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One of the things that people always want is to make a sale.

And making a sale has many different elements. 

One of the biggest fallacies out there is that people prefer to call on clients that they don’t know, or they don’t have a relationship with to start. 

Now, the reason being is that they are afraid that, you know, if I call my, someone that I know I have a relationship with maybe a friend, a family member or someone close, then, you know I’m utilizing them. 

Well, you know what?

You’re not going to be utilizing them, I promise you. 

Okay, the only thing that you’re going to be doing is what everybody else would die to do.

And that is to actually have that relationship built, have that trust built that you have as a result of years of a report that you’ve had with this individual. 

So today being in sales there are two types of referrals or two types of clients you can call on. 

You can call on a ‘warm client’, or you can call on a ‘cold client’. 

Which of the two do you think going to get your results faster?

Well, obviously the warm client. 

The warmer the client is, the more you know them and they know you, and they trust you, the faster the relationship and the faster the deal can actually come.

Now, I will tell you a story when I was in the direct sales business many years ago. 

Some of my salespeople will tell them to prepare a list of their warm contacts. 

People they know, family, friends, they can call and practice with doing their presentation. 

Now many times some people would have the following thinking. 

I don’t know where they get it from, but they have that.

Here’s what it is.

Then say: “You know what? I’m going to keep my good customers for later.” 

So in one particular case, a guy had an uncle who was a doctor. 

So of course had the means to buy what he wanted to show and possibly make a deal on. 

And he decided not to call his uncle over his first weekend. 

Now he didn’t know that another person within the same training, okay, had his uncle as his neighbor. 

So no connection. 

Sure enough on Monday when they came to the sales meeting again, both, you know, both came under, dropping up their orders. 

Now that one guy saw his friend that had the name of his uncle on the order form. 

And he’s like: “Man, this is my uncle!”

You know, he goes: “Well, I’m sorry. I didn’t know.”

He goes: “No, no, that’s fine.”

But how do you think this guy felt when he didn’t call his own uncle to actually ask him to do the presentation? 

Now, I bet you that if two people were showing the same product. 

One of them was your nephew, the other one was someone that you didn’t know. 

Who are you going to buy it from? 

Come on, I mean, it’s like a no-brainer, right? 

But that also happens and sales.

Another one of my clients in Lebanon their parents are very well off and are owners of one huge organization. 

And he started selling copiers with one of my clients in Lebanon. 

And sure enough, now this person was smart as he utilized the contacts of his family to actually put in a few sales there. 

Now, imagine if you would have said: “Do you know what, let me hold on, and let me not call my dad’s business because maybe they’ll buy from me” 

Well, you know, if they’re going to buy a copier, if they’re in the market to buy copiers, they’re going to really want to buy it from you. 

So again, right now, no matter what you’re selling, no matter what industry that you’re in, I’m going to give you this one idea that’s going to make you easily, easily hundreds of thousands, if not even millions of dollars. 

Pick up your telephone, scroll down the list, go from A to Z, all right?  

And you ask yourself the following question: “Will this person, if I give him a call, will they give me an appointment so I can show them what I have to sell them? 

Now, of course, you also got to ask:

“Is this person in the market, or is this person someone that’s qualified?”

And if they are, you know what?

Go, and if they’re not if you go and it’s not there, well, you can always ask them:

“Who else do you know that you think would be in the market for what I have to sell?”

And when you get introduced by them to this person, you already have half the battle won as well. 

So that was the tip for the week. 

Make some more sales and until next time. 

Ramez Helou

Ramez Helou

CEO and Founder
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