Psst! Have you heard of this sales tool?

One of the most common misconceptions I hear from small business owners is that “my customers don’t like getting telesales calls.” That just isn’t true.  Now don’t get me wrong. I am not talking about ‘cold’ calling anyone. What I mean is getting in touch with people who in some way have expressed an interest in your product or service. Maybe they opted in to a newsletter, requested a brochure or visited you at an exhibition.

Most people whether it’s in business or at home don’t mind getting calls so long as you meet a couple of conditions:

  • you don’t insult their intelligence with poor communication skills; and
  • the product or service you are offering is relevant to them and meets their needs.

Most businesses could generate significant sales if they undertook some form of telesales activity. These are businesses that depend on having a conversation with customers before a transaction takes place and yet rely on emails or sending out brochures when actually calling someone on the telephone would have a much bigger impact.

What difference would it make to your business if you made  a few dozen phone calls each week to potential customers and customers who haven’t ordered for a while?

Noel Guilford, Principal at Guilford Accounting
Noel Guilford is the principal of Guilford Accounting a small business accountancy practice specialising in advising owner-managed businesses on current accounting, finance, and tax matters. You can reach him via email at or by phone at 01244 660866. He is the author of the 'Figure it out - an entrepreneurs guide to understanding your business numbers' which you can obtain by visiting​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​ His latest book, How to Build a Successful Business' will be published in 2018.

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