Ian Titchener, Director of Telemarketing Matters, writes:
Many of the small businesses we work with here at Telemarketing Matters are owned and staffed by their founder and owner. In most circumstances these owners are not sales people, and do not want to be! But here’s the thing, if you want to make a sale you have to be able to sell! So the TM team have put their heads together and come up with some top tips when attending a meeting, and here they are!
1. Prepare well!
Take your time to investigate the person and the company that you are visiting. Just as people buy from people it also works the other way round, people sell to people. Know who they are and what both they and their company do.
2. Have something of value to say
As we have covered in previous blogs, value is not something that you give away or add. It’s something that you do in favour of the customer. Tell them how your product or service will make their life easier, or how rich it will make them.
3. Look for commonality
When you arrive for the meeting notice everything, look for common links in their office that you can identify with and use them to build rapport. Does the prospect have a picture of a motorcycle in their office? If so discuss bikes for a while. But the golden rule, is know your subject or you will look like an idiot.
4. Press the flesh and introduce yourself
And do this with everybody you meet. If somebody else is in the room, they will be asked what they think when you leave. If somebody makes eye contact say hello or smile and nod. Acknowledge everybody and smile!
5. Look the part
My grandfather always told me that a snappy suit and shiny shoes said a lot about a man. Whilst this is old fashioned, it’s very true. Don’t turn up at a meeting in a worn out or dirty suit, or with shoes that have seen better days. If you look like you couldn’t care less, then that is what your prospects will think!
Hopefully these basic tips will help you on your way, but if you still can’t face selling, we also offer a ‘rent a salesman’ service. Good luck!
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