Wednesday, November 7, 2007

Set yourself up for cold calling success

We know cold calling is tough. So make it easier on yourself by avoiding this Cold Calling Don't from telesales expert Art Sobczak of Business By Phone:

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.

What should you do instead?

Use an interest-creating opening for your next call, advises Sobczak. 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!

This advice was excerpted from Top Dog Sales Secrets. Art Sobczak is a popular telesales guru. Visit his site at http://www.businessbyphone.com
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