You have a large number of Friends on Facebook. And you have many Connections on LinkedIn. Not to mention numerous Followers on Twitter. That’s great. But, right here, right now, how many prospects do you have? Friends, connections and followers are all wonderful to have. We want them. But we need people who will buy our products and services. And we need to reach out to them.
It’s time to push away from Facebook and pick up the phone. It’s time to stop the social activity and call on prospects.
Recently, I was hired by a VP of Sales to deliver a series of workshops and coaching sessions. When I asked what training needs he saw in his people, he explained that his salespeople believed an email was the same as a sales call. Startling, right? Except that it is not an unusual idea these days. In fact, I encounter it frequently. I am sorry to tell you that an email is not the same as a sales call. An email can have many positive attributes. It is instantaneous. It is concise. It can be shared simultaneously with many key players. But, it is not the same as a sales call.
A sales call is personal. It is face-to-face. It is a productive use of your time. It demonstrates to the prospect that you care. It gives them the chance to see how well you listen and comprehend. It is an opportunity for you to see their operation and meet other key players in the organization. It’s a way of differentiating you from your competitors. It’s too good to pass up!
So, here are a few steps to take. First, you don’t have to stop using social media. Far from it. I encourage you to continue using it. But always with the idea of reaching your objectives, not just being social. Next, make a list of five prospects you can call each day for the next five days. A total of 25 prospects, five per day. Be clear in your mind what you will say to them. Now, all you have to do is call them. Make it your first activity each morning. Then you can go back to being social.