Should you ask a business prospect if they have time to speak with you? In some situations it may make sense. It shows a sign of respect for your prospect and in most situations the prospect will agree. So for example, (First name of your prospect here), this is (Insert your full name here) with (Insert your company name here), may I have a minute of your time? (Pause and if they agree then state the reason for your call).
GIVE A PROSPECT A REFERRAL OR OFFER TO INTRODUCE THEM TO SOMEONE OF STRATEGIC IMPORTANCE (i.e. introduce a realtor to a contractor). Many times if you make the effort to help a prospect it will set you apart from the competition and give you a competitive edge. Once a referral is made then plant a few ideas with your sales prospect (i.e. suggest a better way to save money). Try following up with a personalized letter and call them back to set an appointment so that you can review their current and future needs.
GIVE YOUR PROSPECT A BULLET POINT LIST OF IDEAS THROUGH EMAIL. When contacting a prospect through email have you ever thought about providing a list of ideas to your prospect that may or may not be of interest to them? Ok, let me paint a quick picture for you. Let's say that you sell office supplies and your office is located just down the street from a large manufacturing plant. After doing some research online you find the name of the business owner (always remember that anyone other than the business owner is a complete waste of your time) and begin to prepare an email to introduce yourself.Click here to view a sample email that you could send to a prospect that clearly illustrates this unique and creative idea!
YOUR PROSPECT WILL GIVE YOU SEVEN SECONDS TO MAKE AN IMPACT. That's all you've got and you need to be different because the same old same old will not work anymore. You need to be a risk-taker on that initial call. And of course, focusing on benefits and selling solutions is the name of the game, but to do so you will first need your prospect's attention. You need to make an impression. You need to be memorable. While it's important what you say on your opening call always try to spotlight how you say it. That means how you say something is just as important if not more important than what you say. And as result, this means try focusing also on your enthusiasm, positive attitude and confidence upon your first contact with your prospect.Positive energy always bring more positive results into your life.
Go to your prospect's website and try to find something that you can use to open your telephone call. Maybe they just won an award? Maybe your prospect is introducing a new product and/or service? Maybe there is a management bio section on their website and both you and the business owner have something in common? Find common ground and incorporate this into your sales opener.
If you're calling up and asking the receptionist who is in charge (Insert a title here) then congratulations because you have no idea what you're doing! If you want to sound like a salesperson then this is a great start. Always have a contact name prior to your telephone call. Learn how to find the names of business owners in just ten seconds!
Read this article to learn more about the importance of PAUSING and how it can help to create an aura of consultative selling.
Target prospects within a one to three mile radius of your office and use their "proximity" as a reference point for opening up the telephone call. Use words and phrases such as "We're just down the street from you" or "We're neighbors of yours." Such referencing helps to open up additional dialogue with your prospect so that you can uncover needs and sell solutions.
Are you making more than 25 sales calls a day? Your sales manager is nuts. Create more intereston your sales calls by doing more research prior to picking up the telephone!
Try promoting your product and/or service as a customized package: For example, if you aresellingadvertising you could say, "I was wondering if you might be interested in hearing more about our High Impact Direct Response Advertising Program that is targeted to (Insert the name of your prospect's industry here)?"
Open your sales call withsomething differentor unique. If you sound like you're reading from a script then you will get no where!
Always make sure that you open each sales call with excitement in your voice, a positive attitude and a smile.Positive attitudes are contagiousand it's a lot harder to get rejected if you approach the call with such a mindset.
Study your competition to see how they are selling their product and/or service. Call their sales department from your cell phone, visit their website and subscribe to theirFREE Newsletter. Knowing what your competition is doing will give you new ideas as to how you may want to open each call. You can even get ideas for sales openers from advertisements that you see of them in online and offline mediums.
Try opening your calls with sales questionsthat inspire interest such as, "(First name of prospect), I was just wondering if you might be open to a few new ideason how we can help you to take market share from your competition?"
Compile a list of sales openers and after a successful call put a check mark next to those openers that are working well for you. Your success in this area will be dependent on how much you're testing what is working and what is not!
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 75 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: