5 Magic Words Every Small Businessperson Has to Use

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    No sales, no food on the table. That's the name of the game when you run a small business. Selling your product or service is THE most important element in having a successful business. Generally speaking, everything else will take care of itself. (There is an old saying that you make money in business. not by selling, but by buying. Buying smart is fine, but sales is what brings in the income.)

    If your clients are other businesses, then you are running a business-to-business company (B2B), versus a business-to-consumer company (B2C).

    The trick in B2B, is finding the right person -- the one who makes the buying decisions. Some of them are easy to find, but others make themselves invisible, avoiding sales people (like you!) at all costs.

    If you are making cold calls to introduce your product or service, you'll be greeted on the phone by receptionists and assistants -- all trained to buffer their bosses from the likes of you! You are faced with two daunting tasks. First, you need to find the proper contact or decision maker. And second, you need to actually talk to him/her. It's not easy.

    However, I have found 5 magic words I use on the phone that seems to get me through to the right people. Those words are, "Would you be kind enough..."

    So when the receptionist answers the phone, I say, "Hi, I'm Lee from 24Conference.com, and I was wondering if you would be kind enough to point me in the right direction?"

    The receptionist says, "Sure." Then I as for the person who is responsible for the phone system or setting up conference calls. The receptionist forwards me the right department.

    Next, I get that department's assistant, and I say, "Hi, I'm Lee from 24Conference.com. I was told you may be able to help me." The assistant says, "I'll try." Then I say, "Would you be kind enough to help me track down the right person. I'm looking for the person in your department who is responsible for setting up conference calls." The assistant then either tells me she does that herself or gives me the name of the proper contact.

    Finally, when I get the right contact on the phone, I don't say how great our service is. I just say, "Would your company be open to any new quotes or bids for conference call services? We think we can save you some money." The response will give you an immediate idea of how willing they are to take a look at what you have. If they aren't interested, which is most of the time, you can move on.

    Remember, in sales, getting a "No" is better than getting a "Maybe." The "maybe" prospects can take months or years to make a decision when your time can be much better spent on getting more productive prospects. When you get a "No" you are set free to move on.

    There are many psychological reasons the phrase "Would you be kind enough..." is so powerful. But there's no need to get into that. Just use them and find out how they magically open doors.