How do I get more customers for my scrap metal business??

I thought I would add onto my earlier post on sales techniques.

After meeting the customer and giving him/her the four rights of the customers you need to transition into the sales "pitch". Successful sales people are not flimflam artist, nor are they fast talkers who don't give enough room in the conversation for questions or objections. You must convey why this company will want to do business with you, remember it doesn't matter what the product is you are selling service: You are reliable, you complete the job and clean up after, you are competitive in pricing.



Earlier I mentioned objections to your sale pitch. Overcoming objections is an important thing to learn. You likely do some of this now but perfecting your techniques will put you way ahead. Just like all other aspects of your business you need to be as efficient in your sales efforts as you can be. The shotgun approach to sales would have you knock on every door in your area but that is not good use of your time. Like was suggested in another post in this thread targeting the type of business you know has material you are interested and knocking on those doors will get you where you want to be much quicker.

Ok let's get back to over coming objections. Without making this waay long winded, don't ask yes or no questions. This takes practice. Often potential customers with turn you down with a statement that does not convey the real reason why they are rejecting your pitch. That does not mean they are evil, bad, stupid. There are many reasons why they will not immediately give you the real reason. I'll try what I hope could be a relatable scenario, ask a woman out on a date. "hey want to go to dinner this Friday?, (her) No I'm washing my hair. (you) What sort of a date would you like to go on? Now she can say no to the second question but it would not be a proper answer to your question. Take it a little further. Instead of "no" she says I would love to go dancing with a very tall man. Well we have discovered why she said no to your first question, you are only 5'5" so not qualified in her eyes.

With practice you find you are able to discover the real objection to your pitch and then over come it. Now the MOST powerful and for many the most difficult to master in sales. SILENCE. Ask your question and then shut up. He/she who speaks first loses. The silence can be very difficult for many who get uncomfortable and feel the need to fill it with what turns out to be defeating their own objective. This silence can be practiced with friends and family in normal conversations or even more fun with salesmen pitching you.

These have been brief explanations of sales techniques that are very powerful when you practice and use them. One of the benefits of using the "over coming objections" is finding out you have no reason to work with a particular company you have targeted and can quickly move on. Otherwise you identify to the potential customer why they should be doing business with you. 73, Mike