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Selling B2B Services converting warm leads into eager clients - Part 2

Last time we reached the point where we held a meeting with our prospect to determine what they are really looking for, and decided "Yes, we can help them". So now we proceed to make...

Selling B2B Services - Converting Warm leads Into Eager Clients - Part One

One of the difficulties in selling a service is that potential clients (we'll call them "prospects" here) often don't know whether they should be using what you provide. Selling services can require a much more sensitive approach than selling tangible products. Lets have a look at some of the things we can do to create a successful sales process when selling B2B services.

When Talking to Strangers

Discover three reasons potential customers may distrust you or your employees.

With a Little Help from my Friends Others or Even Strangers

Do you know what almost all successful business owners have in common? They all possess the ability to ask for what they need, no matter who they have to approach in order to bring them closer to their goals. Depending on one’s personality, this could be one of the scariest parts about business. Being afraid of making cold calls, soliciting business from potential clients, and/or being rejected the 8-9 times out of 10 (which is typical for a business owner) is often what causes most businesses to fail.

MOST OF US REMAIN STRANGERS

Leo Buscaglia has been quoted as saying; "Most of us remain strangers to ourselves, hiding who we are, and ask other strangers, hiding who they are, to love us." Unfortunately, there is an incredible amount of truth in this statement. One thing that my life of experiences has taught me is that the likelihood of finding a deep and meaningful love relationship is directly proportional to the amount of time and effort I have spent in getting to truly know and accept myself.

Smiling at Strangers

Smiling at Strangers - I can't tell you how many countless times I've found myself grocery shopping or in the mall feeling like a grouch not wanting to talk with anyone at all. I'd tell myself, "it's too big of a hassle to 'be nice' and friendly, or I didn't have the TIME or energy. Fiddlesticks. After years of this unfulfilling practice, I decided this wasn't a true reflection of who I really am. I consider myself a loving human being, and I genuinely care about people. This old behavior was a poor reflection of me, AND it didn't make me feel good. So, I created a new practice when roaming with strangers, clerks and salespeople on my shopping excursions and errands.

Increase Sales by Getting Strangers Coming to You

When you were little weren’t you told, “Don’t talk to strangers?” Of course you were. The adults around you told you this to protect you from harm.

How To Beat The “I’m In A Room Full Of Strangers” Anxiety

Do you ever feel anxious going into a networking event when you don't know a soul? Learn some simple strategies that will transform you from a wallflower to a master networker.

The Warm Call

One thing you cannot debate is that you will definitely improve your cold calling by being prepared before the call. We all get calls from sales people who are clearly unprepared and embarrass themselves by trying to “lower your phone bills” when they don’t even know how much you are currently paying for your phone bills. Or, they try to get you to refinance your home when you live in an apartment. Or they offer to create a web site for your company when you already have one. If you are prepared before the call and have done your research on the prospect you are calling, then your “cold” call actually becomes a “warm” call.

Warm Up That Cold Call

Cold calls don't have to be "cold". Read on to find out how to soften up your prospect to receive your call.

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