Stan Billue's Blog

August 28, 2015

Why The Phone Is Your Secret Sales Weapon

Nearly 100 years ago, the “Father of Direct Response Marketing” (Claude Hopkins) did a massive test.

He placed these “sells” in newspapers and tracked hundreds of thousands of inquiries.

Sell One: Call to place the order.

Sell Two: Fill out and mail in the order form.

Sell Three: Either call to order or fill out the order form and mail it in.

By far, Sell One (the call ONLY option), out-pulled the others by a margin of 3-to-1.

Various marketing tests since them have proven that consumers prefer the phone to any other way of contacting a business. Consumers would rather call…

… than write in.

… than stop by the store.

… than go to a web page.

… than fill out an online form.

… than anything.

Case in point: An article on Autonews.com stated, “Today, most car buyers carry smartphones. And it’s easier to use a click-to-call phone link in a dealership ad than fill out a Web site information form or send an e-mail, said Holian, whose stores sold 304 new and used vehicles in May. ”

It’s always easier for a consumer to call.

Nowadays, with smartphone use through the roof… and… the trend for smartphone use to rise continue well into the future… the PHONE is the go-to medium for consumers to interact with one another and with businesses.

The problem is, phone sales training is almost non-existent.

A recent study of the inside sales industry showed that “training” was the fifth priority on sales managers’ agenda. Inside sales reps didn’t even mention training as a priority.

Which is odd when considering that their success is squarely dependent on their ability to handle both out-bound and in-bound calls.

Here’s the point: More people today are connected to their phones than at any other time in history.  This trend is growing as new and better smartphones are developed.

Every marketing test ever done shows that consumers prefer the phone to any and every other form of communicating with a business.

And about 90% of all interactions between a business and consumer happen over the phone.

Therefore, it simply makes sense to get to know how to use the phone to handle leads… follow up with prospects… close sales… and build goodwill with existing customers.

Join The Stan Billue Phone Sales Tips E-List and discover…

How To Ease Prospects Into Buying Without A Fight.

Find out more here…

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