The telephone – tried, tested and integrates with all other forms of marketing    The first and by far the most important secret in selling   is to learn to take no for an answer. The second secret is to ask... conversational questions and listen to the answers.   The process that succeeds over and over again... Call a potential customer and ask if you can send some information. Send the information A week or two later call them back, refer to the information in passing and ask a relevant open question Wait ...
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Section 3. Propspecting finding new customers from scratch

 Prospecting - the art and crft of finding new customers from scratch. All you have to do to succeed in sales is to keep prospecting.  The more you do it the more you will succeed. Even if you don't do anything else you'll still succeed. ________________ The key factors when prospecting are to...   ·       Believe prospects when they say no because we are only looking for the small number who are interested now (or in the near future). ·       Adopt a friendly, low key, inoffensive approach.    The objective of the first call is to check for interest. The first call sequence.   1.    Introduce yourself and your company and ask a low key question.   This question focuses attention on the call. The response, even though it is likely to be only a yes or no will allow you to gauge with some accuracy the level of interest s/he has.   2.    Briefly outline what you do and make a simple proposi...
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Section 4. Copywriting Tips

 Basic copywriting tips for letters and emails put the main point in the first paragraph highlight and emphasize the main point make it possible to skim read through subheads    1. Imagine you are your customer and ask yourself, ”What’s in it for me?” 2. Figure out what’s in it for them... 3. The words you and because should be used like salt and vinegar on fish and chips. 4. The subject line is  headline 5. First sentence - hook interest 6. Ask them to do something a call to action, they must be able to do it now. 7. Write from the customers point of view, make it look and sound right. Managing your prospecting campaign Find a (free) list of potential customers Call everyone on your list and when you have finished start again.      If prospecting is done regularly and in a low key way it will work.   The main rule here is to keep it simple and low key with no pressure.   Scripts - or not?   On balance a script works better but spontanei...
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