Have you tried just calling your prospect and just asking for a sales meeting (or visit to their office)? There are some salespeople who oppose this strategy as they want to engage their prospect a bit more on the telephone before they meet in person (that's called qualifying your prospect). However, if you do some prior to your cold call then there is nothing wrong with this appointment setting strategy. If your prospect does agree to meet with you then there has to be a specific reason why they agreed, otherwise why would they waste their time in a meeting? So for example, let's say you provide graphic design services and decide to cold call a business owner of a very large construction company then you could say the following: "(Insert your prospect's name here), this is (Insert your full name) in the Print and Design Divison of (Insert your company here) and we're trying to set up a visit to your office during the week of (Insert a date here). How does (Insert a day, date and time here) or does (Insert a day, date and time here) work better?" Many prospects get impatient with salespeople who take too long to state the reason or purpose of their call. This opening line will help you and your prospect to immediately identify the reason for your call and will let them know exactly what you want (i.e. a visit to their office). Of course, they may want further explanation as to why you are requesting a meeting, but in many cases, you will find that they will agree to your request. Remember, sometimes less really is more. So just ask for the sales appointment!
After you have set an appointment with a sales prospect send them a meeting request through Microsoft Outlook. In the subject line write: "(Insert the name of your company here) visit to discuss (Insert the purpose of your meeting here)"
Let your prospect know that it's in their best interest to meet with you. Your #1 goal is to provide them with information that will help them make the best possible decisions for their business.
Always send a sales proposal right after your first face-to-face sales meetingwith your prospect. If you're asking the rightsales questionson your sales call then by the end of your meeting (or visit to their office) you should have a clearer understanding as to how you can help them. If you don't then you really need to start asking more engaging sales questions.
Do you want to really impress your sales prospect? For your next prospect meetingand before you meet with them do some research on their website prior to your office visit. Go to their news section and click on it. Scroll down and read their last four or five news stories. Did they win an award? Did they come out with a new product and/or service? Did one of the owner's get honored at alocal chamber? What new information did you find? At your meeting and as you sit down say, "(First name of prospect), I wanted to congratulate you? (Smile and then pause.) Your prospect will then respond, "Why?" You then respond, "I was reviewing your website earlier and saw that you (Insert here any new information that you had learned from their online news section)." Why do this? It shows your prospect that you have agenuineinterestin their business. Think about this for a minute, how many salespeople do you think would do this? Not very many at all. Forward this website to a friend and get a FREE gift from Pop Icon Mr. Cold Call™
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?
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."
Focus the conversation on your prospect. Create interest by asking who, what where, why and how questionsand let your prospect talk about their business. If you're speaking more than your prospect then really you should not be in sales.
As you enter your prospect's office try to comment on at least one item in their office. The purpose of this technique is to warm up your sales prospect.
"(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!
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.comand 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 visitwww.prnewswire.comand 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!
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.
Once you have solidified a sales meeting with your prospect always email them a confirmation after you hang up the telephone. Also, send them a friendly reminder email one day before your appointment.
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).
Do some research on yourprospect'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 forFREE!"
If your sales prospect is out of the office (no answering machine) and the assistant offers to take a message it's better to ask for your prospect'semail address, rather thanleaving a messagewith the assistant. Always go directly to the source if you can.
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?
After you have agreed to meet ask your prospect who else will be joining your meeting. Ask for their titles and correct spelling of their names.
Before you leave for your appointment always bring your contact's phone number and directions to their office. It's amazing how many sales reps forget to do this!
To break the ice, try commenting on something in their office. If there is a toy car then comment on the car. If there is a picture of Rome then comment on the picture. Find something to comment on to warm up the sales call.
Before you leave the meeting it's important that you get a commitment from them (i.e. when you will drop by again to bring a proposal). If you end the meeting with no commitment then you have completely wasted your time.
Don't send a thank you email, but rather,send a hand written thankyou note for their time. If you met with more than one person then send each person a handwritten note.
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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: