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Monday Morning Sales Advice

February 11, 2013

Business Advice for Women Entrepreneurs and Small Business Owners


It’s Monday morning and the first call of the day is from a woman entrepreneur I met at an event a month ago who said to me, “I have 50 people interested in what my company offers. I need a plan to start calling and converting them to paying clients. Do you have tips to get started?” Besides telling her its great news to have so many potential clients to call, I gave her some pointers on how I conduct follow-up sales calls hoping it inspired her.

Since my company Women TIES has to renew 400 members on an annual basis and answer membership inquires from another 200 more interested in joining our organization, the way I’ve managed making calls is by creating a structured sales schedule. I am not an expert in sales but this is what’s works for me.

First, figure out what results the potential customer wants to receive from your company before calling them. Most consumers have a “need” they want filled. Try to discover the need and then sell to the result they receive by hiring your company.

Second, don’t give up reaching someone after one or two attempts. In fact a sales expert just told me 80% of sales are made between the 5th and 12th phone call. Keeping making calls until you get a solid “no.” On average, it takes me 4 attempts to reach someone before they respond or the sale is made. Don’t stop after the first call.

Third, make sales calls an important part of your weekly routine. Find a specific day of the week or time each day to make calls and schedule it in your calendar. Make sure you don’t plan anything else in its place.

Bottom line, by making sales calls a typical part of your weekly routine, you’ll easily call the 50 people on your list and more.

2 Comments leave one →
  1. February 11, 2013 9:55 am

    Good morning, and thanks for the sales tips!

    “80% of sales are made between the 5th and 12th phone call.” <- Interesting numbers! I wonder if this might indicate that the potential customer wants the service offered, but perhaps they are too busy to say "yes" in the beginning?

    Have a great week!


  2. March 12, 2013 2:37 am

    Touche. Great arguments. Keep up the good spirit.


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