Cold Calling
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November 2011 | Cold Calling
Prospecting Without Fear
November 2011
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Vanquishing anxiety, fear & feelings of rejection.
The Cold Call
The latest Sales meeting was focused on “prospecting.”
Your Sales Manager has given you a quota of 5 new
customers this month. Your prospect list has dried up
and you need to COLD CALL. Before you panic, Mohawk
MakeReady to the rescue. We have some ideas that
should help calm your nerves and help you get back on
track.
November 2011 | Cold Calling
Aachuu!We don’t mean this type of “cold call”
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Don’t take any part of the call personally.
Change your perspective
• Remember, it is not seller against buyer
• It is not about winning a sale today
• It is not about losing a sale today
• Every client was a prospect at one point in time.
November 2011 | Cold Calling
The Golden Rule:Definitely applies in the sales process
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November 2011 | Cold Calling
Your attitude and mental focus are key.
Lay a solid foundation
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Dealing with Voicemail
Try to be creative, daring, and
memorable to increase the likelihood
of a call back. You want to make the
prospect think about what you said
(and how you said it).
November 2011 | Cold Calling
The Gatekeeper:They are allies not foes.
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Establish other contacts
If you can’t get past the ‘gate keeper,’
try approaching a company
salesperson. They love to talk, love
to network. They can help you make
the connections. Another approach
idea is to connect with the company
when they exhibit at tradeshows.
November 2011 | Cold Calling
Do your homework:It’s easier today more than ever before
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November 2011 | Cold Calling
Planning is key to the kingdom. Rise
early, always have a planner or a pad
of paper with you. We recommend
using a 2 page per day planner. This
gives you the ability to write notes on
one side and to do’s on the other.
Make a plan
• Read the local business journal
• Sunday night, leave yourself a
reminder voicemail
• Schedule Cold Call BLITZ for
an entire day (repetition helps)
• Keep track of call data
• Practice out loud
• Set your watch and clocks 5
minutes early
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Your personal brand
If you love what you do, if you are passionate about your company, it shows.
You can use simple “hidden messages” to help support yourself and your companies brand.
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Your 30-Second “Commercial”
Whether you call it a commercial or an elevator speech, you need one, short and sweet and to the point.
Write a brief paragraph - what you do and how you can help others. Practice it and commit this to memory. It should flow off your tongue easily.
November 2011 | Cold Calling
Not all prospects are worth your time or energy.
Are you chasing customers who will never
buy?
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Keep in mind..…
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Days flow into weeks, weeks into months…
Keep track to measure the results
Keep some type of Customer Relationship Management
(CRM) system for your calls, whether you are doing it by
hand in your planner or in a computerized system. If you
don’t, after a few months, you can forget who you followed
up on last.
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Track & Measure your Calls
Set measurable goals and identify daily prospecting activities. Track and evaluate your selling statistics. This will enable you to manage your expectations and attain your objectives without stress or aggravation. The numbers don’t lie.
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Go back to basics
• Self determination
• Start the day before everyone else
• End your day after your competition is asleep
• (Remember - The workday starts the night before!)
• Self inspiration
• Strive to be the best at whatever you do
• Train yourself
• Always be prepared
November 2011 | Cold Calling
Mohawk MakeReady provides practical tools
and actionable information for digital
printers like you.
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We can help…
Visit: www.MohawkMakeReady.com to browse content, request a meeting, or join the community.
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