MANY SALESPEOPLE CALL A PROSPECT, FAIL TO DO THE FOLLOWING AND GET SHUT DOWN LIKE A LIGHT SWITCH!
written by Pop Icon Mr. Cold Call™
If you're making cold calls and you fail to mention how you came to contacting your prospect then you will get the immediate brush-off response" "I AM NOT INTERESTED!" Why does this happen so frequently? Prospects want to know how you got their name and they want you to connect the dots!
If you don't connect the dots then you will not even get to the next phase of the sales process. So for example, let's say you make signs and one day you're on your way to work and you come across a really hard to read advertisement outside a business establishment---this is your first dot! The first dot allows you to create an opportunity to expand your book of business. The first dot allows you to start connecting the "series" of dots for the prospect.
When you contact your prospect you can tell them your story as to how you got to contacting them. You can let them know that your company specializes in creating eye-catching signs with engaging copy that will motivate people to take action (and that you work w others in their industry) The story that you tell as to what lead you to contact them will enable them understand how you got their name and information. It helps to source the call or gives them a reason to listen to you.
If you fail to connect the dots then your prospect becomes confused and frustrated (i.e. initial objection of no interest) and wonders why you are even contacting them. Always remember to source the call and this reference could be that you saw your prospect in the , in an online article, an advertisement that you heard on tv or on the radio, a TOP TEN INDUSTRY LIST of professionals that you saw online or even the proximity of your company as compared to your prospect. How do you connect the dots?
Copyright 2012 Mr. Cold Call, Inc. - All rights reserved.
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 80 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: