Advice from Nashville's Financial Guru Dave Ramsey
Dave Says
By Dave Ramsey
Author of Financial Peace and The Total Money Makeover
12/21/2004
Having problems closing sales calls, what should I do?
Dear Dave,
I started a little consulting business auditing commercial phone bills about four months ago. I look for unnecessary expenditures and errors and I take a percentage of what I save my clients. I’m doing a lot of cold calling and can get in the door, but I’m having a problem closing the deal. I keep getting asked who I have helped locally. How can I get someone to sign up without first having established clients?
Beverly in Flint, MI
Dear Beverly,
Why don’t you try offering to do two or three of these audits free? Not huge companies, but local businesses that are well-known in your community. Offer to review their billing free no matter how much you save them. Ask them to give you a referral letter if you save them money. Then show what it would have cost them to have this service done and how much you saved the company.
You are trading services for great references. Do that for two or three well-known companies in your area and you should be able to overcome that objection.
Dave
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