1. Clear old messages

It happened once again – I wanted to give a company business but no one answered the phone and the mailbox was full. How can they expect to receive business? It’s impossible.

Checking mailboxes should be a daily habit. Returning calls and acting upon requests promptly will make you a highly qualified service provider as it shows you stand out from the crowd and you care.

2. In as few words as possible embrace your message

Your message should be interesting so that the sound of an automatic click hanging up on the other end is avoided. Does your message attract interest, avoid jargon for easy comprehension, and will it encourage the other party to listen?

Most importantly, will your brief message motivate the other party to return your call, ask for more information or possibly invite you in for an appointment?

Should you believe your answers are “Yes”, it’s still premature to make the initial call; instead, advance to technique #3.

3. Research the company and industry

Now that your message is well defined and mentally embraced, research the industry and company website as you contemplate a match between their online information and what you have to offer. The matching of interests is what will motivate a return call, or, if the party is in, it will encourage a full conversation.

The strategy of finding a common talking point and embellishing upon it upfront will do wonders for furthering the conversation and increase the opportunity.

From the beginning, sales are about a meeting of the minds. In your own words, say something similar to, “I was intrigued by your website. In particular, the statement or service… rang a bell that prompted some ideas. At your convenience, please call me back at …” Repeat your telephone number twice in case one number does not come across clearly.

Should you reach someone live, next ask, “Is this a good time to speak or would you prefer I make an appointment?” You just might get an appointment on the first call.

4. Research LinkedIn

Posting usable content and connecting with complimentary businesses and individuals serves to build your professional network. LinkedIn offers a search for companies and the people in your network associated with those companies. You just might find the right executive to speak with in your own network. This is very powerful networking so consider making this site and search part of your daily routine.

5. Be Friendly and Alert

It’s no secret Facebook was created so that people would find better-connected friends. Unfortunately for many, “friendly” was removed from the equation when it comes to sales calls. But by being low key, friendly, and interested in the other party, you will learn far more. And as you listen and learn, you will recognize what isn’t being said that will open opportunity not otherwise evident.

Friendliness and being alert are two essential keys for growing your sales initially. These traits are also the keys to developing your unique personal brand, as well as a returning and referring clientele.

You are now on the wave of the Smooth Sale!


Elinor Stutz, CEO of Smooth Sale, LLC, (800) 704-1499, was honored by Open View Labs with inclusion in their international list of “Top 25 Sales Influencers for 2012.” Elinor authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and the best selling career book, “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”, Career Press. Elinor offers highly acclaimed inspirational keynotes for conferences and is available for consultation.