Tagged With "call"
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Re: Why I Still Cold Call in Person!
as usual you are preparing for success and that's just one of the many reasons you are a successful professional
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Re: Why I Still Cold Call in Person!
great stuff. have you any tips on hpw to actually approach new clients?
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Re: Why I Still Cold Call in Person!
I ALWAYS cold call in person. No one wants to speak to a disembodied voice on the phone. Sometimes I walk in and find someone I used to work with in the office. SCORE! You just have to get out of the office if you want to make something happen.
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Re: Why I Still Cold Call in Person!
Originally Posted by Salvatore: great stuff. have you any tips on hpw to actually approach new clients? I do, I will try to post some content over the weekend and give you a few links on this site
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Re: Why I Still Cold Call in Person!
Not so much. It’s such a weird deal, like trying to sell cars door to door. I usually say something like: ‘I was in the building seeing…whoever, and thought I would stop by and introduce myself and the company that I represent. Then I leave them with a flyer that shows a couple of different machines and monthly costs. I never got any training so would appreciate any suggestions that you have, Art.
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Re: Why I Still Cold Call in Person!
When I cold call in person, I'm after a few things. Usually I do not bring a brochure unless I already know who the DM is. Here's what I want when I get in: The name of the DM for Office Technology The name of the gatekeeper When the DM maybe available or best time to call Does the DM have an assistant that will schedule appointments, if so what is the name of the assistant I also want to get a good look around, make mental notes of any hardware that I see. My old boss used to ask to use the...
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Re: Why I Still Cold Call in Person!
OH, I’m Miss Eagle Eye when I go anywhere!! The other local dealer lost his partnership with Ricoh (he was selling Kyoceras instead) so I am always looking for his customers to touch base with too. Sounds like you are in a much larger market than I am. Rarely, do I find even an in-house IT person much less someone who is in charge of Office technology. All the larger companies here are branch offices and decisions are not made locally. My FIRST question is always are you a local company?
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Re: Why I Still Cold Call in Person!
I too am in non metro area and there is a lot of oil and gas here that are not headquartered here so I understand why you ask if they are a local company. However, you are making a huge mistake if you assume that just because they are not local, that they have no control or influence over the equipment they get. There are a whole host of companies that don't wish to get involved with the purchasing decisions of their outlying branches, especially if they only have a handful. You still need...
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Re: Why I Still Cold Call in Person!
Oh, I do.. . That’s funny you say, ‘Does the copier just show up?’ Because I hear that a lot and that’s exactly what happens. My questions are a little more involved but I didn’t want to type all of that out. Even the little oilfield services places have HQ’s somewhere else and they go directly to the Ricoh Corp. I don’t say, ‘Is the decision-maker here’, exactly, but I do get to that answer. FedEx, Wells Fargo, Conoco-Phillips, to name a few of our Nationals, don’t even know they are...
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Re: 5 Reasons Why Cold Calling is NOT Dead
Art, great article. I was listening to a podcast the other day and they were alluding to the fact that cold calling is dead and social media marketing has replaced it. While I believe both are necessary, there still doesn't seem to be any substitute for face to face contact. You get so much more information! As Frank Betcher puts it in his book "How I Raised Myself From Failure To Success In Selling", if you "act" enthusiastic you will become enthusiastic.
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Re: 5 Reasons Why Cold Calling is NOT Dead
JS: Thanx for the comment. Yup social media is here to stay, but, it can be so impersonal. Too me, social media marketing is akin to radio, in order for it to have a lasting and dramatic effect. You have to develop a strategy and do it over and over for a long period of time.
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Re: 5 Reasons Why Cold Calling is NOT Dead
I always enjoy reading short reminders regarding this and always share with our sales team. The key for me is that I enjoy talking to and engaging with new folks. When I stop thinking of selling or "trying to out-talk" someone and focus on how our services can help them improve their business, the exchange is fun!
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Re: 5 Reasons Why Cold Calling is NOT Dead
This is a good point. The problem with most people cold calling is that they get that "defeatist" attitude when someone is rude to them. Kill them with kindness I say! I always put it like this, if I see a place that I don't know about...I think, well...if I don't go, I don't know! For every 5 people that are rude, there are 10 that are pleasant and willing to talk to you for a few minutes. Keep Up The Grind!
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Re: 5 Reasons Why Cold Calling is NOT Dead
Nice post. Truly, "Attitude is everything". Whenever I get a bit gun-shy about making cold calls (which is more often than not, I confess) and the seeming 'wasted' effort it can feel like, I remember some sage advice my wife (a.k.a Head Cheerleader) gave me one time, which helps: "Honey, remember, you're just looking for the live ones."
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Re: Fourty Eight Hundred Phone Calls a Year Can Equal a Lot of Dough!
Great advice! Thank you!
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How to Cold Call
At HubSpot, we’ve spent the last nine years demonstrating the power of inbound to improve lead generation and customer acquisition. But the grim reality is that many salespeople don’t have enough inbound leads to fill their pipeline and hit their numbers. Cold calling -- working your way through a purchased list or even the phone book -- seems like the easiest way to compensate. So how do you cold call effectively? Step one: You don’t. Cold calling is hard, has an extremely low connect rate,...
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A Few Reasons Why We Still Need to be a Closers "Part II"
Years ago, many of us old timers carried testimonial letters from current customers. Most of the time these testimonials were used when we encountered an objection. For example, the prospect may state, "How soon can I expect to see a service engineer?". What's the standard response every rep states? "Mr. or Mrs. prospect we'll be in there in less than four hours". Maybe we change to, "Mr. or Mrs. Prospect if we can deliver on-site service in four...
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Ten plus Tips for Cold Calling in the Field
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG ...
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Cold Calling today
Rainy day here in NJ, was going to have a full day of knocking on doors, however only got two in. Thus, today was the first day that I looked to connect with someone that I cold called with LinkedIn. Sent an inmail, waiting to see if I get...
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Fourty Eight Hundred Phone Calls a Year Can Equal a Lot of Dough!
Make the calls and the prospects will be there. Whether your sending inmails through LinkedIn, sending emails, calling on the phone, or just knocking on doors, if you do the work, the prospects pool will only grow larger. ...
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Our Top 5 Forum Threads About Cold Calling for Copiers
I picked up a connection on LinkedIn last week where the person was asking for advise about cold calling for copiers. Gesh, I thought this is right up my alley! I contacted that person and had them put the thread here on the forums section...
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Letter to Mr. Jones about Sales Reps
Dear Mr. Jones: I hope this letter finds you well. I was doing some research on commercial real estate companies and I happened across your web site. I do business with two of the largest commercial real estate companies in Monmouth...
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A Funny Thing Happened while Phone Cold Calling Today
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out. So, what do you do? Simple, you make more phones and or stop ins. Since, I'm back...
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Telemarketing & The Person with the BAD Attitude!
T here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to. In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site. In that...
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How to Get a Warm Response to Cold Calling
It’s a rather daunting prospect: you, a telephone, a potential client and a thousand possible outcomes. Cold-calling is a nerve-racking experience. Everyone has his or her own, unique, style, but a number of common elements can help you to be persuasive and successful when speaking with potential clients. 1. Attitude One of the simplest ways to increase your effectiveness at generating new opportunities on the telephone is to be yourself and smile. You need to have confidence in your...
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5 Reasons Why Cold Calling is NOT Dead
What exactly does a Cold Call mean? To me, it's the first contact with a potential prospect by either a phone call or stop in. Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
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If I Were King of My Sales Department
Since, I've had so much time in the trenches, I've seen many sales people, and sales managers come and go. I understand that many Sales Managers are some times handicapped with what they can and can't do. But, If I were King and I had...
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Why I Still Cold Call in Person!
Last month was excellent! The prior month was not so excellent, thus with the end of the quarter fast approaching I figured I would venture out on knock on some doors after my first two appointments in the AM. I had a plan for three...
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Selling Copiers & MFP's "First Contact"
A Star Trek flick from 1996 had the crew of the Enterprsie travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans. The last few days I've been busy on the phone prospecting for new...
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Cold Calling and Telemarketing Tips for Multifunctional Copiers
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010. Enjoy! How many calls will it take to get...
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31 Ways to Close More Sales (#7 of 31)
I always to try to add some type of value for one of these threads that I post for "31 Ways to Close More Sales". A few months ago I had to purchase a new cell phone, the blackberry was crapping out and so were my eyes from staring at that small...
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Why I Still Cold Call for Copiers after 33 Years
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
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Net New Business "How Do We Do It"?
What are some of the ways that you are finding and capturing new business? One of mine is just sticking to a plan (my box method) which is email, mail, phone call an not so much of stop ins. Would like to hear from others. Art
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31 Ways to Close More Sales (#17 of 31)
I tell you some of the stuff that I'm reading about selling is......stupid! I agree that selling, and prospecting has changed, but when presented with the opportunity to sign the order...., well we need to get the order signed or not get paid....
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31 Ways to Close More Sales (#9 of 31)
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
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A CEO's response to telemarketing
Pulled this from the web, it is an answer to a sales blog where the blogger offers up only four questions when making a cold telephone call. I thought there was some valuable insight from the CEO. Jonathan12/15/2013 2:41:00 PMSo....Aaron...
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7 Ways to Permanently Ruin Your Prospect's Opinion of You on the First Call
You know that one person that you detest, but everyone else loves? For me, that was Alex. Something about him drove me up a wall -- yet whenever I asked my friends how they felt about him, they couldn’t compliment him enough. It took me a long time to figure out the cause of my distaste. One time, Alex mentioned “the day Maya introduced us,” and I suddenly remembered I’d gotten a bad first impression of him. He’d seemed standoffish and arrogant. read the rest here
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57 Days of Selling "Day 37"
"When the going gets tough, the tough get going" It's an awesome quote right? Time to dig in and get things done. After stopping for a coffee and a bite to eat this AM, I arrived at the office by 6:45AM and I was working before the clock struck 7. Over the years, I've found that Decembers have been some of my best and worst months of the year. There's no rhyme or reason, you can work your tail off and still end up with a stinker, or everything you touch turns into an order. Me, I hoping on...
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The #1 Mistake We Make When Writing Follow-Up Emails
The #1 Mistake We Make When Writing Follow-Up Emails By Bryan Kreuzberger, May 3, 2017 8:30:00 AM Have you ever walked out of a sales meeting wishing it were always that easy? I’m talking about the kind of call where you're high-fiving after. The client hung on every word, finished your sentences, and didn't flinch at the price .
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15 Hilarious and All-Too-Accurate Sales Memes
The greatest antidote to pain? Humor. That must be why nearly every salesperson I know loves sales memes. And there's plenty of material, because selling is a crazy profession. Check out the top 15 funniest sales memes. 1) When my prospect tells me they're checking out my competitors Source: Cold Call Me Maybe 2) When it's been a long month quarter Source: Sales Humor 3) Sweet, sweet victory Source: The Daily Sales 4) Guess not Source: ThinkAdvisor 5) They finally answered See the rest here
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3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Sales suffers' may have no problem communicating face to face, but have difficulty doing so over the telephone. Here we come, walkin' Down the street We get the funniest looks from Ev'ry one we meet Hey, hey, we're the Monkees And people say we monkey around But we're too busy singing To put...
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10 Skills Every Sales Development Rep Needs to Master in 2020
From where I stand — as the manager of an inside sales team — one thing about sales development has become increasingly clear. The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? It no longer works well. Before we discuss how to develop critical skills for SDRs, let’s review how the SDR position differs from other sales roles. What does a sales development representative do? Many sales...
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The Most Effective Voicemail Script Ever (Plus Tips for Using It)
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible...
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The 10 Sales Call Commandments
by Adam Honig (reading time: 3 minutes) Learning how to make sales calls like a pro takes patience, persistence, and practice. Even the most seasoned sales professionals can still struggle from time to time on the phone. If you want to succeed in sales, not only should you use Spiro, an AI-powered CRM to help you know who to call, but you also need to know what to do and say once you get them on the line. Here are the 10 Sales Call Commandments you must obey: 1. Know Who You Are Calling If...
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It's 5PM Do You Know Where Your Best Sales People Are?
I'm with you, in recent years it's been tougher and tougher to get through to DM's (decision makers) to schedule that first appointment. In some cases it's taken me a hundred plus calls and many years of trying to get the DM on the phone. The good thing about the 100 plus calls is that by the time I do get the DM on the phone they definitely know what I'm calling about. Gatekeepers are better than ever, and the thought of potential phone scams keep them vigilant in their quest to not let you...
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Prosecting Hacks "Part One"
In between appointments today I had made a short list of three net new suspects that I wanted to cold call. All three of those cold calls turned up a fat ZERO. I'm okay with that because I'll be following up in the near future with phone call and email. Sooner or later I'll get an appointment but hoping it doesn't take 10 or more years like some of the ones I've had. At my age 10 years is not going to cut it. In Between Drives About mid-day I pulled into a park so that I could check my...
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Re: It's 5PM Do You Know Where Your Best Sales People Are?
That is so true. I think back at all the DM’s I’ve met in their office after 5. One I can think of in particular was a church who was a Toshiba direct customer. I was leaving a chamber event (about an hour from home) and saw lights on. I stopped in and the office manager happened to be there. We talked for a few minutes and hit it off. She asked me why I was still out prospecting in the evening etc. They still had about a year left on their lease and as we got closer to term and I had...