While the Event Industry is, according to most folks, filled with enthusiasm and wild, positive energy, there is one part of it that is downright dull and difficult at the same time – Sales. You’ll often find the Sales Team sitting in a corner with a long list and a cellphone, calling people and talking in a drone, trying to strike a deal with people who probably keep their phones aside as soon as they hear the first few words from this end.
Of course, nobody can magically convert this into an easy domain (in fact, it’s only magic that can possibly make that happen), but it can definitely be made interesting for your sales department. These are the tips to achieve the same!
HELLO FROM THE OTHER SIDE, I MUST’VE CALLED A THOUSAND TIMES…
There’s a reason why it’s called “cold-calling”, it’s because it is heartless and so monotonous, the person on the other side might want to kill himself, if not you, because he suddenly feels life has been drained from the entire world. If it’s boring for you, just imagine the amount of patience a person will need to actually keep aside his work, family problems, job stress, loan repayment, relationship struggles and other issues just to listen to you ranting a memorized and well-practiced set of dialogues.
Here’s a tip – always remember that the other person is a human like you, and he will definitely enjoy a more enthusiastic conversation. Add a bit of creativity, humor, and interaction so that talking to you makes him let go off his other issues for those few seconds and actually enjoy dealing with you.
B POSITIVE – SO MUCH MORE THAN A BLOOD GROUP
You’re probably crammed in a workplace along with a hundred other people doing the same job as you are – calling up random people, saying the same things to sell tickets or booths in the same event. It is monotonous and highly disheartening, especially when results aren’t showing. During such times, take the baton in your hand and be the sunshine of the group. Smile more, talk jovially, and be energetic.
Smiling before calling someone or taking a call instantly changes the tone of your voice and you sound much brighter and happier, in turn sparking up positivity on the other side of the phone. If you keep up your spirits and maintain a good attitude, your customers will enjoy talking to you and you will also inspire your team members.
SCRATCH LAZY, BE CRAZY!
If you have a brilliantly chalked out sales script that has been tried and tested for ages, here’s a fun thing to do with it – roll it in a ball, toss it over and yell in sheer joy if it lands in the trash can. Even the Powerpuff girls needed a Chemical X along with sugar, spice, and everything nice to be the legends that they turned out to be (cheers to you if you’re singing the title song right now). You can be an embodiment of positivity, but if you don’t try something new and creative while talking to your potential buyers, there’s no way you’ll be able to crack a deal. Starting off with a high sales pitch is definitely not going to work, so keep it subtle and interactive.
ARGUMENTS ARE COUNTER-PRODUCTIVE
Arguments definitely work when you’re in a brainstorming session, but if you’re on a call with a prospective buyer, do not get defensive or start arguing if he straight up refuses to buy your tickets. If he says something like, “Your previous event was no good for me”, just politely ask him the reason and seek his advice on how it could’ve been made better for him. Also, go on to promise him that all he said would be taken care of in the upcoming event and it’ll be your pleasure if he turns up to validate the same. If you even proceed to tell him that he’ll be given credits for his valuable feedback, you’ll have a buyer already.
TELL A TALE
Remember how I’ve been repeatedly asking you to make your conversations more ‘interactive’? Well, here’s a way you could do that – by telling them a little story where they play the lead role. It could be something like this: “Suppose you own a blog for budding entrepreneurs, and you want to get a hundred followers in a single day. I’ll give you $15 to accomplish the same. Tell me, Henry, how will you go about it?” And when they start thinking and turn silent, you can jump in and say, “Well, you could buy a ticket to the Entrepreneurs’ Summit where over a hundred start-ups will be participating, and you’ll also get to interact with big investors and other popular personalities belonging to this niche!” There, Henry is now a hero and an attendee!
So, you see how little things can just be tweaked in order to gain your potential buyer’s attention and convince them to buy your ticket, your booth or sponsor you? A little creativity and positivity is all you need to make this otherwise dull and difficult job far more energetic and fun!