Sales Calls: Why picking up the phone still matters

If you could only hear the sales calls happening right now at Mazama Media as we put together this blog.

There’s a hustle and bustle about this place as our sales team puts in the work on the phones to team up with new clients and take their business to new heights.


That’s really the goal.


We work with you to grow your business, to allow it to thrive, and to nurture your leads by turning them into paying customers.


And it all starts with a phone call.


The personal connection:


Social media, emails, texting, they’re all great. It’s changed the way we communicate. It’s easier than ever before for us to get a hold of and communicate with people. That being said though it’s really no replacement for the good old fashioned sales call.

I know, nowadays, even in business, it has become a thing of the past to call people because it just isn’t the simplest option. There are quicker and more efficient ways to reach out to a large number of people in one fell swoop.


And in some cases, it can work to close a deal.


But many times with this type of approach, it lacks something. It’s not anything tangible that can be measured.


The phone can provide a personal connection.


You’re able to hear a voice on the other end, make conversation, and get to know each other’s personalities a bit more.


Believe me, it can go a long way in creating a relationship that is going to last. And at the end of the day, that is what business is all about.


Picking up the phone:


Okay, so the time has come to actually get down to it and dial the phone number. And yes, there will be another person on the other end of the line you’ve never met before.


But how do all relationships start? Have you ever made a new friend without speaking to them? Odds are you haven’t, because relationships start with a conversation.


The same idea applies here. The only difference is you’re working to get them to buy goods or services from you. So you do have a purpose for the call, but not everybody responds well to sales calls.

That can be daunting. But when you start to think about it, what’s the worst thing that can happen?


They will tell you “No.”


Yep, ouch.


So, when you look at it that way, it’s really not a big deal.


Don’t overthink it. Just be yourself and believe in what you are trying to accomplish. That will go a long way in not just getting people to take the time to listen to you, but also to closing a deal.


What leads to a successful phone call?


There are a lot of variables when making a call. The biggest being, you just don’t know exactly how the person on the other end of the line is going to react. But if you go into the call knowing that, it can make all the difference. It comes down to being prepared. If you have done your homework and are ready for the call, there is nothing to worry about.


Here are some tips to help you be successful on the phone:


  • Know how to get through the call screeners: These are the people initially answering the phone, we like to call them the gatekeepers. They’re the ones who will make it happen, or shut it down. Meaning if they feel that you are legit and likely to help them out, then you are more likely to get through to the decision-maker. And that is what you are after. Getting to the person who is able to decide whether or not they feel their company would benefit from what you are selling. Getting past the first barrier, the gatekeeper, becomes so vital. So talk to them and make some light conversation. Simply asking, “Hey, how’s it going?” can be the springboard needed for the relationship with the company. Building a solid rapport can make all the difference.


  • Know who you are trying to get a hold of: This doesn’t mean just asking for the owner or manager, this means you should actually know the name of the person you are calling for. It will only help you, because if you are asking for the person by their first name then there is usually an assumption you know them and could already have a relationship with them. (There is a list of these resources available, just reach out and ask us about it! We’d be happy to help!) Go into the call knowing a bit about the company, whenever possible. Just knowing the name of the person you want to talk to can open so many more doors.


  • Set a meeting: This is typically the final step of the initial call. Odds are, you aren’t going to close the deal on a first phone call with someone. Meaning, you need a way to continue the relationship. So, work to set another meeting or appointment with them to further discuss what you offer. Put it on the calendar and try to get them to stick to it. When you are cold calling leads, it’s a process. It takes time and proving to a company what you are capable of.


While picking up the phone may not be your first choice when reaching out to a lead, it should be. You cannot underestimate the power of a strong relationship. At the end of the day people are going to work with those they can trust, those they have an understanding with and those who show they care.


So if picking up the phone leads you down a path towards a solid business relationship, why not give it a try? It’s bound to only help.


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