Forums: Discussions for entrepreneurs and small business.

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Ric Willmot
Executive Wisdom Consulting Group
www.ExecutiveWisdom.com
info@executivewisdom.com
Blog: www.ricwillmot.com

Founder of the Society for Executive Wisdom
www.ExecutiveWisdomSociety.com

Strategy for Professionals: www.strategyforprofessionals.com

Interesting conversation. A script is probably the best way to go when making cold calls, but if you know you`re likely to be stiff or wooden when using it, try tricking yourself with an outline, or practice it to the point where certain words trigger the right response. It`s a matter of being prepared for almost anything when you`re on the call.

Most people -- who don`t make cold calls for a living -- are so nervous when making cold calls that they are already not at their best. Having a script sort of increases your comfort zone. But being prepared with knowledge or information about anything the prospect might ask and knowing how to respond might be even better. Just my thoughts, I haven`t done sales.

Marcia Ming

http://savvymarketingsecrets.com 

 

Chris
I hate cold calling, but a tried and tested way is to use the market survey approach. This is not misleading and is really what you are doing. Simply call and explain.

eg: For your business - "The importance of Green business survey"
Ask a few standard questions that gets the info you need. Your questions
should be about your main unique selling points. eg: "We are trying to determine
whether Green design is a key element in your company`s purchase philosophy or
is price the only factor". Then let them tell you!

That way people are not expecting the hard sell. "It does not work anyhow".
Let them know at the end of the call why and ask if they are interested in learning
more, and if so then you can arrange a sales call or try there and then to close. But
do not try and sell them at the beginning. "You are seeking their advice". remember
the saying about "everyone has an opinion" - lol
Conor

• Did you ever buy a ticket to that Boy Scout Pancake Breakfast that you never intended on attending?
• Did you ever buy girl scout cookies, even though you`re watching you weight (that would be me)?
• Did you ever buy a few extra options on that last car you bought because the dealer made `em sound pretty cool -- even though you really didn`t need them?

It`s my opinion that a good salesperson can sell anyone something they don`t necessarily need or want ... if the salesperson strikes the right nerve.  The trick is know which nerve to strike.  That`s why I completely agree with your point about having a conversation with a prospect, asking questions & listening to what their needs are.  It helps you get to the nerve & go for the kill.  Sorry to sound so barbaric.  I`ve had too much coffee. 

Mary Kay 

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Terry McCahill www.CollegeHomeInvesting.com Real life lessons...real education. Email: terry@collegehomeinvesting.com Web page: www.terrymccahill.com