A Cold Calling Don't
by Art Sobczak
Don't send information before the cold call.
Busy decision-makers toss bulging packages of unsolicited literature with letters straight into the trash (or hopefully, recycling). No matter how many times you send that package, they're not going to open it. Therefore, starting a cold call with, "I sent you a letter, didja get it?" almost never elicits a favorable response. This same rule applies to a good percentage of the Email you send out as well.
What should you do instead?
Use an interest-creating opening for your next call. Here's his example that you can adapt to your business.
"Ms. Bigg, I'm John Brown with ABC Company. My company specializes in (fill in with the ultimate result customers want and get from you, for example, helping garden centers generate more business during the off-season). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. I'd like to ask a few questions, to see if you'd like more information."
Give this advice a work-out this week. You'll be glad you did!
Art Sobczak is a popular telesales expert. Visit his site at www.BusinessByPhone.com.
of the Week: Gambit noun [ gam-bit ]
Example: The leader was eyeing him up and down, shrewdly calculating. "Thirsty as all that, are you, my friend?" he asked. Gratefully Bomilcar seized upon the gambit. "Thirsty enough to buy everyone here a drink," he said. Colleen McCullough, The First Man in Rome
- A remark made to open or redirect a conversation.
- Chess. An opening in which a player seeks to obtain some advantage by sacrificing a pawn or piece.
- Any maneuver by which one seeks to gain an advantage.
& Example courtesy of Dictionary.com
In the opening themes to multiple cartoon series of the 1960s and 1970s, underwater superhero Aquaman was shown riding a supersized what?
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