That ringing sound could be an opportunity
One of the biggest challenges for salespeople is trying to contact start-ups. Why? Because many start-ups don’t publish their company phone numbers — if they have them at all.
But even those who do have phone numbers, they are very reluctant to put them on their websites.
There are two significant reasons for this –
First, they don’t have the resources or time to answer the phone. Yes, most start-ups are bootstrapping it, and the idea of devoting precious human resources answering phones bothers them. And for a good reason — they are busy developing and fine-tuning their product or service offerings, and they don’t want to be disturbed by what they consider to be pesky salespeople.
And second, they think using phones is so passé in the internet age. Their attitude is that sending emails, using text messages or online chats are better than using the phone. After all, why deal with bothersome customers or prospects when responding to an email or chat will do. With email or chats, the thinking goes, you can keep track of correspondence.
But by not publishing phone numbers, start-ups are only hurting themselves by cutting their profits.
Here’s why –
First, credibility. When you are starting out with little or no name recognition, your biggest selling point is credibility. Without publishing your phone number on your site, many potential customers may be afraid or uncomfortable contacting you. And you may end up turning away potential customers who wouldn’t even call you but feel that you too shady to deal with if your phone number isn’t on your site. In an age when cybersecurity awareness is at an all-time high, credibility can make or break your business.
Second, knowledge. Having a phone and making it easier for customers and potential clients to contact you early will give you a better idea of the viability of your product or service before you hit the market big time. Many start-ups began their business with one idea, but then slowly decided to move to a new direction based on suggestions from clients.
Third, support. Not everyone feels comfortable or has the time to send emails, texts or use online chats. Sometimes people like doing things the old fashion way by making phone calls. They like the assurance there is a real live person on the other line who cares and hopefully will help them.
And finally, intelligence. Good salespeople don’t spam and ham their way into a start-up. Most take the time to do their research to determine if a start-up would be a good fit for their products and services. A good salesperson realizes that he’s not just selling you a product or service — but developing what hopefully will be an excellent long-term relationship with repeat sales and referrals. To completely block all salespeople out because of a few jerks is a bad idea. Publish your phone number. Take some time and risk to listen to what salespeople have to offer. You may be surprised by what they have to say.
In summary, yes, you will always receive cold calls from salespeople like me. That’s a given. But you can still screen your inbound calls from people you don’t want to speak to over the phone. By not publishing your phone number, you lose more than you will gain by not being more readily available to your clients, potential buyers, and salespeople who could help you.
This post was originally published on my blog, www.dononselling.com.
If you like my post, please read my book — Jumpstart your Sales Career, Help for New Salespeople.