Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

And How Are You Today? - Yuck!

And How Are You Today? - Yuck!

Call me crazy, but when someone calls me to try to sell me something, I don't hang up on him or her. I listen and respond and then make suggestions to the caller on how to improve his or her call.

For many people, prospecting-marketing-for new clients on the telephone, or "cold calling" is the job of last resort. Who wants to be cursed at, hung up on and lied to? But many of my clients are in professions where cold calling is one of their necessary methods of prospecting.

Do people hate to receive calls at home? Do busy managers and executives hate to be bothered by callers trying to convince them to buy their products? Yes. . . and. . . no.

"If I were calling you to tell you that you just inherited a million dollars and I needed to arrange for you to pick up the check," I ask in my workshops, "would you be angry that I interrupted your dinner?"

"No," they all agree.

"If I were calling you at your place of business with a guaranteed way to make more money while simultaneously reducing expenses," I ask, "would you be upset that I got past your 'gatekeeper' to reach you?"

"No," they agree again.

"So, then," I ask, "What do your prospects hate?"

The answer usually comes down to "sounding like a telemarketer." There are, of course, successful telemarketers who sound natural and comfortable, but you know the type we're talking about . . .

~They mispronounce your name with no apology and no effort to get it right.

~They sound like they're reading a script.

~They come on strong, forcing a big "salesy" smile through the telephone.

~They try to warm up the call by pausing to say or ask something disingenuous like, "And How Are You Today?" You know they don't care about your health or wellbeing at all.

~They use "salesy" language like, "We're going to be in your neighborhood on Tuesday" or "This is an exclusive offer."

If part of your work is making calls to people you don't know, the "telemarketer type" provides you a great guideline for how not to do it. Here are some suggestions:

1. Get the name right beforehand or apologize and fix it. If you can't find out how to pronounce the prospect's name ahead of time, ask if you got it right. Apologize and try again. Continuing to call me "Mr. Skuzzel" won't help your cause.

2. Throw away the script-one way or another. Scripts are okay. Some of the best actors use them. But you change the channel quickly when the actor sounds like he or she is reading it. Either learn it so well that you no longer sound like you're reading it, or toss it away and keep an outline with the bullet points of the things you want to say. It's not a bad idea to keep it near you, but don't read it.

3. Forget about the rule that you should sound "up". Coming on too strong can be a turnoff. Don't be timid, but start gently-and adjust to the person you're talking with.

4. Don't do AHAYT. "And How Are You Today?" raises an instant red flag that I'm going to be sorry I took this call, so just don't do it. Get to the point of your call. Telemarketers use this greeting to catch their breath before jumping into the script-and prospects know it. Another killer is "actually" as in "Actually, the reason I'm calling is . . ."

5. Stay away from "salesy language." "In your neighborhood (or area)" is a sales killer. If you're seeing someone “up the street” or in that town, you have a better chance of getting an appointment than if you will happen to be in my neighborhood.

Make cold calling more fun for you and less painful for your prospective clients by aiming not for the appointment or sale, but to engage them in conversation. While this may, at first glance, seem like the long way to go about it, I promise that it will be much more effective.





And How Are You Today Yuck - To learn more about this author, visit Sandy Schussel's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback

To learn more about the Evan Elite Author Program please contact us.

About The Author


Sandy Schussel
(Visit Sandy's Website) Sandy Schussel, is the "More Clients" Coach who went from being a rainmaker for his law firm, to running his own seminar business, to being hired as the national sales training director of a financial services brokerage. He is the author of the acclaimed book, The High Diving Board: How To Overcome Your Fears and Live Your Dreams. Visit Sandy’s website at BrassRingCoaching.com and sign up for his free weekly e-letter, REACHING…

Sandy Schussel is a Gold author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Sandy Schussel's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Sandy Schussel's Complete List of Sales Articles For FREE!

More Sandy Schussel
Bring the Four Swordsmen of Client Service With You
Be Impressed Grasshopper Not Impressive
And How Are You Today Yuck
If You Want More ClientsDo it on Purpose
Heres What I Got
When is it okay to lie
Stop Handling Objections
Even Engineers Sell
Why Should I Buy it From YOU
Its Not a Secret
Free Downloads


 
 
 


Evan Elite Authors
Casey Gollan  
David Barr  
Anne Barr  
Evan Elite Authors

Become An Author
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.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Explode Expo Results Icon Explode Expo Results
Internet Marketing Campaigns Icon Internet Marketing Campaigns
Memorandum Template 1 Icon Memorandum Template 1
Articles Drive Traffic Icon Articles Drive Traffic
The Idea Compass Icon The Idea Compass
Free Downloads - Complete List

Entrepreneur Tools and Guides
Guide To ERP Software / Business Management Software
Guide To ERP Software
Business Management Software
 
Top 50 Political Blogs
Top 50 Political Blogs
Top Political Blogs of 2009
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Essohanam Elassoli Adidogomé, Togo,
Essohanam Elassoli
Adidogomé, Togo
SEO For Africa

If I Were A Startup...
Erez Zevulunov, $150k to $504k in 2 years
Erez Zevulunov
$150k to $504k in 2 years
Travis Hartley, 426% Growth in 2 Years
Travis Hartley
426% Growth in 2 Years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Chris Gardner, Gardner Rich
Chris Gardner
Gardner Rich
Jennifer Lopez, J.Lo
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Timothy Ferriss, 4 Hour Work Week
Timothy Ferriss
4 Hour Work Week
Zig Ziglar, See You At The Top
Zig Ziglar
See You At The Top
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     THE BRAND AS JIHAD
By Stanley Moss
     2005 Global Brand Letter
By Stanley Moss
     Trekking in Andalucia
By Stanley Moss

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons 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!
Have A Suggestion?

More Evan Carmichael
More Information