Why You Hate Cold Calling But Shouldn’t
Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong. Read more…
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Categories: Cold Calling Tips Tags: cold call, cold calling, decision maker, sales reps, salespeople
Top 5 Reasons Why Your “Cold Calling” May Suck!
So let me guess . . . you’re here because of two things. 1)You was lured by the catchy title? And 2) Your “cold calling” efforts are driving you insane trying to get more prospects?
Either way, you are about to learn why most people absolutely suck at “cold calling” . . . Read more…
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Categories: Cold Calling Tips Tags: cold calling, gatekeepers, prospects, salespeople
Cold Calling Tips – How to Write Effective Phone Scripts
Most inside sales reps I speak with tell me that they don’t use a script, and when I take a look at the one their company has given them, I can understand why – most of them are terrible!
The problem with not using a script, however, is that you are forced to ad-lib it and that often ends up sounding as bad or worse. So what is the solution? Read more…
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Categories: Cold Calling Tips Tags: cold calling scripts, cold calling tips, prospects, sales reps, scripts, telemarketing scripts
How To Supercharge Your Marketing Efforts With Follow-Up Telemarketing
If you are not coordinating your marketing effort into a focused campaign, you are wasting time and money. Let me give you an example of a very effective method of getting new business using door-to-door canvassing, telemarketing and the internet. This triple punch will not only impress your prospects and leads, but it will also make your marketing more effective.
Many business owners or salespeople use door-to-door contact in a business setting to get contacts/appointments and sales. Usually, on a small portion of decision makers are available at the business to speak with you, at that point most salespeople simply leave a card and flyer or brochure and go on to the next prospect. While a small portion of those decision makers may call you, why not try this.
If the decision maker is not available during your canvassing, instead of just leaving your information and going to the next prospect, get the card of the person you are looking to meet. Ask “does that person have a card I could get”, most of the time they will have a card with a wealth of information we can use to our advantage. Also, write the name of the person you talked to on the card, and find out the best time to reach that person. More on this later. Normally, in today’s economy, most companies have a web site, email contact with phone and sometimes a cell phone number on the card.
Next, after you leave YOUR information at the business, put these business cards in a safe place for later use. Now, after a day’s worth of door-to-door canvassing, you will have a bunch of cards. Enter the contact information into your contact list (ie. outlook, act or other contact management software). These are simply prospects so keep them in a separate file. Now, send an email to everyone you stopped to visit. Send the email and reference the fact you talked to the receptionist or office manager you wrote on the card. Mention a few key benefits of your company and the fact you’d like to set up a time to meet the person. Also include the fact you will call them in the next few days if you don’t hear back from them.
Now, you MIGHT get a return email. This is a big maybe. Most will not even give you a courtesy reply. That’s okay. That is just how it goes. You will now need to call the business and the decision maker, and since you now know the best time to reach that person, just give them a call with a follow-up call. Simply say, “I just wanted to see if you got the information I dropped off, and if you might have a few minutes to meet at (given time)”
The information you dropped off will help you tremendously with credibility since you have something to talk to them about, and if they got your email, that will reinforce the fact you are not just someone doing quick canvassing.
Repeat this process and you will supercharge your marketing without any added expense and you will get a very high ROI.
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Timm O’Day has used telemarketing successfully for over 10 years in a variety of businesses including insurance and financial services, the mortgage industry, charitable fund raising, service businesses, telecommunications, business products and services and home based businesses. He believes that it is a great method to compliment any marketing campaign. Timm is offering a free telemarketing or follow-up script for all readers of this article. |
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What do you need to know about follow-up?
Following-up with connections, marketing campaigns, networking, or phone calls is more a matter of discipline and time management, Ninety-nine out of one hundred people I know really do not know how to follow-up. Most of the lack is due to not knowing what to say or thinking they are begging for the business. In reality, you go to events and do marketing campaigns to get business and you need to follow-up. Read more…
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Categories: General Business Tags: marketing campaign, marketing campaigns, networking, phone calls, time management
Sales 101: Asking for the Order
“Ask, and you shall receive”, a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. Read more…
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Phone Tips To Get Things Done – Professional Phone Skills
It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but it’s true nevertheless.
Within 60 seconds, people will make assumptions about one’s education, background, ability and personality based on their voice alone. Read more…
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Categories: Cold Calling Tips Tags: phone skills, phone tips, professional phone, telemarketing, telephone cold calling, telesales
Four Practical Telemarketing Tips For Success In 2010
As much as you might hate receiving unsolicited calls, fact is that telemarketing can be a great way to generate leads and sales for your business. Despite the fact that Do-Not-Call directories are becoming more and more prevalent, telemarketing is still a viable lead generation method in 2010. Read more…
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How to Build Rapport in 7 Seconds!
I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn’t even make one sale. Read more…
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