Cold Calling 101

Cold Calling 101

I love to Cold Call. It energizes me!

Cold Calling 101!

I love to Cold Call. It energizes me whether I get a yes or a no. I am not talking about Cold Calling on the phone. I am talking about grabbing a hand full of business cards and doing it the old fashioned way, face to face. For me visual works best. I need to see the hustle and bustle, or not, going on at the business I am calling on. I need to see the reaction and body language of my prospect. There are thousands of Cold Calling ideas out there. Some are good ones and some not so good but after twenty-five years of Sales and Cold Calling face to face Cold Calling has worked best for me. The prospect can see I am a living breathing person; not just a sales voice on the phone. It is also harder for the prospect to say no to an appointment when he is looking me in the eye. Another advantage in face to face Cold Calling happens if the prospect is not there. It gives me a wonderful opportunity to begin a relationship not only with the gatekeeper but other employees. I cannot stress enough how important it is to get to know the employees of the business you are calling on. They can be your most important advocates. Gain their trust and you are that much closer to closing the deal. These advocates can tell you What, When, Where and How about your prospect. They many times offer up important information you will need to know about the person that holds the purse strings. Never underestimate the influence of theses people, the gatekeeper and other employees.

Don’t get me wrong, I am not suggesting that you never make a Cold Call over the phone. You should use the phone and use it often. As a matter of fact you should use every tool in your sales tool box, the phone, internet, referrals, networking, face to face, even a megaphone on the street corner as long as you are not arrested. For many sales people the telephone works best. We just need to find and develop the sales tools best suited for our personal skills and use them often and with ATTITUDE!.

Posted 3 days ago | Delete