Ok, maybe a funny title for a blog post, but bear with me, because it’s important.

In working with my newer clients, I notice that most of them tend to focus too much on what I call “passive” selling- email, website, business cards. They send callers to their websites, try to drum up business through email, and generally rely on indirect methods to sell.

If this describes you, stop right now, because you are losing money.

What sense does it make to have someone call you, and then you send them to your website? Instead, I want you to realize that the phone is your friend- and get comfortable with closing sales on the phone. If someone calls and wants to learn more about your programs or services, you have an obligation to help them move ahead. They clearly need what you are offering, or else they wouldn’t have called. Then it’s your job to help them overcome their fears and resistances and to move ahead, by joining one of your programs.

Similarly, if you want to grow your business more quickly, you need to use the phone. Call up existing clients and ask for referrals. Follow up by phone rather than email. (Phone is faster, more direct, and can help you complete the deal more quickly- saving you time and making you money.)

In this age of email, text message, and all the other ways we have to communicate, never underestimate the power of a single, direct phone call. When people can speak with you, they can hear the sincerity in your voice, and your desire to be of service to them. These are powerful motivators to move ahead.

Stop hiding behind email, voicemail, or your website. Pick up the phone and start selling.