What Has Changed with Phoning People in Direct Sales

• Are you sick and tired of making phone calls and not having anyone respond?
• Do you wonder if you are being pushy?
• Where is the fine balance between good customer care and becoming pesty?
• How do you know if you are calling too much?
• Does all of this prevent you from even reaching out to the customers you really want to, because you are carrying the guilt of trying to get a hold of people and they don’t call you back and all of the times you didn’t connect with your customers from last year and you are feeling like a failure, uncertain of where to start?

Wrong Focus

First, this mindset usually has the focus on the wrong person.  The focus is on you and your feelings, not truly on serving your customers and their needs.  You will be surprised.  More times than not, your client is going to be so glad to hear from you again.

Because this is a relationship business, it just makes sense that you don’t just make withdraws from the relationship with sales, but that you also deposit into the relationship with care, developing trust, sharing valuable information, and top tips, sales, and promotions.

Spend Time

Take the time for each call you make to really “WOW” them with how dedicated you are to serving and caring for them and how dedicated you are to your business and professionalism.

This one act can be the thing that sets you apart from all other companies, or even consultants in your company.  On several occasions I recruited from this, because they saw that I was different than the direct sellers they were used to dealing with that only took from the relationship and was only interested in themselves and their sales.

Stop Taking it Personally

We know that people are answering the phone less and less nowadays.  Like it or not, it is what it is.  Stop taking it personal when they don’t pick up or don’t call you back.  They are not saying they don’t like or that they don’t need or want you are offering them.  Stop letting it hurt your baby feelings.

Expectations

It has been said that expectations can be the mother of all frustrations. What are you expecting?

Here are a few facts you need to know:

1. Do not expect people to pick up the phone without a text message first. This works great if they know you and you are in relationship with them.
2. Do not expect people to pick up the phone if you are not in relationship with them. People do business with people they know like and trust.
3. Do not expect people to return your phone call. Make it a point to consistently follow up with them.  Reaching your client is your responsibility.  It is your priority, not theirs.  You can leave your number as a courtesy, and even a message that is intriguing that they can only get the answer to by calling you back.  Just don’t expect it.  Whatever you do…
4. Do not use their voicemail time by trying to sell, book or recruit them. This is a huge turn off and they will never want to talk to you again.  Instead use this message to let them know when they can expect you to follow up with them specifically, and that you have something of value to share with them.

You do not need to worry if you are being pesty or pushy if you have asked permission of them to reach out to them.  It’s super easy to do this.  You can gather permission by having this be an item on their customer care card when you meet them at a party or a vendor event.  You can ask permission at your full-service cash out table, or simply in conversation, ask:  “May I give you a call and connect with you when there is something new or an exciting get together I think you might like?

You want to stay top of mind with your customers and the best way to do that is to hear your unique voice and how warmly you care for them and their desires.  You never know where the relationship will build and grow to.

I think we should adapt the principle that Ralph Marston shares.  He says, “Make it a habit to tell people thank you.  To express your appreciation, sincerely and without the expectation of anything in return.  Truly appreciate those around you, and you’ll soon find many others around you.”