Recently my dear friend and often collaborator, Linda Daley of Daley Progress, told me an email/phone story that’s worth sharing:
Marketing software is something Linda needs to stay knowledgeable about but when she received an email from Act-On software, she deleted it as “typical marketing stuff”. Then came a phone call/voice message from the salesperson. Linda’s schedule is jam-packed so … the message got deleted. The salesperson, confident Daley Progress was his target market, then contacted Linda’s associate, Danielle, in Regina. Danielle offered to pass along another email, but warned the salesperson that if it was “typical marketing crap”, he wouldn’t hear back. When Danielle mentioned this conversation to Linda, it got her attention. By not giving up, the salesperson now has a meeting scheduled with Linda. Is there a sale? Only time will tell, but a valuable connection has been made that could grow into a relationship.
That’s the power of persistence.
Whenever I talk about persistence in a workshop – an absolutely critical characteristic of today’s phonework – I’m always met with disbelief and discomfort. Yet I can say that as I approach the 26th anniversary of my career in business-to-business phone sales, persistence is THE cornerstone of my success.
Here are five reasons why you should embrace the power of persistence:
1. It is not your customers’ – or your potential customers’ – job to contact you. They’ve got their own lengthy to-do lists they’re trying to get through;
2. It is tangible evidence of the depth of your desire to be of service;
3. It shows off many of your skills: organization, fortitude, consistency, etc;
4. It illustrates how much you believe in your product or service; and
5. It says very clearly that you are able to do what’s necessary to get the job done.
What I know to be absolutely true – persistence works. And I’m guessing that if you think about it you’ll realize you already employ persistence in your life. Perhaps, like my husband you refuse to give up on a nagging household problem (recently it’s been the wacky, chaotic wiring in our older home). Or perhaps its working away at making a rocky, shady backyard a bountiful garden. Or maybe it’s a recipe you insist you can perfect so come back to it frequently throughout each year. Or maybe its becoming a better knitter, chess player, runner, piano player …
Where does persistence occur in your life and can you shift that same determination into your phonework?
Finally, I want to bring a bit of extra attention to a workshop I’ll be doing with Peter Skakum of Tangent Strategies at Ashburn Golf Club on Wednesday October 2. Exceed Your Quota is a powerful and liberating workshop for those of you in the Halifax area that want to improve not only your phone communication skills to book more meetings, but also improve your meetings with potential clients to close more sales. We have 3 seats left, so do consider joining us for the day. You will be very glad you did! See detailed information below.
Interested in Learning More from The Phone Lady? Here’s some options:
Monday September 30 – Halifax – Grow Your Business
10 am until noon
This monthly prospecting practice, in conjunction with The Hub Halifax – 1673 Barrington Street, brings together like-minded entrepreneurs who want to perfect their telephone skills. To register click here http://www.thephonelady.ca/rsvp/ Call me at 902-404-3290 or email me for more details.
October 16, 23 and 30 – Halifax – PhoneWork: The Art (and Science) of Effective Telephone Communication
At NSCC, Institute of Technology Campus, 6 to 9 pm Wednesday evenings
From telephone interviews to conference calls, from customer service to market research, from booking appointments to closing sales, the telephone is an essential business tool. Using it effectively requires specific listening, interviewing and speaking skills. Regardless if you are a business owner, an employee, or someone looking for a new job, this course provides you with everything you need to banish phone fear and become phone fabulous!
All the information, including registration, is here: http://www.nscc.ca/learning_programs/coned/Course.aspx?I=690
Wednesday October 2 – Halifax – Exceed Your Quota: Get More Appointments; Close More Sales!
Presented in conjunction with Peter Skakum, Tangent Strategies , this workshop focuses on the skills you need to pick up the phone and book appointments as well as how to create meetings that result in new customers. Full details, pdf descriptions, testimonials and registration can all be found here: http://www.thephonelady.ca/registration/. Register early for a $100 saving.