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Basics of a Good Cold Call

Written by: Jacqueline Drew

Article Overview: Don't know how to pick up the phone and make a good cold call? This article gives you the basics!

Basics of a Good Cold Call

Basics of a Good Cold Call
By Jacqueline Drew, B.Comm
President, START Marketing Inc.
www.startmarketing.com

Most people hate doing cold calls – so why on earth should you do it? Because it’s bar none the best way to market your business to other businesses. To do it right, you should first ask yourself, “What kinds of companies do I want as clients?” and make yourself a hit list. Then do some homework on them – as a minimum, check their web sites, and make point-form notes about things that interested you. Then, plan out questions you’re going to ask when you call. When you get through to the right person and have briefly introduced yourself (10 words or less) tell him or her right away, what you ALREADY know about the company, and what interested you. Showing you’ve done your homework will give you immediate credibility. With your questions ready, you can open up a good two-way conversation. And you’ll soon find that they’ll start asking you questions about your business. Once they do that, you’ve found the perfect moment to suggest a face-to-face meeting. Suggest a few possible days and times, and you’ll be right in the door.

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I answer my phone - when I worked in the Call Center we had to say "Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you. It's been a few years now but I've kicked off "How may I help you?" part.
Re: Cold Calling - Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin. MichelleJ
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Cold Calling - Cold calling is tough, but it is possible. Its a shame that your employer doesn't seem to be giving you any help. I would suggest that you learn everything about the products you're trying to sell to the retailers. It wouldn't hurt to have them close at hand while you're on the phone with a potential buyer. Learn what is great about the items. What do they offer the consumer? Why should the retailer carry them? Who would be most likely to buy the items? Once you know these answers, learn about the companies you are calling. Its hard to tell a retailer that your product is something they need - if you don't know anything about their business and/or the customers. If they have a website that would be a great place to research. Shri


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