| Hate cold calling prospects? Yeah, me to. But in | | | | direct, and dont SELL them anything. Rather offer |
| todays fast moving business environment | | | | them a solution. You do this asking question on |
| prospecting either directly or by phone is a must. | | | | what issues they have and you present them |
| Gone are the days when you sit back and just | | | | how you can help them solve the issue |
| wait for your products or service to be sold. | | | | problem.For example, when I call a prospect and |
| Theses days you have prospect daily in order to | | | | ask them about there operations and the hazards |
| get your products,service, and Company, out | | | | they may have, I pick up (LISTEN) on what they |
| there on customers mind. | | | | tel!l me an OFFER them a solution. (Dear Mr. Doe, |
| In my daily work, I call about 100 prospects daily. | | | | it seems to me your meat cutting line may be in |
| I wish it could be more but being a small business | | | | risk of some serious danger from the knive |
| owner of safety supply company and "wearing a | | | | machine use. I have this HandFortress glove that |
| lot of hats" time just does'nt allow me.So what do | | | | has been used in similar plants with good result) |
| I do to get into the flow of making "cold calls" and | | | | Get the idea. And last but never never never |
| baing effective at it? Well, it pretty simple. | | | | least...Follow up..Follow up. Follow up even if they |
| First, you must have some sort of contact | | | | say No we dont need your products/service at |
| manager. I work with a very inexpensive one | | | | this time. Always say something like " thank you |
| that already comes with my computer bundle of | | | | for the opportunity. Im sorry to hear we cant |
| software (Microsoft Outlook). I set up my | | | | work together now, but is ok if I call you back in |
| prospects information and set up times.Second, I | | | | a few months? Remember things chage and (the |
| use a cordless phone with a headtset. Headsets | | | | person who said to you the first time may have |
| are great becasue it frees up your hand to write | | | | Changed his job). |
| down important information you can use to profile | | | | Well hope this helps. Remeber every situation is |
| your prospect. Third, I make the call. I ask for the | | | | different but the principles remain the same: |
| person who makes the buying decision. Also, try | | | | * organize yourself |
| to keep it short. "Gatekeepers" usually dont like to | | | | * make the call (dont be scared of a NO) |
| hear long, scripted speeches. Besides they are not | | | | * ask for the right person and ask how you can |
| the ones you want to sell to.When you get the | | | | help, not sell |
| person you want to speak with, be pleasant, | | | | * follow up follow up. |