Hi, this is Frank Fruness, the author of How to Find New Clients and Business. And it doesn’t matter what kind of business you’re in whether a big or small, you’re a speaker, trainer, coach, whatever you are, we all have to find new business.
So, in this short video, I’m going to show you some of the ways of finding new business and it's all covered in my new book, “How to find new clients and business.” We’ll use just a few methods of prospecting, cold calling. Now, many people hate cold calling but if you know how to do it and you know the words to use, cold calling can fill up that diary.
What about referrals? You we got to be getting referrals from all of the clients that love us, love the way we do business. But you’ve got to know when and how to ask and you’ve got to know the best way to ask. I mean there's a lot of wrong ways of asking, there’s a lot of right ways of asking. A swap meeting is pretty interesting because a swap meeting is think of people who sell to the same kinds as you do but those are the same kinds of products. Here’s an example, one of my clients sells guns. Now—knows working with the sales force and I said, “Who do you sell to?” And they said, “We sell to armies all over the world.” “Well, what else do those armies buy?” “They buy boots. They buy tins, they buy clothing.” I said, “Now, why don’t you find out who manufactures the boots, the tints, and the clothing, get together with the sales reps and have a swap meeting once a month where you all swap leads. You see, none of you are in competition but you’re selling to the same market. Absent social activities is a huge one. Periodicals and magazines, how do you get low cost, no cost marketing? In this you do to your periodicals and magazines.
A center of influence is someone that may never buy from you but they like you, they trust you, and they’ll be giving you leads. Now, I’m a professional speaker. I speak in about 50 countries around the world and for me the easiest way of finding new business, is by running seminars. So, for all you listening and watching out there, I would suggest that you maybe think of joining Kosmos International. Kosmos is the world’s largest non-profit self development organization. I was with them for 13 years and developed all of my speaking skills while I was with them and I also make many influential people. You know just keeping your eyes and ears open all the time is a great way of finding new business.
Telemarketing, in other way of doing it, looking off to your old clients better than anyone else. And then just marketing yourself all the time. Direct mail is another way and of course networking.
So, we know there’s many, many ways to find new clients and business. Right now, when you look at cold calling, now cold calling or phoning, sometimes you can call it one calling if you want to send out an e-mail before—and I know there’s many, many companies that rely on cold calling.
Well, here are some of the secrets of cold is calling. Phone everyday. It's going to become a habit like brushing your teeth, following your energy level, the highest. For me, that’s the first thing in the morning. Two o’clock in the afternoon, my energy levels are a little bit dilapidated, not the base time to phone. Know your script.
Now, I want to tell you something, some people say, “What is all other stuff about scripts? Scripts don’t work.” What I want to tell you, a script only doesn’t work when you don’t know it and you have to read it. A script only works when you know it of by heart. You can change it and bringing your own expressions and your own personality. Be organized or you want on your desk is your diary, the list of people you’re phoning and the telephone, nothing else because I’ll tell you something, anything that can destruct you will destruct you. I see it all the time. I’ve got a company, I work within Hong Kong and they’re quite radical. The CEO fines people $50.00 if he finds a computer screen on while that cold calling because you can't do two things at the same time. You can't be concentrating on a phone call and then reading your emails. So, just do one or the other and then you’ve got to be enthusiastic.
You know your client doesn’t care that you are just next to them from the way to work. They don’t care that you’re feeling depressed, you’re feeling down. All I want is 1000% of your enthusiasm.
Well, in my book, I have at least three or four different approaches and scripts that you can use. One script is incredible. When I was trying that, actually 953 appointments were made out of a thousand that we tried. Now, that’s the best treasures I have ever, ever seen or heard. This is just another one as I said there’s three or four in the book. But this one—“Hello, is this Mr. Jones. My name is ‘Pete White’ from GP.” Now, let’s have with a packaging company called GP. How are you today? The reason I’m calling is that we specialized. People like to do business with specialist. We specialized in helping organizations like yours too and over here you’re putting your hot button or the paying that you’re going to solve for them so if I’m with packaging, I’d say enhance their branding with creative packaging and I’ve thought I’d just give you a quick call to see if you’d be interested in chatting about the various options available.
It’s enhancing, you’re branding something, you’ve given much thought too? No, not really, great! When can we get together and have a chat about it? Yeah, actually I thought about it. Great, when can we get together and talk about it?
Now, that’s just one of the phoning scripts and just one of the things that comes from this incredible book on how to find new business and clients. Please go and take a look at prospecting for sales.com. You’ll also see a couple of excerpts from the book. You’ll see a video over there and that’s just a little bit on how you can cold-call and find new clients and business.
Thank you so much for watching the video.
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