Speak First. Write Second!
Small Business guru Peter Carruthers writes:
The more I speak to people (and write to them) the more I realise how much more
effective the spoken word is.
For more than six years I have asked, begged, and pleaded for sales folk to call
within 30 minutes of an enquiry. That's a phone response, not an email response.
I have done this in my weekly blog, in hundreds of webinars and seminars. Yet
most of us still think that writing a proposal in a vacuum is as effective as
calling the prospect first.
There can be only one reason for that: They have not yet tried the phone call
approach.
A simple anecdote from someone who sells top end programming training
internationally. Heinz hails from SA, but lives on an island in the
Mediterranean. some time back he emailed me.
"About a month ago, I received
an enquiry from an Indian lady living in NYC. She was interested in some
training. Not being very hopeful, I picked up the phone and started chatting to
her. She told me she was on her way to Philadelphia, so I gave her a restaurant
suggestion of a Greek friend of mine.
Shortly afterwards, she placed
an order for my Masters Course (R35000).
She just told me she also
wants to buy my Concurrency Course (R35000) - but I'll give her a 25% discount
on that).
So a R61250 payoff for one
little phone call? Not bad hey!"
Bottom line: Making that phone call fast says more about your service than any
writing will ever do. And asking for more detail says more about your caring
than anything else can. But mostly, you will sell a lot more.
We have a fast startup email course that will get your first marketing email out
the door within three days. You get it for R648.50.
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