How in the world can you have fun cold calling while watching television? The answer is through tuning into the commercials that air during your favorite tv shows. This prospecting technique works especially well if your sales territory is local rather than national. Why watch these commercials to prospect for new business?
Because it takes BIG MONEY to make these commercials and that can only mean that the advertiser has significant capital. Think about it for a minute. It’s expensive to advertise. A script needs to be written. So either the advertiser writes the script or they hire an advertising agency to do it for them. Then there are other production costs such as location shots, wardrobe and prop needs, the hiring of actors and editing costs. What’s another reason to contact these advertisers?
It’s fun and exciting to watch your favorite tv show and most of the time we watch the commercials till our show comes back on the air. Let’s face it cold calling is not fun. While the idea of cold calling may not be fun you can however, make the process of cold calling fun. And when you make the process of cold calling fun it helps to instantly speed up your cold call success! What’s another reason to incorporate this technique into your sales and prospecting efforts?
The idea of contacting tv advertisers is a great way to warm up your cold calls. If we all agree that advertising on tv costs BIG MONEY then who doesn’t want to hear that people are watching? Your contact with the business owner illustrates that their advertising is working and that their message is being heard! What’s next and how do you get started?
First, turn on your enthusiasm and turn up that positive attitude engine. Nothing ever great in this world has been accomplished with a poor attitude. Of course, the sales process is important, however, in addition to sales skills the number one reason why you will be a top sales producer at your company is because of your positive attitude.
Next, where’s your note pad? As you watch your favorite tv show and the commercials started appearing write down local advertisers. Record the company name, summary of the commercial and any contact names that you come across. The more specific you are in your notes then the more prepared you will be on your initial telephone call with your prospect.
If the advertiser uses a clever slogan then use it in your sales opener. Does this sound uncomfortable? It’s all about your delivery. Successful selling is about taking personal risks as well. If you are not willing to take a risk then guess what? You’ve already failed. Everyone and anyone who is successful has taken risks.
After you’ve compiled your list of top businesses then try doing some research and learn a bit more about what they do and how you can help them? What’s the one benefit that you could briefly discuss on the telephone that would prompt them to meet with you in person? Prepare a few scripts to try out and remember, success at cold calling is not about one call or just one script. It may take you multiple calls and multiple scripts to make cold calling work for you. Ok, forget about cold calling for a few minutes, what’s your favorite tv show?
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Mr. Cold Call™ is a worldwide sensation and
to have made over 80,000 cold calls to date. He has been quoted
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Magazine. He has written over 75 articles on cold calling,
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