Buy a jar of jelly beans to give out to prospects with your business card and let them know that you will be back in a few months to refill it. They may not need your services now, but they may need your services when you do come back to refill their empty jar?
Are you visting a client this week who has an office in an industrial park? After you meet with your client ask them if they can introduce you to another business owner or two within the industrial park. Or, you can visit prospects within the industrial park and make mention that you were visiting your client and wanted to introduce yourself. So for example, you could use the following sales opener: "My name is (Insert your full name here) with (Insert your company name here), and I was just visiting (Insert the name of your client here) and wanted to drop off my business card in case you ever needed (Insert your product or service here)."
Who are the most difficult prospects to cold call? That's easy and the answer are DOCTORS! Doctors are impossible to reach. They are constantly seeing patients and have no time for anything or anyone let alone salespeople! Based on research conducted by Pop Icon Mr. Cold Call™, our research team has determined that the best times to prospect doctors are between the hours of 3 p.m. and 5 p.m. Yes, the end of the day is the best time to reach doctors. They are heading home and that means no patients to see! And even better, if you cold call them in person chances are the doctor will be hanging out at the front desk finalizing the day with the desk receptionist. If you really want to make an impression bring something with you such as chocolate or toys related to medical field (i.e. a toy doll of a doctor or dentist).
See if you can find a chocolate bar and/or array of coins with a dollar amount imprinted on them. Such candy makes for great ice-breakers when handing out your business cards at local companies in your area. Sometimes you can find these candies at your local Dollar or Party City store. Prior to your visit, always make sure that you have the name of the business owner at hand before you visit each business and then when you go inside your number one goal is to drop off the candy along with your business card (or promotional flyer). You could say something like: "We have a million dollars (or thousand dollars--depending on the dollar amount imprinted on the candy) for (Insert the name of your prospect here)?" Then you can go on to say that you're just down the street and very interested in attaining their business. Keep your intial conversations very simple and basic because you don't want to come across in the wrong way or be perceived as too eager. Once again, as a recap, your goal at this point is to plant a few seeds of information and to be memorable. The next day you can call your prospect and follow up with something like: "(Insert your prospect here), this is (Insert your full name here) in the (Insert the division that you're in here) with (Insert your company name here) and we dropped of (Insert the imprinted value on the candy the you dropped off here)?" Pause to hear how your prospect responds and then let them know that your company is very interested in their business and that you'd like to set up a visit to their office during the week of (Insert a date here).
If you're visiting a client and you come across a building directory of businesses then take a picture of the directory so that you can contact other businesses in the building. Maybe your client can give you a referral?
Each day as you sit at your office desk write down companies that you came across that day (i.e. driving your car to an appointment). Perhaps you saw an advertisement wrapped around a semi-truck? Maybe you saw a law firm advertise on the back of the bus in front of you? These are great leads to call on and can be used as ice-breakers as you attempt to create interest and speak with business owners in your territory.
In addition to your outbound calling activity choose five new prospects each week in which you personally visit your prospect in person to drop off a personalized 8.5x11 letter folded into an envelope (make sure that you use your company's stationary for both the letter and the envelope). Your letter should introduce your company, offers specific benefits that can help your prospect run their company more efficiently and finally, your letter should end with some sort of next steps or follow up action. So this means that you need to let your prospect know that you intend on following up with them on a specific day (i.e. to set up a visit to their office).
You need to have a plan that details how many prospects you're going to target. Set a goal of visiting 10 quality prospects at their place of business. Don't get caught up in the quantity of prospects, but rather focus on the quality of the prospect.
Create a marketing flyer offering business owners FREE BREAKFAST (i.e. Einstein Bagels) for their office staff. Put the flyer in an envelope addressed to the business owner only!Obviously your goal here is to speak with the business owner to introduce yourself.
Use this innovative technique to get your foot in the door with your sales prospect! The receptionist might think you're nuts, but are you nuts or is what you're doing PURE GENIUS?
Open each conversation with a smile and say the following: "Hi, my name is (Your name), we're neighbors, just down the street, I'm with (Your company), this is (Introduce your co-worker). Just wondering if we could drop off some information? (Once you get your foot in the door, thenstart asking engaging questionsto beginexchanging dialogue.
If you're located in warmer weather and wear a business suit on your calls it's important that you bring a small towel with you.
Always be positive and SMILE! Nothing is more powerful then a nice BIG SMILE. Smiles are unstoppable.
If you don't feel like prospecting in-person then don't. You are wasting not only your prospect's time, but your time as well.
Go to the Dollar Store and put together a small gift package for selected prospects and include your marketing information in this packet.
Cross-reference your current customer list and make sure that any business that you visit is currently not a customer.
Mix-up your calling efforts and visit current customers with a small gift from your company. Your goal here is to get at least one referral from them.
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Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: