Business ideas

These days, it is easier than ever to conduct business in cyberspace. And it’s changing the way we look at communications with our clients. In fact, it has changed the very environment in which we work. Offices that have in years past been abuzz with phone calls and conversations are now eerily hushed as more associates punch keyboards vs. phone dials and speak in type over email or AIM vs. over the phone.

All of this, while extremely helpful in conducting business, may not be the best thing for client relations and generating new business. Like the airline ad a few years ago that encouraged sales reps to fly out for client meetings, it’s time for sales pros to get back on the phone.

I have recently conducted a phone campaign to each of our near 200 active and inactive clients with significant results. The vast majority of my existing clients were actually glad to hear a real voice vs. getting an email message. And what’s more, many shared information on upcoming projects that have generated more business!

If you’d like a boost in your business, here are a few tips for your campaign.

1. Sharpen your active (business in the current years) and non-active (no activity in the current year) list, and make sure you have the proper contact information.
   
   
   
   
   
2. Check the revenue report for each client to note current volume, history, and any significant trends.
   
   
   
   
   
3. Create a standard phone pitch for each group. For example, active clients receive thanks for the business they have placed. Non-actives receive a reminder of a past successful project/service and an invitation to renew the relationship.
   
   
   
   
   
4. Prioritize. Research clients who have conducted the most sizable/profitable business, or those who have the potential to develop. Make calls to these groups first.
   
   
   
   
   
5. Set goals for number of calls to each group. The overall number of clients on each list may be daunting – so it’s best to create smaller sub groups to tackle in defined periods.
   
   
   
   
   
6. Schedule calls when your clients may be most receptive. There are many arguments on the best days of the week and times to call. I have made calls on Monday late morning to Friday early afternoons with equal results. It’s important to use some common sense, and of course be mindful of time zones.
   
   
   
   
   
7. Don’t cop out by calling a west coast client, for example, before they get in to their office. It’s far better to get through than to get voicemail. The fact is you really can’t project when a client may be least busy and/or most receptive. But you can control where, on your schedule, you set aside a time to make your calls.
   
   
   
   
   
8. Keep records of your calls and subject matter discussed. Whatever contact management software you use, take careful notes.
   
   
   
   
   
9. Follow up your call with an email thank you note and a summary of your conversation.
   
   
   
   
   
10. Schedule and fulfill follow up activities. Don’t let your positive experience and good faith gained with a call become undermined by your lack of action on an item discussed. Be diligent!
    
    
    
    

If you follow this plan, you’ll be surprised at the good faith you'll engender with clients and the increase in your business as a result. Remember – sales is all about relationships, and relationships are enhanced by live, interactive communications. So, pick up that phone!

 

About the Author:

For over 30 years, Joe Maiella's reputation has been synonymous with the highest levels of professionalism, quality, integrity, and quantitative results. His efforts are widely recognized in the advancement of business objectives through corporate communications and training initiatives both as a media manager and currently as a supplier of production team administration services.

Following a career in production and management that included roles at Bethlehem Steel Corporation, New England Financial, and Convergent Media Systems, Joe was recruited by CrewStar (www.crewstar.com) as Senior VP, Marketing & Sales in January of 1997. CrewStar is the industry's premiere supplier of worldwide media production crew resourcing and crew and talent payroll administration services.

Currently, Joe is serving his third term as President of the Massachusetts Production Coalition – an advocacy and support group aimed at enhancing film and commercial production in the state which was a key proponent of production incentives that have attracted millions of dollars of new revenues and new jobs to Massachusetts.

Article Source: ArticlesBase.com - Don't Get Stuck in Email Malaise