przygotowanie do pierwszej rozmowy final 1080p

Summary

The transcript discusses the effectiveness of telephone sales in the transportation industry, despite the prevalence of internet-based marketing. It compares three customer acquisition methods: cold emailing, business meetings, and phone calls, advocating for the latter due to its efficiency and industry-specific success. The speaker emphasizes the importance of industry knowledge, quick quote provision, and having a client database. They also suggest tools like a calculator and Google Maps for immediate transport cost estimation and recommend professional presentations and business cards for post-conversation follow-ups. The script advises on the best times to call for maximum effectiveness and provides insights into seasonal calling strategies.

Takeaways

• 📞 Phone conversations are considered the best method for acquiring clients in this business.
• ✉️ Cold mailing is fast but often ineffective due to legal restrictions and emails ending up in spam.
• 🗓️ Business meetings are time-consuming and require prior phone contact to arrange, making phone calls still essential.
• 🚪 Cold visits ('z buta') can be ineffective since you may not find the right person or they might not have time.
• 📈 Calling clients allows for a high number of daily interactions, resulting in many offers and potential clients over time.
• 📚 Basic knowledge of the TSL industry is important to avoid awkward situations during client conversations.
• 🖥️ Useful tools for work include a client database, calculator, and Google Maps to quickly estimate transportation costs.
• 📊 Having a professional company presentation ready (in PowerPoint) to send to clients is crucial after phone conversations.
• 🕒 The timing of calls matters: avoid lunch breaks, late afternoons, and Fridays when people are tired or thinking of the weekend.
• ❄️ The best time to acquire clients is in winter when transportation slows down, and companies start new tenders for the next year.

Q & A

Why is phone sales considered the best method for the industry mentioned in the script?

Phone sales is considered the best method in the industry because it has proven to be effective despite the prevalence of the internet. Clients often add salespeople to their contact list and reach out when needed, allowing for the development of cooperation over time.

What are the three basic ways of acquiring or contacting potential clients mentioned in the script?

The three basic ways mentioned are gold mailing, business meetings, and telephone conversations.

Why might cold emailing be ineffective according to the script?

Cold emailing might be ineffective because many emails do not reach the intended recipients, and according to the law, it is not allowed to send direct offers to individuals who have not given consent. Additionally, unsolicited emails are often filtered into spam.

What is the advantage of business meetings over other methods of contact?

Business meetings are advantageous because they allow for direct interaction with potential clients. However, they are time-consuming and require prior contact to set up, making them less efficient in terms of the number of meetings that can be held in a day.

How does the speaker suggest preparing for phone sales in terms of industry knowledge?

The speaker suggests having basic knowledge of the industry, which is not strictly necessary but helps avoid awkward situations where the salesperson cannot answer a client's question.

What tools are recommended for effective phone sales according to the script?

The recommended tools include a calculator for quick cost estimation, an open Google Map for route planning, and a presentation or business card to send to clients after meetings.

Why is it important to know the current rates for transportation services before making calls?

Knowing the current rates is important because it allows for quick cost estimation during the first conversation, which clients appreciate. It also prevents the need to check rates with colleagues or refer to external sources, which can be time-consuming and less professional.

What is the significance of having a company presentation or business card after meetings?

A company presentation or business card is significant as it provides clients with essential information about the company, such as location, services offered, types of transportation available, and contact details, which helps in establishing a professional image and facilitates future communication.

When are the best times to avoid making sales calls according to the script?

The best times to avoid making sales calls are during lunch breaks and at the end of the day. It's also recommended to avoid calling on Mondays and Fridays due to the start of the workweek and weekend anticipation, respectively.

What are the best periods for making sales calls as suggested in the script?

The best periods for making sales calls are the winter months, end of the year, and the beginning of the next year, as these are times when companies are more likely to start tenders and consider new contracts. Additionally, the script mentions that the summer months are generally difficult for reaching decision-makers due to vacations.

What is included in the sample emails provided in the script's attachment?

The sample emails included in the attachment are meant to be sent to clients after the first conversation. They likely contain follow-up information, further details about the company's services, and possibly a call to action for the next steps in the sales process.