Entrepreneurs – Take The Ice Out Of Cold Calling
Entrepreneurs – Take The Ice Out Of Cold Calling
Put yourself in the business owner’s position – why would they want to do business with a company that contacts them without finding out a bit about them – such as who they wish to talk to? As a business owner, I can spot a sales pitch from the first breath. I am usually polite, but often annoyed at this person who has broken into my thoughts and work unannounced and launches straight into a sales pitch. I usually ask them what they are selling – just to cut the pitch short. I am sure I am not the only one who does this either.
How about this?
1) Use a contacts list that gives you names as well as telephone numbers. If you can’t get these then look them up on the company web site or yellow pages – whichever is more appropriate.
2) Make up your contact list with a few details of the company, what it sells, where it is based etc. Look at the press releases if it has them on the web site as well. In this way you have something to talk about when you call. A good contact management system will hold all this information for you.
3) When you call the company, ask for the person by name if at all possible. If not mention a name you found on the web site and say, you know that is not the right person, but could you direct me to the right person.
4) When you are contacted, mention your company name and tailor your introduction to the company you are calling. Say something like “My name is Richard, from ABC company; I understand that your company makes widgets. We have a great tool that can help you become more efficient. I understand that you are probably busy at the moment but I would like the opportunity of discussing this with you. When would be a good time to discuss this more fully?” In this way you have :
a. Interested them
b. Indicated that you understand their business
c. Have shown that your company can assist them
d. Been polite and mindful of their time.
This would gain my interest and show that you were a thoughtful seller as opposed to one that just worked the numbers.
Most of us who run small businesses can quote most of the sales pitches off by heart! “My sales people are in your area next week”, “You have won a competition”, “This offer is only available for another day” etc. etc.
Try it and see how your hit rate goes up – and don’t forget to call at the new time. Good luck – because cold calling is one of my hates!
Entrepreneurs Take The Ice Out Of Cold Calling - To learn more about this author, visit Lee Lister's Website.
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What is the best way to make a cold sales call to a business? Do you normally call up and ask to speak with the business development manager then go right into your sales pitch? Is there a more effective process you can use? Is there a way of becoming more effective?
Put yourself in the business owner’s position – why would they want to do business with a company that contacts them without finding out a bit about them – such as who they wish to talk to? As a business owner, I can spot a sales pitch from the first breath. I am usually polite, but often annoyed at this person who has broken into my thoughts and work unannounced and launches straight into a sales pitch. I usually ask them what they are selling – just to cut the pitch short. I am sure I am not the only one who does this either.
How about this?
1) Use a contacts list that gives you names as well as telephone numbers. If you can’t get these then look them up on the company web site or yellow pages – whichever is more appropriate.
2) Make up your contact list with a few details of the company, what it sells, where it is based etc. Look at the press releases if it has them on the web site as well. In this way you have something to talk about when you call. A good contact management system will hold all this information for you.
3) When you call the company, ask for the person by name if at all possible. If not mention a name you found on the web site and say, you know that is not the right person, but could you direct me to the right person.
4) When you are contacted, mention your company name and tailor your introduction to the company you are calling. Say something like “My name is Richard, from ABC company; I understand that your company makes widgets. We have a great tool that can help you become more efficient. I understand that you are probably busy at the moment but I would like the opportunity of discussing this with you. When would be a good time to discuss this more fully?” In this way you have :
a. Interested them
b. Indicated that you understand their business
c. Have shown that your company can assist them
d. Been polite and mindful of their time.
This would gain my interest and show that you were a thoughtful seller as opposed to one that just worked the numbers.
Most of us who run small businesses can quote most of the sales pitches off by heart! “My sales people are in your area next week”, “You have won a competition”, “This offer is only available for another day” etc. etc.
Try it and see how your hit rate goes up – and don’t forget to call at the new time. Good luck – because cold calling is one of my hates!
Entrepreneurs Take The Ice Out Of Cold Calling - To learn more about this author, visit Lee Lister's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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