Archive for May, 2007
Cold Calling Challenges with Words Used by Sellers
Thursday, May 24th, 2007During a recent consultation, I talked with a client about the terrific products and services he has to offer. Get a load of this, on average he finds he can reduce companies’ monthly telecommunications expenses by 30% to 55%.
Holy cow! Half way through our call I was ready to sign up with him.
I asked, “What’s [...]
Always Cold Call the Company President?
Monday, May 21st, 2007Dave recently asked, “If I know the Chief Financial Officer is the decision maker I want to reach, should I still call the President’s office first?”
With every decision it is a good idea to think through: what you have to lose and what you have to gain.
If you call the CFO first and he says [...]
Does This Work with Small & Mid Sized Companies Too?
Wednesday, May 16th, 2007Sure our cold calling practice, programs and products are geared toward calling the executive-level decision-makers of large companies — b2b, that’s business to business calls.
And, yes, these practices work well when you are cold calling small to mid-sized companies as well. They are even used for b2c, business to consumer calls. After all, consumers are [...]
Responding to Your Cold-Call Prospect’s Questions
Monday, May 14th, 2007Wouldn’t you like to be able to call anyone you want to call and get face time with them?
Seems like “cold calling” should be as easy as that. However, reality is that people ask questions. This is only a problem when you feel obligated to answer those questions in a way that takes you waay [...]
Can You Avoid Cold Calling Altogether?
Friday, May 11th, 2007I suspect the thought “is it really possible to never cold call again” keeps coming up because direct mail marketers launch their campaigns as the seasons change. And their “hook” is “direct mail is a way you can avoid your fear of cold calling.”
Which begs the question, “can you build a business without using the [...]
What Stops Cold Callers Cold?
Thursday, May 10th, 2007Sales people are an unusually intelligent group of professionals. High achievers by nature.
You know what drives us nuts? Being on a hot trail of pursuit of a prospect only to be stopped cold by … of all things … a telephone.
How can that small lump of plastic, wires, and chips strike our heats with terror?
Our [...]
Is My Problem Cold Calling Analysis Paralysis?
Monday, May 7th, 2007I just got off of the phone with a client who asked, “What’s keeping me from getting to where I want to be in cold calling? I am good at what I do and close twice as many sales as my colleagues. But the phone stumps me. I believe I can get better I just [...]
Cold Calling: Rules of Engagement
Wednesday, May 2nd, 2007You’ll know that you’re ready to engage your cold calling prospect - when you have put to rest the desire to speak compulsively, rattle on incessantly, and talk about your company as though your company information is the “key” to earning the right to proceed and schedule an appointment.
When self-control is evident, then and only [...]