How to Take the Brrr out of Cold Calling
How to Take the Brrr out of Cold Calling
"Hi, this is (insert name) with (insert company) and I received your name that you would be the person who is most likely to purchase (insert product or service). When would be a good time to speak with you?"
Have you ever received a message similar to this one? What were your thoughts? Let me share mine with you.
First thought is another sales call about something I do not need. The first few words turned me off, left me cold and sounded like everyone else. My emotions are stone cold frozen and quickly spreading through out my entire office. Brrrrrrr!!!!! Sales Coaching Tip: This is why cold calling is named cold calling because it creates ice.
Next thought is who gave you my name? Since you didn’t share that with me, you are probably a tele-marketer using some ineffective script that you paid big bucks for. Now I am laughing at you, but you do not know it.
Third thought who cares about your products or services. I already have the product or service so why would I use yours? Again, boy are you dumb because you are wasting both of our times.
Fourth and final thought, never is a good time to speak with me because you will be infecting me with the 3Ps virus of price, product or proposal.
Why sales professionals continue to engage in this type of marketing communication is truly beyond my old Swedish gray matter. Crafting a results focused, value driven message is not really that hard. Of course, these folks are still engaged in sales based marketing and have yet to discover education based marketing (EBM). Now, what would have happened if this sales professionals left a voice mail message like this:
"Hello. Did you know that printing your invoices in full color will get them paid faster according to a study released by IBM? This is (insert name of caller) and (insert name of referral) said that you might find this of interest. Please call me at (insert number) and we can schedule a time to discuss the savings to your bottom line. Again, (insert name) at (insert phone number) and thank you for your time." NOTE: The initial question should be directly tied to some known need and supported with a measurable fact or statistic.
Would you be more likely to call back? If you print invoices, believe in the cited fact and know the name of the referral, I believe your answer would be yes.
TAKE ACTION SALES COACHING TIP: If you have not heard of education based marketing, you may wish to Google the phrase and start learning about this dynamic approach that helps to increase sales, shorten the sales cycle time, reduce client acquisition costs and improve profitability.
How to Take the Brrr out of Cold Calling - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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At least once a week, if not more often, I receive a phone call or listen to a voice mail that goes something like this:
"Hi, this is (insert name) with (insert company) and I received your name that you would be the person who is most likely to purchase (insert product or service). When would be a good time to speak with you?"
Have you ever received a message similar to this one? What were your thoughts? Let me share mine with you.
First thought is another sales call about something I do not need. The first few words turned me off, left me cold and sounded like everyone else. My emotions are stone cold frozen and quickly spreading through out my entire office. Brrrrrrr!!!!! Sales Coaching Tip: This is why cold calling is named cold calling because it creates ice.
Next thought is who gave you my name? Since you didn’t share that with me, you are probably a tele-marketer using some ineffective script that you paid big bucks for. Now I am laughing at you, but you do not know it.
Third thought who cares about your products or services. I already have the product or service so why would I use yours? Again, boy are you dumb because you are wasting both of our times.
Fourth and final thought, never is a good time to speak with me because you will be infecting me with the 3Ps virus of price, product or proposal.
Why sales professionals continue to engage in this type of marketing communication is truly beyond my old Swedish gray matter. Crafting a results focused, value driven message is not really that hard. Of course, these folks are still engaged in sales based marketing and have yet to discover education based marketing (EBM). Now, what would have happened if this sales professionals left a voice mail message like this:
"Hello. Did you know that printing your invoices in full color will get them paid faster according to a study released by IBM? This is (insert name of caller) and (insert name of referral) said that you might find this of interest. Please call me at (insert number) and we can schedule a time to discuss the savings to your bottom line. Again, (insert name) at (insert phone number) and thank you for your time." NOTE: The initial question should be directly tied to some known need and supported with a measurable fact or statistic.
Would you be more likely to call back? If you print invoices, believe in the cited fact and know the name of the referral, I believe your answer would be yes.
TAKE ACTION SALES COACHING TIP: If you have not heard of education based marketing, you may wish to Google the phrase and start learning about this dynamic approach that helps to increase sales, shorten the sales cycle time, reduce client acquisition costs and improve profitability.
How to Take the Brrr out of Cold Calling - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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