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Do you know the names of the business owner or executive before you call them? Knowing this information will help you to set sales appointments FASTER! Click here to locate contact names.
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Do you have any idea how many calls you need to make to set an appointment? If you have no idea then you probably need to start keeping track of your sales ratios. Click here to download.
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Keep an Excel Spreadsheet of prospects to call. Set a specific day and time each week to call prospects from this list. As you call these prospect transfer your results to a contact management software program (i.e. ACT). This will help to continuously build your sales pipeline.
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If your prospect says, "Try me back to set something up?" Your response might be: "I don't mind trying you back, but from my experience, I end up playing phone tag with people. If that's ok, how about we just set a time now and then I can follow up with a friendly call the day before? (pause to hear how they respond) How does (Insert a day, date and time here) or does (Insert a day, date and time here) work better?
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According to Mr. Cold Call™,
"If you're looking to really build your sales pipeline and/or book of
business then you need to be going on at least 10 sales appointments
each week."
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Focus the conversation on your prospect. Create interest by asking who, what where, why and how questions and let your prospect talk about their business. If you're speaking more than your prospect then you should not be in sales.
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"(First name of prospect), we're neighbors of yours just down the street. This is (Insert your name), I'm a (List your profession) calling from (Insert your company) and I noticed that you're not a customer of ours. During these tough economic times, it never hurts, as a business owner, to see what other opportunities might be out there and I was just wondering if I could drop off some information and my card (Insert a specific day, date and time)? For more openers click here!
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Anxious to send an email to introduce yourself to the CEO? This technique has been used personally by Mr. Cold Call™ to reach C-Level Executives at Fortune 1000 companies. All you have to do is visit www.godaddy.com and look to see (You may have to click on "Click here for info") how the email address is set up by their technical department. Then, just copy the structure. So for example, if the technical contact's name is Joe Mrcoldcall and their email address is Jmrcoldcall@findgoldstocks.com and the CEO's name is Jaye Doe then the CEO's email is most likely JDoe@findgoldstocks.com. If you cannot locate an email address through this method then visit www.prnewswire.com and do a search for recent press releases and many times an email address from the PR Contact is listed on this news release---if so, then just duplicate their address to match the CEO prospect that you are targeting!
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Frame a picture of your prospect and GET AN APPOINTMENT! Let's say you're reading a local business publication and you see an executive that you're trying to reach for the last few months. Here's an idea, take a scissors and cut out their featured article and insert this article into a frame (You can minimize your costs by buying a frame at The Dollar Store). Then send this framed picture with a note congratulating them on their recent recognition and in your note also include your desire to set up a meeting. If you've tried and tried to reach a prospect with no luck then this will definitely catch your prospect's attention.
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In your sales pitch, let your prospect know that you would like to offer them a second opinion (i.e. second opinion on your phone system or a second opinion on your marketing plan) and that you would like to set up a meeting with them (be specific as to when you would like to meet) to discuss how you can save them (list a benefit here).
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Do some research on your prospect's industry, print up related articles and offer your findings to your prospect as an incentive to meet with you. "As an added value, (Your company name here) has assembled a detailed report on your industry and as a courtesy for your time, we would like to give you this report when we meet for FREE!"
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When leaving a voice mail to set up a meeting you could end your message with the following: "(First name of prospect), I will be in your area next week, if you could call me back and let me know if next Tuesday at 9:00 a.m. works for you I would appreciate that?
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In your trunk, always keep a stain remover, shoe polisher (brown and black), skin lotion, aspirin, hand sanitizer, mints and deodorant.
Copyright 2007
MR. COLD CALL SEMINARS - All rights reserved.
Behind The
Scenes With Mr. Cold Call
Mr. Cold Call is the
author of "How To Have Fun Cold Calling" and "115 Common Sales Objections, 156 Clever And Savvy
Responses." According to Mr. Cold Call, "Your cold call success
is dependent on 11 winning personality traits (known as your Telephone Persona
Of Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s curiosity
and reduce their resistance. Are you interested in finding out more about Mr.
Cold Call? Then sign-up for his free weekly cold calling tips at www.mrcoldcall.com |
