I hope you realize that unless you’re in the hotel industry, calling to “check in” is typical, clichéd and synonymous with “Hi I’m calling you with absolutely nothing today”.
I also hope that you realize that if our message to our clients/prospects is always a variation of “I’m calling to sell you something” or “I’m calling to ‘check in’ so I can sell you something” you are going to bore the sh*t out of a lot of people!
Having said that, let me ask you a question . . .
When was the last time you offered an idea to a client or prospect?
Many times (actually too many times) we only offer our ideas when there’s an active order on the table.
When the proverbial meter is running!
Even then, we might only think within the confines of our product or service or in a manner that is completely self serving.
Don’t ever underestimate the power of an idea . . .
Offered with no strings attached!
It has the ability to make someone look like a rock star to their team . . .
And the ability for YOU to differentiate!
Think I’m kidding?
Ask anyone who does the purchasing on behalf of your company how many ideas they’ve received from their suppliers over the last 12 months. Follow that question up with “How many ideas have you received from suppliers over the entire span of your career?” Take note of the confused look on their face as they try to think of one. Or Perhaps you can take note of how quickly they were able to think of the one supplier who cared enough to do this.
And no one is suggesting that you give away the store in the process, I’m just suggesting that you demonstrate to others that you CARE more about them than your commission check!
I’m also suggesting that in a world where we cling to stupid, used and abused “salesisms” like “I deliver value” that this might be a cool way for you to actually put your money where your mouth is.
Oh, and did I mention that . . .
Calling a prospect or client with an idea sounds so much better than “calling to check in”!
Your Turn . . .
What are your thoughts with regard to offering an idea as an alternative to “Calling to check in”?
For those of you who already embrace this concept, how do you go about it and how do people typically respond to it?
Did you like this tip?
I’m hoping you said “YES” because we’re going to be talking about how you can stand out (in a really noisy world) during our upcoming online sales program starting March 4th!
Click HERE for details and to take the first step in taking your sales skills up a notch or three!
For special pricing (and extras) on 2 or more participants, email me paul@yoursalesplaybook.com
