Cold Call Concepts
Cold Call Concepts
“Cold-calling success depends on your attitude. You have to view it as a challenge, and have a competitive spirit.
“At my company, we sometimes warm up cold calls by sending prospects a small, unique promotional product. When we call, they say, "Oh yeah. You’re the one that sent me that..." It gets us remembered. It makes us stand out from the crowd.
“The objective of the cold call is to get the appointment. Nothing else. That means I'm a little wary about sending out brochures in advance. If you send them the information on your products and services, they’ll wonder why they need to meet with you? You are a much more effective salesperson in person, than any small brochure is.
“A technique I recommended is to ask for an appointment at a certain time. Instead of saying, "Would there be a chance to meet with you sometime next week?," say, "Would next week on Tuesday at 10:30 be a good time to meet?" Take the initiative. Be the aggressor.
“And say to the person, "All I'm asking for is 10 minutes of your time. Believe me, I wouldn’t waste your time or mine if I didn't know that I could help you!" Another comment, when someone is pressed for time is, "All I'm asking for is 10 minutes, I'll even bring a stopwatch so you can time me." This reinforces the fact that you respect his or her time.
“Try to meet prospects for breakfast, lunch, or dinner. They have to eat, and if you can meet with them during such times they’ll feel more comfortable because it won't cut into their schedules.
“Remember in any sales situation, if there is not a need, it is your job to create one. Be a source of information for them on any insurance-related topic. If you can be a resource for them or make their business more profitable, you have a better chance of meeting with them. Come right out and ask them, "Is your business as profitable as you’d like? I can make it more profitable. I just need 10 minutes of your time.
“Don't get discouraged! You are prospecting. In the Old West prospectors spent days and weeks looking for gold. Most of the time they didn't find anything. But when they did make that strike, it was well worth it!”
Copyright © 2001 Inc.com LLC
Cold Call Concepts - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
Inc magazine’s August 2000 issue introduced Pat Cavanaugh, CEO of Cavanaugh Promotions, to whom cold calling is a sport. He opened 100 new accounts in the first quarter of 2000, and can make 200 calls a day when he does "nothing but get on the phone." Here’s what he says about it:
“Cold-calling success depends on your attitude. You have to view it as a challenge, and have a competitive spirit.
“At my company, we sometimes warm up cold calls by sending prospects a small, unique promotional product. When we call, they say, "Oh yeah. You’re the one that sent me that..." It gets us remembered. It makes us stand out from the crowd.
“The objective of the cold call is to get the appointment. Nothing else. That means I'm a little wary about sending out brochures in advance. If you send them the information on your products and services, they’ll wonder why they need to meet with you? You are a much more effective salesperson in person, than any small brochure is.
“A technique I recommended is to ask for an appointment at a certain time. Instead of saying, "Would there be a chance to meet with you sometime next week?," say, "Would next week on Tuesday at 10:30 be a good time to meet?" Take the initiative. Be the aggressor.
“And say to the person, "All I'm asking for is 10 minutes of your time. Believe me, I wouldn’t waste your time or mine if I didn't know that I could help you!" Another comment, when someone is pressed for time is, "All I'm asking for is 10 minutes, I'll even bring a stopwatch so you can time me." This reinforces the fact that you respect his or her time.
“Try to meet prospects for breakfast, lunch, or dinner. They have to eat, and if you can meet with them during such times they’ll feel more comfortable because it won't cut into their schedules.
“Remember in any sales situation, if there is not a need, it is your job to create one. Be a source of information for them on any insurance-related topic. If you can be a resource for them or make their business more profitable, you have a better chance of meeting with them. Come right out and ask them, "Is your business as profitable as you’d like? I can make it more profitable. I just need 10 minutes of your time.
“Don't get discouraged! You are prospecting. In the Old West prospectors spent days and weeks looking for gold. Most of the time they didn't find anything. But when they did make that strike, it was well worth it!”
Copyright © 2001 Inc.com LLC
Cold Call Concepts - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Donald's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Double Digit Growth eguide How To Select Keywords Strategic Plan Create A Mission Statement Make Attitude Your Ally |
|
 | ||
 |
Top 50 Political Blogs
Top Political Blogs of 2009 | |
 |
The Top 10 GTD Times Posts
Best Posts for Productivity | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||