Cold Calling Secrets

How to Cold Call with Integrity

2011-12-08T09:25:00.000+08:00

You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.

In the old traditional training, we learned the latest techniques for making a sale. We talk to “prospects” rather than with people. And we “guide” conversations along rather than letting them unfold naturally.

The way we do this sometimes might even be called a bit manipulative. After all, we’re relating to another person while holding an ulterior motive of making a sale.

Where does honesty and integrity fit into this scenario? Well, most of us honestly believe in our product or service. But beyond that, we carry a somewhat artificial persona when we’re cold calling. We talk with people for the primary purpose of making a sale, and we’re not really interested in them or their world.

Doesn’t this make you feel uneasy at times? It does to me.

So let’s discuss some ways we’ve been trained in the traditional sales mindset that feel artificial and dehumanizing, and ways we can overcome them.

1. We intrude upon another person uninvited, with the goal of making a sale.
It’s against our nature as human beings to create uncomfortable situations. We have a natural instinct for courtesy and connection It’s usually hard for us as regular people to call uninvited, because on some level it feels discourteous. We can change that by changing our goal. What if our goal is not to make the sale, but to find out if we can help someone? This shift makes us more relaxed. And it keeps us in harmony with personal integrity.

2. We project ourselves as personable and friendly, while also holding an ulterior motive for securing a sale. There’s an inner conflict with integrity when we find ourselves using our connections with others for self-gain. So we can bring ourselves back into honesty and truthfulness by shedding ulterior motives entirely.

We do this by focusing on whether we can provide something that will benefit another person. We find out if they have a problem we may be able to solve. And if it turns out we can’t help with our product or service, we graciously accept the outcome. By being honest and not playing a role, we find ourselves really liking what we do. And when our “ulterior motives” are simply non-existent, people are more open to trusting us.

3. When we meet someone new, we immediately talk about ourselves and what we have to offer. It’s actually not normal for us to start an interaction by launching into a self-focused monologue. As regular people, this just goes against our grain. Common courtesy dictates that initial conversations be dialogues, not monologues.

In normal conversations we would feel self-absorbed if we primarily talked about ourselves and what we have to offer. Yet in the traditional cold calling situation, it’s an accepted “norm.” We’ve been trained to read a script, follow a strategy, or give a sales pitch.

This really isn’t the way we’d like to relate to people, but it’s the way we’ve been taught. We can break out of this artificial game of sorts by just being ourselves. Integrity and truthfulness means being authentic. We begin cold calling conversations with a natural focus on the other person. We find out their needs, and respond with genuine interest.

4. We “rev up” in an artificial way, hoping to carry the potential client along with us into a sales process.
When we “pump ourselves up” with enthusiasm, it feels somewhat fake. It’s not our normal way of being, and it throws us out of integrity. And we also appear artificial to potential clients. They become wary of possibly being maneuvered into a sales situation.

If we can navigate a cold calling conversation without such games, people will sense we’re trustworthy. They react warmly and unhesitatingly to a conversation that feels natural to them, and especially if it revolves around their issues rather than our agenda.

So how do we approach cold calling in the most truthful way? We stop being “salespeople” and become human. We engage in an honest dialogue rather than a monologue. We look for ways to help others, and we’re comfortable knowing that our product or service may not be an honest “fit” for them right now. And we stop playing roles, especially the “high enthusiasm” game.

This is what I mean by bringing integrity back into selling. It’s unbelievable just how rewarding both personally and professionally this can be.

Cold Calling Facts - The Truth About Cold Calling

2011-11-11T09:59:00.000+08:00

Find out the truth about cold calling and some interesting facts about the one feared action within businesses.

Watch this video

Learn the secrets to making a dynamite first impression

2011-11-06T11:00:00.000+08:00

Cold Calling for Scaredy Cats will show sales people how to build powerful techniques that will allow them to get in the door and grab the sale. Because the business environment today is very competitive, sales people need to be constantly building their skills and working at being more productive than any other sales person.

Cold Calling for Scaredy Cats will help sales people continue that growth pattern by focusing on real-life issues and providing practical techniques for dealing with them. Designed to achieve instant results, Cold Calling for Scaredy Cats incorporates a planning time so the participants leave with a specific plan to use the techniques and tools they’ve explored.

Whats the real goal of a cold call

2011-11-04T12:03:00.000+08:00

Cold Calls, ever wondered what purpose they serve within our society, what are they actually used for and how do they benefit our business?
Keith Rosen discusses the real goal and principle of cold calls and what impact they have on our society today.

Find out what the real goal is!

Basic Cold Calling Techniques

2011-11-04T10:50:00.000+08:00

Watch how a live demonstration is giving to you showing ways to tackle cold calling and to achieve a great cold call by following up on the techniques provided within the video.

Watch the live demonstration

Cold Call Script

2011-10-21T11:48:00.000+08:00

Originally appeared in The Complete Idiot's Guide to Cold Calling by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. 2004. Handholding for Cold Callers
Even seasoned salespeople are put off by cold calling. Profit Builders' Keith Rosen suggests the following template as a starting point.

Opening Statement

Hi________ (state their name)?

(Prospect: Yes.)

(Your name)___________ here from _____________(Company name). Do you have a quick minute?

Great! ________, I’m sure you are a busy and want to respect your time, so I’ll be brief. The reason for my call is this. We specialize in (working with small business owners, salespeople, managers, etc.) so that you/they can:

State Your Compelling Reason - (The End Result Of The Benefit You Offer)

Well, Mr./Mrs... Smith, depending on what you are currently doing, I don’t know whether you have a need or an interest in our services. But with your permission, I was hoping to ask you a few questions and see if there is anything we are doing that you could benefit from. Would you be comfortable spending just a few minutes with me if I stick to my timetable?

Needs Analysis:

(Remember, if there's no 'pain' or problem or a clear opportunity to improve their current situation, there's no reason for the prospect to meet with you/take the next step in your sales process.)

1.

2.

3.

4. If you could create the ideal solution for (XXX), what about your current product/service would you like to improve or change?

5. If you could magically eliminate three of your biggest problems, headaches or stresses what would they be?

6. How do these challenges affect you/your business (bottom line)?
Summarize and Confirm:

1. "For my own understanding, what you are truly saying is...

(Recap what the prospect shared with you; their problems, challenges, and objectives.)

Is that accurate/correct?

2. Would it be safe to say that if there was a way for you to:

· Restate biggest obstacle. (Example: Overcome the challenge/obstacle/problem of..)

· Restate their most important goal or objective they shared with you.

It would be worth exploring/discussing in more detail?
3. Schedule Next Step:

"Then lets get together for (state timeline. Ex: twenty minutes) to see if there’s a fit. I will answer your questions, share with you several options as well as demonstrate how our product/service will specifically address your challenges/objectives. Mr./Mrs.________, do you have your calendar handy? What day would be good for you, towards the beginning or the end of the week?

"Do mornings or afternoons work better for you?"

Once you determine the meeting time, continue with:

Fantastic. I’m looking forward to meeting with you on ____at ____.
(Confirm all decision makers.)

Thanks. Have a great day!

Cold Calling And Time Management In Sales

2011-10-18T10:02:00.000+08:00

One of the most challenging obstacles for business people is Cold Calling and Time Managment. Watch and learn in this video how Frank helps you overcome these challenges and lead you down a more successful path
Check out this video

How Balanced are Your Sales Skills?

2011-03-28T08:48:00.002+08:00

Everybody in sales wants to have great sales skills, but not everybody realizes that sales skills come in three varieties.

Psychological skills. These are what most people think of as sales skills. They include the ability to complete a successful cold call, to get an appointment, to build rapport, to give presentations, to close business and so forth.

Business skills. These are skills involve understanding your own industry and the customer’s industry. They include specific knowledge about your product offerings, competitive information, the business climate, the market, and economic influences.

Process skills. These are the sales skills that deal with the way that things get done in your company. They include the ability to use sales technology, forecast revenue, research customers, and so forth. These skills are a little different inside each company, depending upon the market and industry.

If you want to reach the very pinnacle of sales success, you’ll need to have all three skill categories balanced, honed and ready for action. Here’s how.

Working with your manager or a helpful colleague, do an objective assessment of your skill level in all three areas. Identify your strengths and weaknesses, then come up with a gradual learning plan that will fill in the gaps.

For example, if you’ve got great psychological skills but not much business acumen, take some general business courses at the local college. Similarly, if you’ve got an MBA but not much selling experience, get your company to send you to some sales training seminars to improve those skills.

Tips for Successful Cold Calling

2011-03-08T09:07:00.002+08:00

Roving reporter Bec shares what she has learned about cold-calling, offering tips and advice for you prospective cold-callers out there.

There is an old saying that success in the job-hunting world depends not on what you know but who you know. Although the statement reeks of favouritism and nepotism, it is, unfortunately, more often than not true.

So what about those of us not lucky enough to be born the son of a media mogul or the daughter of a CEO? Do we throw our hands up in despairing surrender at the futility of it all?

Recruitment specialists IPA Personnel estimate that jobs which are openly advertised (in newspapers, on the internet etc.) constitute around 15% of the overall job market. So where are the other 85% of jobs lurking, if not in theSaturday Age or at seek.com? The answer is the 'hidden job market' - a job market that is only accessible by networking and cold calling.

Even if you're not a million-dollar heiress, chances are that there is still someone in your social circle who knows of possible job openings in their workplace. They might be parents, relatives, friends or acquaintances. A lot of jobs are only advertised internally, so it pays to know someone on the inside. If you still find yourself in the sorry position of having limited industry contacts, you can always create some for yourself. Let me introduce you to the art of the 'cold call'.

Make Cold Calling Fun!

2011-02-28T09:52:00.001+08:00

I can’t think of many people who actually like cold calling. For most it’s like anticipating a trip to the dentist. But if you’re going to run a business it’s critical that you learn the skill if you want to succeed. Even if you are thinking about hiring other people to sell for you, you need to know how to sell yourself. I promise that nobody can sell your product or service like you can. Selling is one of the most important skills anyone can learn.

You will need to be prepared to make a cold calling campaign successful. Start with a script and rehearse it several times. You don’t want to sound like a telemarketing robot, just get yourself familiar with the script so you really know what you’re talking about. Then you will feel comfortable about going off script.

Warm up by making your first call of the day to a trusted friend. This should be someone that will put you in a good mood. It helps to be motivated and in the right frame of mind before you start calling people out of the blue. Tell yourself that what you have to sell is valuable and the buyer will be lucky to have it. Selling is about solving the other person’s problem. Before you can convince the buyer, you need to convince yourself that what you have is worthy of their time.

Make some warm calls first. These are to people that you have a connection with. Maybe they came from a referral or you met the person at an event. These calls with be slightly easier and you’ll have a better chance of the conversation going well. Every call that goes well will get you more excited about making the next one. It’s important to keep your confidence high when you are cold calling and selling.

The gatekeeper is probably going to be the first person you will talk to. The secretary or receptionist might be the first gatekeeper you encounter. You can expect to be screened by the gatekeepers. Be prepared for it. Make a friend of them and make it easy for them. Get this person on your side. It’s likely that you will be talking to these same people again at some point in the future and they will be able to help you. Ask questions of the gatekeepers and make them a friend. You want to make sure you are contacting the right person and this is the time to find that out.

Avoid Mistakes to make your Cold Calling Successful

2011-02-23T07:49:00.001+08:00

Cold calling has become an inseparable part of all the business companies. But the fact is, it can be a daunting task for the people who actually do it. Personally you might hate telemarketing but at the end of the day, you need to boost up your sales. Doing cold calling or telemarketing has it’s advantages but if it is not done in an appropriate way,

you are likely to create a negative image of your company. So you need to be very careful while repressing your company through clod calling. When you are putting so much effort on cold calling, you do not want it all to go in vain for a few mistakes.

No matter how good a telemarketer you are, you need to have a good script. Because, when you are on calls, you do not have the time to think and response to customer’s questions. You need to be sharp and to do that keep a well prepared script in front of you, in case you come across question that you are not prepared for. Keep the script as a guide for emergency. Because in most cases, you end up saying something that you did not want to say, and in many cases it might cost you a sale.

Remember one thing and that is you are the one who is calling and was never asked to call by the customers. So there is no way you can behave rude with the customers. When you are calling a customer, you never know in what sort of mind frame they are in. always be prepared for a rude customer. But never react the same way to them. If they curse you, just apologize and hang up without creating any trouble. Always talk with a smile in your face and be friendly.

Read More

7 tips for turning cold calls into hot leads

2011-02-18T07:58:00.001+08:00

Ringing up total strangers to chat about your business and persuade them to set up a meeting has got to rank first on the list of "Top 10 Things New Business Owners Find Terrifying."

Cold calling is very hard to do. Simply picking up the phone takes courage. But turning cold calls into actual sales calls — that takes confidence and thick skin as well as skill.

Prospects may react with hostility or courtesy, but that won't change the odds. You face a

firestorm of rejection for every spark of interest you ignite. Even seasoned salespeople shudder at the thought of cold calling. Plus, with many marketers reluctant to take risks these days, the challenges of cold calling are even greater, especially for startup entrepreneurs.

Start your selling

But, if you can't take rejection, you shouldn't get into business. As an infant enterprise with scant resources, low profile and few (if any) client testimonials, you must practice what New York sales trainer Stephan Schiffman calls "interruptive marketing" to get out your message and find customers.

"The economy has everyone at a four-way stop sign. No one is moving," says Schiffman, author of the best-selling Cold Calling Techniques (That Really Work!). "So your No. 1 competition right now is the status quo. Forget ROI [return on investment] or cost or color or anything else. Every buyer will ask: 'Does buying this product make sense for me?' You've got to give him that reason."

Cold Calling 101

2011-02-08T07:53:00.002+08:00

Some salespeople consider cold calling a waste of time. It can be -- if you don't use the right approach. The best cold calls can yield long-term customers. But how can you make sure they're successful?

Prepare

A crucial step before making cold calls is setting clear goals. Your main objectives are to make a good first impression and to secure an appointment. Use the following tips to help you further focus before making your calls:

Consider what percentage of your revenue you expect cold calling to produce. If you have a realistic estimate in mind, say 25 percent, then you have a clear goal. Having this goal will help keep you motivated, even when you make a few dead-end calls.

Target your prospect. Work hard to ensure all the people on your call list are potentially interested in your product or service. Avoid making an unwanted phone call, and you will be less likely to waste your time.

Implement a schedule for making calls, but remain flexible. Remember that you are initiating a relationship with a potential customer. While it is important to be productive with your time, it is equally important for your potential customers to feel your calls are productive for them.

Be Innovative

Offer your prospects what others within your field may be neglecting. These examples can further inspire you:

Develop a survey to find out what your prospects want and need. In addition to helping you hone your selling technique and product, a survey can help break the ice on a cold call.

Write your prospects a letter before making the call. Introduce yourself and outline your services or products. This way, when you call, you can be following up on the information in the letter.

5 Reasons Why Sales Scripts lead to Rejection

2011-01-05T07:22:00.002+08:00

Everyone wants a transaction to flow well. Everybody understands that corporations are trying to help when they gives sales scripts. However, people have one issue, that is - Sales Scripts Don't work!

A sales script creates a sense of discomfort for both the caller and receiver. Nobody wants to be treated simply as one of those "sale". When business people attempt to sell over the phone, they struggle to deliver a script that best closes the sale and also connects to the customer's individual situation.

Certainly, the company script highly effective. This can even close deals over the phone every so often but at what cost? The sales script can serve as a support and foundation especially to the newbie's on the company or to the whole market itself. Unluckily, it can also be the root of ruining the entire deal with a prospect.

WHY THEY DO NOT WORK:

Sales scripts have poor effects due to many reasons. Seriously consider the following details for a moment:

Sales Scripts Create Rejection because:

1. Sales Scripts Turn People into Objects- When speaking on the telephone, a customer can instantly sense if they are being delivered a scripted lot of words and jargon that presupposes an outcome. When prospects sense this they know they are being sold on something it breaks that intimate connection that is required to create trust with another person.

Why Your Cold Calling Techniques Aren't Working

2010-12-17T13:31:00.000+08:00

Your biggest cold calling mistake!!! And how you can start to develop a cold calling mindset that makes your prospects WANT to know more about you.

If you're in sales then you know how much it sucks to do cold calling And you probably (hopefully you're not too much of a loser not to) appreciate how much people hate answering the phone when you call!

Problem is that too many people in sales are using crap cold calling techniques and following scripts that induce hang-ups in record breaking speed. As someone who has done a bit of cold calling in his time and was very successful at it despite the fact that I knew the people I was calling hated it - I'm qualified to help you understand the biggest mistake that you MUST MUST MUST avoid to have any hope of success with cold calling and any hope of not absolutely pissing off the people you are calling in the process.

The thing about cold calling is that it doesn't have to be a painful experience for you of for the person you're calling. Think abut it. People love being the center of attention and to get a call out of the blue unless they are total hermits. We like it when friends and family call. But then we find out you're just a salesperson or doing some survey. Problem is if you're gettting that sort of reaction then you're doing it wrong. More...

Cold Calling Tips - 3 Easy Steps To Conquer That Fear

2010-12-17T09:21:00.000+08:00

Cold calling can be the ultimate hurdle for you if you have a fear of even talking to people. Yet it can make or break you in your business when it demands your attention to generate income this way.

Your ability to connect with your prospects, bring them in to trust you and then buy from you really starts with a phone call. You could definitely conquer this fear with the 3 steps below. Make sure you put it to action.

Step 1: Decide if you prefer to have it automated or manual

This is your first task. Now don't get me wrong all that stuff about setting goals and knowing your end result it important. However, technically you still need to address the fact if you could setup a follow up system which is manual of automatic.

Personally, I prefer having my system automated. You could start by applying for a 1-800 line or an automated answering machine for this purpose to capture the prospects details. Some do it via email along but we will touch on that later.

Step 2: Generate some prospects

The traditional way is to have you list down your set of prospects. Remember that we have set up an automated answering system. So you only need to do a research on where is your market and what are their interests.

Let's just say that you're doing an "indirect cold calling" method. Setup an advertisement either online or offline with an email or the contact number of your business. You're almost done.

Step 3: Start taking action

You can certainly make it happen now with a click of a mouse or a button. Let's say your prospects start pouring in their details to your automated system and you got all these numbers in your hand.

Here's a secret no one have probably told you. There are services online which you can outsource the cold calling sequence to others. Yes there will be a fee but it will be not expensive because you will probably generate a good return by hiring professionals. Just hand them the script.

Your Next Step

That's right about all you need to do! Voila. You have built yourself an automated system of conquering that fear without even the need to do the cold calling yourself. As you move along in this process, be sure you track your results to see which process you need to fine tune. Keep improving and in no time you will be the expert in cold calling "without cold calling".

Is Your Cold Calling Script Effective?

2010-12-17T07:34:00.001+08:00

Here’s a quick way to test whether any cold-calling script will actually convert sales leads into sales prospects.

Call up your cold-calling script on your screen. Call up a clock application (or just use your wristwatch.) Read the script aloud as you would say it over the phone, while keeping half an eye on the clock.

Then ask yourself the following five questions:

Question #1: Does it, within the first 5 seconds, politely identify you and your firm?

Question #2: Does it, within the first 10 seconds, establish respect for the prospect’s time? (E.g. “Did I catch you at a bad time?”)

Question #3: Does it, within the first 20 seconds, give the prospect a compelling reason to speak with you?

Question #4: Does that compelling reason consist of a quantifiable customer-oriented benefit?

Question #5: Does it, within the first 30 seconds, obtain permission to continue the conversation?

Sales Cold Calling Psychology - Simple Tips and Techniques

2010-12-07T07:42:00.002+08:00

Sales Cold Calling Tips & Techniques

Sales cold calling is an essential part of any kind of sales work. If you're successful at it, you will succeed in sales. If you have a hard time with this, that will put your sales career at risk. And if you're having a hard time, you'll not enjoy your job.

There are many great techniques and tips out there. But they assume a lot of things. For example, they assume that you enjoy cold calling or at the very least that you don't hate it.

Most people, especially when they are starting out in their sales career, dislike this aspect of their jobs. If you're able to conquer that hatred and dislike, you'll be able to utilize all the methods, techniques and tips out there in effectively prospecting and achieving sales.

In this game before you have sales cold calling scripts, a set of sales leads, the product and even the general pitch, you have to overcome the psychological barriers. If you can do that, the world is yours.

Cold calling is a mind game, not just your prospect's mind - yours.

How to Overcome Fear in Cold Calling

Is Cold Calling Dead?

What's the Real Goal of a Cold Call?

Handling Rejection

Be Ready to be Rejected

The first thing you can do to handle rejection in a healthy manner is to expect a certain amount of rejection. It's that simple. If you know statistically that you will be rejected a certain number of times, you'll go into each call expecting rejection.

Does that mean you should give up or have an attitude of defeat on every cold call? Absolutely not! But if you have an unrealistic expectation that every cold call will result in a sale, you will be extremely disappointed and disheartened, and your morale will plummet.

VISIT OUR WEBSITE

Cold Call Tactics That Increase Sales

2010-12-07T07:36:00.002+08:00

As social media and web applications have become the hottest networking tools in business, too many sales managers are burying the cold call as an obsolete business practice. If you fall in this category I've got news for you: the cold call is not only alive, it's kicking. And it should be utilized by every B2B sales force.

I see far too many sales teams focus all their attention toward hosting fancy webinars or creating snazzy web-based marketing channels. Still, cold calling remains the most effective way to set up appointments with the right decision makers at your target accounts. A Fortune 50 wireless telecom company hired our firm to train their sales force in the ways of cold calls, and saw a 10% jump in revenue after implementing the tips below. Other clients have seen similar leaps in meetings or demos scheduled, from 20-100%.

So how can you convert phone tactics into actual results? Here are four cold calling tips that will make the sale:

1. Get the direct line of the person that you are cold calling. This doubles the probability of the person answering the phone.

2. Separate your cold calling into two activities: prospecting to find the right person, and call blitzing to get that person on the phone. I recommend prospecting during normal business hours (starting around 10-11:30 am) when administrative assistants are in the office and call blitzing during "call windows," before 8:30 am and after 5:30 pm when admins are gone. Some other great times to call are five minutes before the top of the hour, catching the executives before their next conference call meetings, and holidays like President's Day, when executives are likely to be in the office and other business may be slow.

VISIT OUR WEBSITE

Your First Cold Call

2010-12-07T07:33:00.000+08:00

Several years ago I started my software company on a shoestring budget. It was quite possibly the worst time to start a business, as the dot-com bubble had burst and the stock market had already tanked. We'd spent 6 months building our first product, but had no customers and didn’t know how to sell or market software. We were out in the ocean trying to learn how to swim while already neck-deep in the water!

After playing the search engine optimization game, trying online advertising, and working local connections and organizations, we were at a standstill. We had a great product with a strong team but no customers. Why wouldn’t people buy from us? Why weren’t the sales rolling in? What could we do? The answer was cold calling.

Not Just Sales!

Cold calling was invaluable to us because it got us a foot in the door of a range of different companies, and allowed us to conduct powerful market research. We literally picked up the phone and called every Web designer and Internet marketing company within 50 miles. Times were slow for other companies as well, so people were readily available to talk with us. We set up as many face-to-face meetings as possible, and used these opportunities simply to meet with other Web design firms and talk about their businesses.

Several of my staff had been web consultants before and we each had different knowledge about the industry. Sitting down and talking with other Web professionals provided a much-needed understanding of how they operated their businesses, including what their plans were, and what areas they needed help to develop.

Through cold calling we learned that a lot of Web designers wanted to focus on their core competency as graphic artists and information architects, not spend their time wrangling with different scripting languages and databases. This knowledge was the answer to our marketing problems. We decided to hone our cold calling efforts to companies that focused on design first, and specialized programming second. Once we took the time to understand our target market, we could make more efficient use of our time, and gradually make the sales that built our business into a success.

VISIT OUR WEBSITE

Tips and Techniques for Cold Calling

2010-11-24T13:20:00.000+08:00

In the August 2000 issue of Inc magazine, senior writerSusan Greco introduced us to Pat Cavanaugh, CEO of Cavanaugh Promotions. For Cavanaugh, a former college basketball standout, cold calling is an extreme sport. He opened 100 new accounts in the first quarter of 2000 and can make 200 calls a day when he does "nothing but get on the phone."

You'll find Cavanaugh's story, tips, and strategies in the August 2000 issue. Then when you're ready to turn cold calls into slam dunks, check out this Inc.com guide. It's a compilation of links to more great cold-calling tips and techniques, from Inc magazine and other sources. It also includes profiles of entrepreneurial sellers and reviews of books on building sales skills.

Starting Out

Do You Have Any Tips on Developing Cold-Calling Skills?

Pat Cavanaugh offers resources and these suggestions:

Warm up prospects with an inexpensive promotional item.
Ask for an appointment at a certain time, rather than "Tuesday."
Respect the other person's time.

A Little Research Goes a Long Way: Do your homework on the person you are calling before you pick up the phone. Here's a helpful tip on using a personalized approach.

What Warming Up to Cold Calls: Why it's time to rethink one of the most derided marketing tactics. Plus, a sample cold calling script.

What Advice Do You Have for a Cold Caller Who Sells Services?: Don't waste an appointment collecting information on your prospects. Make the appointment once you've got a match -- that's when you're ready to start the selling process. Our sales guru offers tips for collecting info and getting the appointment.

I Never Know How to Start a Cold Call.: A business owner shares her straight-from-the-hip technique for starting a cold call.; Read More!!!

Prospecting and Cold Callling

2010-11-23T08:27:00.000+08:00

Watch as Cold Calling guru relates his experiences to ones that we experience everyday under the influence of cold calling and watch as he shows how to endure a prospecting career through Cold Callling.
Watch it here

November Seminar

2010-10-27T09:06:00.001+08:00

back by popular demand...

"Tweet" your way through tough times!

what is all the buzz about Social Media and how can you profit by getting into Twitter, Facebook, LinkedIn and Youtube...

... this is not a regular workshop, so take advantage NOW

If you thought Social Media was just for kids - then it's time to Think Again!

If you thought that you couldn't afford to ramp up your marketing efforts in a tough economy? then it's time to Think Again!

Presidents and Prime Ministers do it. Big companies are doing it. Oprah and Ellen are doing it - even Rove is doing it. You thought it's not for you then it's time toThink Again!

Maybe your competition is already doing it... so you need to act quickly and get into the Twitter revolution... and maybe you have missed the boat? then it's time to Think Again!

It all starts with Twitter...

The missing link of social media is here. Lecture-style learning a bit too boring for you? We have that covered! We invite you to attend our Interactive Twitter & Social Media Workshop.

Fun and profitable is how we describe Twitter for Business. Enjoy networking during a hands-on workshop. Maybe even consider bringing you Netbook, iPad, iPhone, or smartphone and join in and experience beginning and advanced techniques for Twitter, Facebook, LinkedIn or YouTube. Even a novice can leave a Twitter expert. This will be your coolest networking experience ever!

After 3 short hours you will walk away with practical tips, a game plan and a room full of "followers" to get you off to a great start!

Seminar Location and Booking Details
Twitter for Business

Monday, November 8th, 2010	Brisbane	Christies Corporate
Tuesday, November 9th, 2010	Sydney	Portside Centre
Wednesday, November 10th, 2010	Melbourne	Karstens Conference Center
Thursday, November 11th, 2010	Perth	Cambridge Convention Center

2 pm to 5 pm Workbook, Tea & Coffee provided

Seminar Price $249

Click Here to Book your Place Now!

Cancellation Policy: All sales are final. Should you be unable to attend, a substitute participant is always welcome. No refunds will be given. Speakers and dates may be subject to change.

Providing this information constitutes your permission for AEC trading as The Maverick Partnership or and any associated party to contact you regarding related information via mail, e-mail, fax or phone.

You are important to us. If you are having problems booking, please let us know by eMail or phone the booking hotline in your city

Any questions?? Feel free to contact us and we'll explain the unique advantages of this particular seminar but remember places are limited!

AEC Platinum Privileges Card: Holders of the AEC Platinum Privilege Card can attend these seminars as part of their membership benefits.

Free Cold Calling and Sales Tip

2010-10-23T08:48:00.000+08:00

Cold Calling Guru gives a good tutorial tour of why you should be more of a problem solver when it comes to Cold Calling rather then a sales pitch who becomes an annoying matter.
Watch Ari's tutorial here

Getting appointments by Cold Calling and Scripts

2010-10-15T09:32:00.002+08:00

The scripts below are based on a book called "Cold Calling Techniques that Really Work" by Stephan Schiffman. To understand the scripts, you'll probably want to read the book.

Tracking data

When selling, it's important to keep track of the numbers. It is important for many reasons. Keep track of:

The number of dials you make
Messages left
People you reach
First appointments made
Number of people who give three "No's".
Messages returned
Number of new leads added to the intranet

We will also be tracking total number of sales visits and number of sales. Eventually, we'll get a handle on the value of our pipeline. Then we can work out how many calls we need to make each day to reach our goal.

Elements of a cold call

Get the person's attention -- saying their name is enough
Identify yourself and your company -- give a commercial for the company
Give the reason for your call -- the objective of the call is to get an appointment
Make a qualifying/questioning statement -- give an opportunity for the lead to respond in kind (ie. favourably)
Set the appointment

Sample scripts

It's important to follow scripts. Here are some sample cold call scripts that we are currently using. Please add new scripts below if you find them to be successful.

Eric's Version
Hello Ms. XXXXX, this is John Doe from AcmeSoft here in San Francisco. We have helped CitiView Property Management Group improve their customer service to\ the point were they are increasing their portfolio of clients at a rate of 2 properties per week for the last two months and it's not stopping. The reason t\ hat I'm calling you today specifically is so that I can drop by and tell you about our new customer relationship management strategy and how it can increase \ your portfolio of clients. I'm sure that you, like CitiView, are interested in having more properties to manage, right? (wait for positive response) That's\ great, Ms. XXXXXX, I think we should get together. How about Thursday at 2pm?