Should we cold call?
Should we cold call?
What stops us?Why is it that we don’t like to do this? Should we be doing it at all? These are questions that deserve an answer, so here goes.
• If I could guarantee that every time you picked up the telephone and asked for an appointment you would get one, would you do it? The answer is ‘yes’ isn’t it? The only reason that we don’t do it is that we fear (and expect) a ‘No’!
• All over the world today salespeople will make ‘cold’ calls to companies and be successful in getting appointments. From these appointments they will go on to get millions of pounds worth of business. Would we like to have a slice of that business? The answer to that is also ‘yes’ isn’t it?
So perhaps we should do it?
Many large corporate companies still do their business ‘traditionally’. They expect to get sales people ringing them up; they practice how to say ‘no’; they resist approaches from new companies and often prefer to stick with the ‘devil they know’. Yet that business could be our business. We don’t want to sit around with no business when there is loads out there to be won do we?
How can we go about it?
Send them a letter first. I said a letter, not literature. The letter is simply a soft introduction, and shouldn’t contain too much information about us. Literature gives away what we do and enables a quick ‘No thanks’.
Then we need to telephone them. We do have a genuine reason for calling them. “The reason I’m calling you is to find out whether you got the letter I sent you” So now it’s not really cold.
Things to avoid
If we can sell our product or service over the telephone we don’t need an appointment. If we can’t then we do need one. So avoid trying to sell your product or service over the ‘phone and only sell the value of the appointment.
Should we cold call - To learn more about this author, visit Bob Hazell's Website.
Like this article? Share it with your friends
Not many people like trying to sell to people that they don’t know. Networking is a great way of improving business. Often someone we know will know of a connection into the company we would like to sell to. That can warm things up a bit for us. However, it can still be daunting to telephone that person out of the blue and seek to get an appointment to see them. Sometimes, when we can’t get an introduction we will need to telephone ‘cold’ anyway.
What stops us?Why is it that we don’t like to do this? Should we be doing it at all? These are questions that deserve an answer, so here goes.
• If I could guarantee that every time you picked up the telephone and asked for an appointment you would get one, would you do it? The answer is ‘yes’ isn’t it? The only reason that we don’t do it is that we fear (and expect) a ‘No’!
• All over the world today salespeople will make ‘cold’ calls to companies and be successful in getting appointments. From these appointments they will go on to get millions of pounds worth of business. Would we like to have a slice of that business? The answer to that is also ‘yes’ isn’t it?
So perhaps we should do it?
Many large corporate companies still do their business ‘traditionally’. They expect to get sales people ringing them up; they practice how to say ‘no’; they resist approaches from new companies and often prefer to stick with the ‘devil they know’. Yet that business could be our business. We don’t want to sit around with no business when there is loads out there to be won do we?
How can we go about it?
Send them a letter first. I said a letter, not literature. The letter is simply a soft introduction, and shouldn’t contain too much information about us. Literature gives away what we do and enables a quick ‘No thanks’.
Then we need to telephone them. We do have a genuine reason for calling them. “The reason I’m calling you is to find out whether you got the letter I sent you” So now it’s not really cold.
Things to avoid
If we can sell our product or service over the telephone we don’t need an appointment. If we can’t then we do need one. So avoid trying to sell your product or service over the ‘phone and only sell the value of the appointment.
Should we cold call - To learn more about this author, visit Bob Hazell's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
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 Bob'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!
|
|
|
 Instant Classified Advertising Entrepreneurship Or Job? 10 Ways To Go International Winning Sales Letter Marketing Effectiveness |
|
 | ||
 |
Top 50 Franchising Blogs
Top 50 Franchising Blogs | |
 |
Top Social Business Blogs
Top Social Entrepreneur Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
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!
|
|
|
