There may be a number of reasons why the customer is not looking around. He may be satisfied with what he has. He may see no difference between one supplier and another. He may have a good relationship with his existing supplier. He may not like the sound of your voice on the telephone.
There may be hundreds of different reasons but it is your job to get face to face (as you know it is much easier to sell face to face) and the basic principles still apply. I am going to offer you a number of different solutions some of which will be right for your situation.
“John Smith Please”
“John, This is (Your Name) from (Your Company). How are you today? (smile).
“I'm fine, Thank you for asking”
Ice Breaker
Or “Has Peter Brown mentioned my name to you recently?”
Or “We are calling about the letter we sent to you, do you recall it?”“Yes” or “No” or “Maybe” or “Don't Know”
“Okay!”
“The reason for the call today, John, as you may be aware, (Your Company) have recently developed an idea on???????? (Good Feature) for people in positions like yourself and I would be happy to drop by and give you the opportunity of seeing it. I am calling today to say that I will be in your area tomorrow around three and wondered, would you be there for about seven minutes?”
“Fine, I look forward to seeing you tomorrow around three” Hang up.
This is a very soft approach and there is very little to object to in the script. If you have not tried this script, then I recommend that you give it a go; it is very effective.
“That's interesting, Mr Customer. Who is supplying you at the moment?”
“They are a very good company; do they always have the stock available?” (Or use some other item that you know the other company have problems with)
“And what happens to your production line when you experience delays like that?”
“Would you be happier to use a supplier that doesn't have stock problems?”
“That's interesting, Mr Customer. Who is supplying you at the moment?”
“XYZ Supplies?”
“They are a very good company. In fact I was with another customer yesterday who is using XYZ Supplies as well as ourselves. He feels it is very useful to have two companies supplying him to compare prices and service.”
“That's okay, Mr Customer; I just wanted to tell you about our 25% introductory discount this month?”
“(Thinks.......) Okay, tell me about your discount, you have 5 minutes!”