How would I fill my pipeline during an economic down turn?
I work in a contact center and need some advice on how to grow my pipeline when networking is not working and cold calling has 0% success rate. Is there a way to avoid rejection during hardships?
Change your mindset. Write a marketing plan with someone because it sounds like you are missing your market. Who are you trying to reach?
Begin to establish yourself as a resource and even a thought leader. Use LinkedIn to post articles that people in your industry would find interesting. Comment on the articles to show you understand the issues. And if you can, write original posts to demonstrate your expertise. Join relevant groups and post there. Then, once you've established yourself amongst your peers you can reach out to discuss your product/service. Good luck and Godspeed!
Post articles on Linkedin and your blog, from which you can write short e-books to give away and/or sell. I wrote two books in the late 1980s and had record consulting sales during the 1990+ recession.
I suggest that you try a different approach, which can be fun for you at the same time.
1. Stage a party to celebrate the success of your business and invite potential clients to attend.
2. Start a series of workshops on a topic that your business is good at, and invite potential clients.
3. Hold a business book club at your business, I find its a great way to discuss common problems and gain new business.
4. Get yourself invited on local media as an expert, its a great way to get you and business known for free.
5. Start writing letters and articles for the local papers, social media and trade press about tyour expertise.
You got few sec to grab the prospects attention if you don know what keeps the awake at night and show them you got the solution in about 10 sec .... Then the hard battle begins. My advise know your Customer pressing issues and give them what they want don't sell them things they don't want.
One recommendation isn't to go with the attitude to "selling" - but what you can do for that other business or person. If you approach with the attitude of service and building a relationship (versus trying to sell them something), you will get a better return on your investment.
People do business with people they know, like and trust. Therefore, business networking isn't an overnight thing. Think of it like "dating". You don't get married at your first date. It's the same with selling. Don't expect the person to "buy" something at your first introduction. Therefore, don't ask for the sale on first meeting. Instead - get to know more about the person, what they do, what their issues and challenges are, what they really want for their business or home - then find out how you can help them achieve their goals. It may be referring them to someone else in your network, etc. But this is how you can start building your network.
Another example of service - is to give a presentation or speaking engagement that covers your target client's needs and goals. Giving a presentation automatically gathers a group of people that are interested in what you have to share. This allows you to get their contact information in exchange for the information that they feel is valuable.
I managed a call center for the financial and insurance business when the market crashed. Needless to say when company executives lost their entire life savings along with their staff they were less than eager to talk to us.
As the call center manager I was responsible for production and training as well. After struggling with what to do and how to pull myself and my team out of the dark I decided I first needed to evaluate. I needed to evaluate every aspect from lead generation, scripts, objections, schedules the whole nine.
I first figured out what days and times where the most effective to call in terms of actually reaching and talking with prospects and then the least effective. I then put together a dedicated schedule for my self and my team for evaluation and training.
I made my calls to help my team of course then I took on average 2 solid hours a day to actually sit with my team one on one and listen to their calls live. At first they were a little nervous, but they got use to it pretty quick. As they made calls I would listen, never interject and take down notes. When the call was complete I let them update notes, fields within the CRM and set up the next event based on what they felt. When they had completed everything and where ready to move on to the next call I would go back over the call with them. I'd play the call recording back, pausing and asking questions about why they might have said this, or what they felt the prospect meant when they gave their objection and most importantly what they could have done differently.
Then on a weekly bases we'd have a 2 hour developmental training session to go over some of the calls. What I found is that this really helped everyone including myself to go out of their comfort zone. Moral definitely increased and our production rate increased by over 50%.
Investing the time into working with your team and giving everyone an open platform to express themselves without bashing is in my opinion critical to any call center that doesn't go off scripts.
Firstly you will have to change your approach.Learn new skills and discard your old ways of marketing.Become more open and learn new things.Secondly usage of social media is must ,then only your success rate goes up.
It is about Selling in kind of a different fashion than you might do. Sell from the Why to the How to the What. The Why is in 2 parts: Why they might need a product at all? Why would yours be a fit. How: How might they solve the problem. What: What Product (including capabilities that will help you articulate why you can address the issue.}
Hello Ms. Layal:
Your answer may be contained in your final question, "Is there a way to avoid rejection during hardships?" To the degree that you consciously and conscientiously avoid rejection as you work to grow your business, you will experience failure. You would be well served to lean into rejection as a way of understanding which elements of your own selling and presentation are ineffective and do not work. One of the best ways to sharpen your game at any point in a sales role is to create a high-volume, short term goal for making contacts. By sticking with this approach, you will learn to handle rejection as neither personal nor catastrophic to your existence. Growth is uncomfortable and often contains pain. If you're unwilling to get uncomfortable and you actively work to avoid a bit of pain here and there, you'll remain behind the learning curve and in a call reluctant state that gets you nowhere.