Do your research before any sales attempt

Scenario,

You just got home from work, your relaxing and fading into the completion of a hectic work day with a good book, or a television show.  The phone rings.  You answer.  Who is on the other end?  Someone asking for what seems to be a variation of your name that sounds VERY ridiculous.  Then?  You are annoyed.

They proceed to try to sell you something that you already have!  In this world, it is one of my biggest pet peeves.  As this person is talking on the other end of the line, all you can think is, “What an idiot”. 

 DO YOUR RESEARCH. 

I have trained my sales staff to know the difference between pulling out a prospect, and pulling out a lead.  It’s one thing to have 100 leads, it’s another thing to try to turn those leads into sales.  

There are so many different levels to a good sales point.  YES, knowing the product or service your selling inside and out is a 100% must.  But what about knowing your demographic, what about knowing the potential client before actually contacting them?  Also VERY important. 

Know what the potential client needs before hand so you can give them a genuine, honest run-down on how to go about making things better for them.  Be genuine.

What is the point of purchasing a lead list if you are only turning the people on this list away due to your lack of knowledge about the consumer?

The question is, why waste the money on leads if you will never get anywhere with them?  Why not invest in your clients and know that you will have future contracts with them continually over the course of your career? If you invest in your clients, your clients invest in you.  It’s just fact in my mind as a business person.  When your clients invest in you, they refer you.  When this happens, you don’t have to worry about chasing down meaningless leads.