Archive for April, 2007
The Point of Cold Calling is NOT to Fnd Out About Them
Monday, April 30th, 2007Think about it. You call a high-level decision-maker cold and can expect to have 90-seconds of time with him or her on the phone. Focus on getting an appointment with the prospect. After all you do best when you are face-to-face with people.
Avoid the temptation to ask about what they do and what their needs [...]
Three Topics that Grab the Interest of Top Dog Prospects
Saturday, April 28th, 2007When it gets down to it there are three and only three topics that command the interest of high-level decision makers.
1. How to increase revenues
2. How to decrease expenses
3. How to improve communications
The “elevator speech”, that 30-second commercial, also known as your unique selling proposition (USP) that’ll capture the attention of your executive-level prospect will [...]
Connecting with Your Prospect During Cold Calls
Wednesday, April 25th, 2007A sales guy called our offices and got a hold of me directly.
I was in the midst of working on a deal (surprise, surprise) when the sales person said, “Hi, Ms. Buterin. Who makes the decisions in your company?”
“I do. How can I help you.”
He then asked, “How are you today?”
I replied honestly, in a [...]
Engage Your Cold Calling Prosect
Tuesday, April 24th, 2007Coney wrote, “The toughest part is cold-calling a Middle-Market CFO or CEO and saying something on the phone that will get you an appointment. I’ve tried saying, “Hi, my name is Coney XXXXX , I’m a lender for XYZ Bank, the Xth largest bank in the U.S.. I’d like to come by and tell you [...]
More about Your Unique Selling Proposition
Friday, April 20th, 2007Take a bit of time to interview your happy clients and you’ll glean important, valuable information.
By way of brief example, when you visit our cold calling site you’ll see several statements made by a handful of our clients. Their comments range from:
“I called 4 prospects who said ‘no’ before … and I got appointments with [...]
Your Cold Calling USP
Monday, April 16th, 2007A “Top Dog Classic” opening line for those in the Staffing and Placement Industry is, “I’m calling for an appointment to see whether or not I can reduce your workforce expenses by 20%.”
David asked, “By the way, the 20-40% cost savings for staffing/recruiting services is based on what data?”
Re: 20-40% cost savings. The 20% is [...]
Key to a Killer Cold Call Script
Tuesday, April 10th, 2007Think about your products/service.
Think about what your satisfied clients think about your products/service.
Quantify what your clients really want from you and put it into your killer cold call script. This is your USP. Your Unique Selling Proposition.
One of the most famous examples of such a USP is “Domino’s Pizza Delivers in 30 Minutes or Less [...]
The Non-Generic Cold Calling Script
Friday, April 6th, 2007When David and I were talking on the phone, he confessed, “I’m impatient. Any chance you have a batch of generic cold calling scripts I can use that’ll work?”
Big smile.
I’m impatient too. In fact we sales professionals are notorious for having the attention span of a gnat! However, patience is a virtue for those of [...]
Craft a Compelling Benefit Statement
Tuesday, April 3rd, 2007Bob says, “I have lot of trouble coming up with a good benefit statement … and not being shipped off to HR. All of my contact will always be on the phone. I am an executive recruiter who does permanent placements and specializes in the food manufacturing industry. I have a phenomenal candidate [...]