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Casual Articles - Introverted Cold Calling 101
Many healthy companies fall into the trap of their success. They tend to be more ‘technology’ driven mode rather than being ‘market’ driven. Many companies developed the product first then start out looking for the market. Successful companies look at the market first then start developing the products.Exxon Chemicals was the first largest faxed machine supplier in the world. But Exxon Chemicals was ahead of its time and after making horrendous financial losses, decided to
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you ne
MySpace is not only for teenagers and musicians. MySpace is also making a buzz among Internet marketers. At the invitation of Internet marketing guru Marlon Sanders, I set up a profile to see what the buzz is all about. Marlon calls it "...a ‘secret’ networking method the people on the inside are using."Being the active experimenter that I am, once I got started, I couldn't stay away from MySpace, setting up my profile, posting on my blog, adding events to the public calendar. As
Your first cold call is a daunting, if not downright horrifying task. You are about to pick up the phone and dial a complete stranger. For me, I kept wanting to know everything about this person, their company, what they looked like, how would they react, would they like me, etc before talking. It just isn’t possible to answer every question. At some point you have to pick up the phone and get it over with. So, how is the introverted cold call done?
The First Call
I like to break my cold calls out into a simple yet effective plan. It can give you peace of mind and act as a roadmap throughout your call. This can help take some of the fear out of cold-calling, because you will have some structure to your approach.
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in any way
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you nee
Recently in an interview, Aaron Potts asked me about success. Immediately I thought of success as looking forward to Mondays. We are a society of "weekenders." One of the most popular catch phrases in the U.S. is "Thank God its Friday." I refer to this as the Friday-Generation syndrome. We live for the weekends and I have to wonder why? I love my Mondays. They exhilarate me! I think it really boils down to what we do for a living and how much we enjoy what we do. I remember Deepak Chopra o
Your first cold call is a daunting, if not downright horrifying task. You are about to pick up the phone and dial a complete stranger. For me, I kept wanting to know everything about this person, their company, what they looked like, how would they react, would they like me, etc before talking. It just isn’t possible to answer every question. At some point you have to pick up the phone and get it over with. So, how is the introverted cold call done?
The First Call
I like to break my cold calls out into a simple yet effective plan. It can give you peace of mind and act as a roadmap throughout your call. This can help take some of the fear out of cold-calling, because you will have some structure to your approach.
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in any way
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you ne
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? “Are you the person who…?” “What is your marketing strategy?” “Do you own or rent?” Even, “How are you today?” Are you annoyed and put off by these questions? Do you respond, “I already have a vendor,” “I’m not interested,” “Send a brochure” or “What are you selling?” (These days my response is to tell these callers to order Cold Calling College
The First Call
I like to break my cold calls out into a simple yet effective plan. It can give you peace of mind and act as a roadmap throughout your call. This can help take some of the fear out of cold-calling, because you will have some structure to your approach.
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in any way
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you ne
The accounting procedure, for recording information, involves two steps, namely journalizing and posting. It follows that every business must maintain a journal (books of original or prime entry) and a ledger (principal book). Thus the system of book-keeping originally envisages that all the transactions must be recorded first in the book of original record, i.e., journal and then each transaction so recorded in the journal should be posted in the principal book, i.e., ledger. Subsequently
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in any way
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you ne
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation. There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and th
The introduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thing a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you need to talk to? Make sure you identify yourself clearly and if possible.
Next, spell out why you are calling. Keep it short and easy. Many contacts will get dozens of sales calls every day, so keep it simple but engaging. Lastly, make sure the contact isn’t in the middle of something. There is nothing worse than if you push-on without asking permission, it’s rude and unprofessional. So put all the pieces together and this is an example of what you’d get.
“This is the Introverted Salesperson calling you from Shy Guy Inc. I was actually just speaking with (insert secretaries name, other contact, etc) and they mentioned you would be the person who handles (insert role). The reason for my call today was to introduce myself as a point of contact at Shy Guy Inc. and to see if there would be a good fit between your company and ours. Do you have a few minutes to speak right now?”
Or try…
“Hi, this is the Introverted Salesperson calling you from Shy Guy Inc. The reason for my call today was to introduce myself as a (insert your role). I actually work with many other companies just like yours including (insert companies in same industry) and wanted to see if their might be a good fit with yours. Do you have a minute right now?”
Please note that this is just an example of what you can say. One of the biggest mistakes I made when I started was reading right off my script. It came off dull and people could tell I was doing it. The only response I got that day was, click!
Slowl
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