Successful sales meetings (2)

We've all had those meetings where we conclude with the best intentions of 'doing something together'. When selling the important thing is to manage the meeting and the agenda without being over pushy. After the introductions, just a few minutes on the weather and the traffic is enough and that its best to get to the business as soon as possible. This shows respect for the potential client's timetable and is more professional. It is really important to get the client tp talk about their business, issues and needs as soon as possible. There is a real danger that if you put all your wares on the table first that the client may say 'I don't really need any of that!' You can't simply say 'Oh, I've got some more out the back!'

It's good to suggest an agenda at the beginning and say something like 'it would be really useful to get a better understanding of your business and the sort of thing(s) you are looking to do.' Take notes and highlight any areas where there might be opportunities, so that you can come back on these. Remember that you are trying to demonstrate your ability to deliver. It's good if you can then start to offer some advice, consider different options, signpost the client to other services and contacts (that don't conflict with your services) and generally show that you REALLY are trying to help.

Finish with an agreed action that will take you to the next stage.

Photo courtesy of http://www.freefoto.com

Successful sales meetings (1)

My primary task in telemarketing is to get the appointment. This involves using certain skills to leading to a point where there is interest in going to the next stage, i.e. the meeting. However, it's equally important that whoever attends the meeting ensures 'closure' to take the relationship further. Closure is not just about getting an order, a sale or of piece of work. It's about understanding the potential clients wants, overcoming objections, looking at options and moving to the next stage which might simply be another meeting or a proposal.

And remember, when your potential client is creating objections this can often be a buying signal. It is important to overcome these objections and always ensure that when you finish a meeting its not a question of simply 'keep in touch' but that is a clear action to follow up and you are moving to the next step.



Next I will talk about techniques in selling. These are not 'tricks' but a means of giving a meeting structure so that the outcome benefits both parties.

How easy is it to get appointments?

Cold calling and telesales are words that conjure up images of scripted phone calls with a view to getting an immediate sale or appointment. Good telemarketing is about building relationships. It's about creating confidence and trust whilst giving the understanding that 'we would like to do business with you' in a professional way. Some of the best and most successful appointments I have made are the ones that have taken two or three calls. This is usually the initial call, perhaps followed by an email with information on the client I am working for. I then call back to discuss that information. All this time I am trying to build that relationship. If there is not a deal to be done just then at least I have someone who will be happy to speak again. Two of the biggest contracts I gained for Moore Fleming took several months.

Oriental Club London 1st March 2012

Audit Briefing at the historic Oriental Club London 18th April 2012

Following the success of the last event, there will be another audit briefing for heads of Internal Audit Teams of large corporates hosted by Twice2Much and facilitated by Maximise at the wonderful Oriental Club in London's West End. Starts at 6.30 on the evening of April 18th 2012 by invitation only. Please contact me if you are interested. This is a beautiful and historical venue for this event.

This will be a succinct yet very informative briefing and great opportunity for networking in a relaxed format.

Twice2much is dedicated to helping organisations recover lost profits. Their in-depth Accounts Payable Duplicate Payments Audit & Recovery 'HealthCheck' examines every single aspect of a company's procure-to-pay process, allowing them to identify - and recover - any overpayments or unclaimed financial benefits. What's more, they operate on a contingency 'no recovery, no fee' basis.

Audit Briefing at the Oriental Club London 24th November

There will be an audit briefing for heads of Internal Audit Teams of large corporates hosted by Twice2Much and facilitated by Maximise at the wonderful Oriental Club in London's West End. Starts at 6.30 on the evening of 24th November 2011 by invitation only. Please contact me if you are interested. This is a beautiful and historical venue for this event.

This will be a succinct yet very informative briefing and great opportunity for networking in a relaxed format.

Twice2much is dedicated to helping organisations recover lost profits. Their in-depth Accounts Payable Duplicate Payments Audit & Recovery ‘HealthCheck’ examines every single aspect of a company's procure-to-pay process, allowing them to identify – and recover – any overpayments or unclaimed financial benefits. What’s more, they operate on a contingency ‘no recovery, no fee’ basis.

Supper Club in Cambridge

We held a successful supper club at the prestigious Double Tree Hotel in Cambridge. Everyone enjoyed the evening and many business relationships were made. As one of my clients said following the event (see my LinkedIn profile)

 “Karen is a notable business event organizer and coordinator. The event was constructive and of significant benefit to all who attended. That there was a good 'mix' of premier corporate MD's and FD's from different types of industries in the Cambridge area. The guests enjoyed the networking with the other attendees plus the relaxed format of the dinner"
Our client was also delighted with the high number of follow up appointments.

If you want to talk through the commercial benefits of running a supper club please call me.

Direct Marketing by telephone

Direct marketing by telephone can be an effective way of increasing revenue. Our approach is to agree the sectors, type of business, geography etc with our clients then carry out the research on each target. 

We are only involved in marketing professional services not the selling of products. Our approach is not scripted. We discuss the client’s wants and needs as well as any issues they might have. Most of all it is about selling relationships and building trust. We work with firms providing a range of services including legal, financial and accounting, wealth management, consultancy, banking and many others.