In today’s market environment it’s more important than ever that we get in front of potential customers. It’s so easy for them to turn you down on the phone. The only way I know how to do this is physically show up, shake their hand, and start a relationship. This type of cold calling, or “foot-blitzing”, strikes fear in most salespeople. That’s unfortunate. There’s no success in sales without meeting potential customers. It’s that simple.

This is easy, fun and simple. I promise!

I have always enjoyed getting out in the field and meeting business owners. It’s fascinating to see the variety of successful business ideas that are out there. This does not have to be the “time killer” for the week. I’ve offered my sales staff “lunch on me” if they take me out with them. One of my top sales people take a chip clip (her logo on it) with a small bag of chips attached to it to hand out.

Some of my best successes and funniest sales stories came from foot-blitzing over the years. At the very least you’ll run into some opportunities for your networking/leads group so they can stop accusing you of mooching leads!

1-2-3 Foot-Blitz Success!™

1. Get in front of prospects no less than 3 times. DO NOT SKIP THIS!

COLD: With foot-blitzing you have 15 seconds to hook them! What’s your remarkable message?
WARM: there is a good chance that the client will remember you. Remember 5 seconds – phone, 15 seconds -person!
WARMER: they may reward your persistence by giving you a brief meeting to present your offering. Presentation ready? You have one shot!

2. You need to prepare. Have a list of businesses, hopefully a vertical market that you want to work. You have to do some homework ahead of time or this will be painful. Don’t forget the buildings that you already have a customer in. Call on the rest of the businesses in the same building! Challenge yourself to hit 10-20 doors within 2-3 hours per day, 2 days a week minimum! Expect 2-3 appointments that week and if that’s not happening, review your remarkable message.

Advantage: You will have the advantage over the person who is cold calling (phone and/or email) the same business. The customer will feel they know you now and can trust you more than a voice on the phone.

Example: “Ms. Smith you aren’t even my customer yet, and I came to see you and talked with you three times. Can you imagine how much better I will take care of you once you become a customer?”

3. It pays to be persistent. The most successful salespeople are the ones who impose strict rules and rigid schedules on themselves. Big hitters will tell you that the bulk of their sales came at the end of the day, after 20+ doors, when most people would already have quit. The more people you call, see, visit, or mail, the more sales you will make.

Quick Tip: Treat the potentially small customer the same as the potentially large customer. You never actually know the size of the opportunity until you close the deal.

Remember: Smile, project confidence and energy regardless of how many NO’s you have already encountered. The next one most likely is the YES you were looking for!

Copyright © 2010 Chris Lott and Lottspace. All rights reserved.