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Casual Articles - Warm-Up Your Chilliest Cold Calls With The Congratulations Approach
Creating the right team is imperative to your success. A team is comprised of people who can bring necessary skill sets to the venture. A team is different from partners. Partners are financially and legally tied to the venture while team members are b
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed t
You wake up one morning with a stabbing pain in your back. It’s in the lower part and hard to reach. You decide to take some aspirin or Tylenol. It seems to help and you forget about it. A week later you’re in the hospital in traction.
That's why I love what I call THE CONGRATULATIONS APPROACH. It can instantly heat-up the chilliest cold calls.
Whenever I read a newspaper or a business or trade publication, I keep my eyes peeled for names of “comers,” heads of small to middle sized firms that are making a splash in their respective ponds, large or small.
For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about equipment leasing.”
“Oh, right, that one. I haven’t seen it yet.”
And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed to
Business negotiation is not easy and we have all been in serious negotiations doing business deals. It is very important to find out what the other person wants so you can help them win without expending too much time or money. Likewise you must ensu
For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about equipment leasing.”
“Oh, right, that one. I haven’t seen it yet.”
And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed t
Have you ever had a business idea and then thought, "nah, that will never work." Then a few weeks, months or years later you see someone launch a similar idea and make a bundle?It's happened to all of us at one time or another. The problem isn
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about equipment leasing.”
“Oh, right, that one. I haven’t seen it yet.”
And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed t
If you read my last couple of articles, you'll know that I have said there is an overwhelming saturation of products in the marketplace and the consumer is bombarded with advertising messages - so much so that they now tune out. I said that if you want
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about equipment leasing.”
“Oh, right, that one. I haven’t seen it yet.”
And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed t
We live in a world of constant change, and even though the vast majority of these changes are for the better, change is still something that many people – and therefore many organisations – can find extremely difficult to deal with. Why is this, and wh
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed to engaging in a more detailed conversation in a day or two about my consulting programs.
I think there are at least a few lessons from this type of cold-calling:
(1) When people become “public figures” they tend to appreciate that they’re going to elicit attention;
(2) When you can genuinely compliment someone on an achievement of THEIRS they’ll tend to be all ears, and
(3) They’ll respect your approach to them, and generally be much more patient in hearing your initial pitch.
So, cold-calling can be warmed-up considerably, if you’re willing to manufacture your own hot prospects through a little research.
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