A SIP Tip to Turn Cold Call Leads into SIP Leads
Posted by EtherSpeak on June 13, 2011
It’s one thing when a company hears about you and comes asking for your service. As long as you can deliver according to their needs – you’ve got a hot lead handed to you on a silver platter. Don’t you love those days?
It’s easy to see dollar signs when you look at all the companies in your neighborhood or that are somehow within your reach. The problem is how do you get these companies to come to you? Obviously you cannot wait around hoping someone comes knocking on your door. Of course, you should be getting inbound leads no matter what – don’t get me wrong. That’s another post…
So the question is, how do you get your foot in the door? There are lots of books written with creative techniques about finding the right contact, and what kind of presentation one should do to “wow” the prospect – but how about trying a back door approach?
If your main goal is to sell a big phone system, that’s a kind of difficult sell when knocking on doors. Even if you know for a fact they could benefit from your system, it’s a hard cold call sell.
How about starting with a different product first? Take for example our iEtherFax service – it’s low cost, saves the company money and doesn’t require a huge overhaul of anyone’s existing phone system.
During the push to get the fax service set up, you need to request a… phone bill… see where this is going? Now you can tell if indeed these folks could benefit from your system – they gave you the information and you have a perfect “in” for suggesting another way they can save even more money.
At this point – you can offer a free phone review and show them how they can save even more money. All you have to say is, “I noticed some of your phone bills are pretty high. Since I already have your statements, mind if I do a free phone review for you? I might be able to save you even some more money.”
Naturally, we’d expect the smart business person to say sure – go ahead.
I’ve seen this done before with many products – in marketing and sales it’s called “up selling”. Nothing sneaky – but it is rather strategic when the opportunity is right.
Have a view point? Agree with what’s above or do you disagree?
Share your views!
EtherSpeak, Inc.
www.ietherspeak.com
SIP Phone Service Provider
