The Internet connects everyone on this planet instantaneously. Social-media sites like Twitter, Facebook, Google+, YouTube and LinkedIn are being used multiple times a day to catch up on the latest news, find out what your friends are doing, get attention and to market yourself. Yet there exists one device more powerful than all of that when it comes to making and closing sales — the phone.
The phone is more powerful than all of these other technological developments. This is because at some point in everyone’s career they will use the phone to reach the right person, close a sale, follow-up with a customer or to handle a customer inquiry. The phone is money, and everyone has one. There are almost as many cell-phone subscriptions (6.8 billion) as there are people on the planet. In the U.S. alone, there are just under one trillion phone calls per year!
The phone is a powerful business weapon, whether it’s for making contacts with customers or making cold calls to get new customers. The phone is necessary and integral to your success. Yet, for a number of reasons, most people are terrible at using it. Salesforce suggests that 92 percent of all customers use the phone before making a purchase and 85 percent claim to be dissatisfied with the interaction.
But, like me, you may have been made to believe that you couldn’t sell your products over the phone. Of course that isn’t true. Being in front of someone is the most effective way, but it’s very expensive and can cost as much as 8x more than a call and almost impossible to scale out because of the time it takes. Calls are immediate and powerful if you can get the right person on the phone and know how to use that time effectively.
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