Cold Calling 101 - Preparation is Key
1. Call Preparation
Call preparation is the single most imperative idea about cold calling. Before you make a call, you should understand the client, the industry, and perhaps any competitive issues. Never call a client without premise.
Since your mission is to establish a relationship, you need to consider whom you will call and your call motive. Names of those to call can be purchased through database management systems, or obtained through referrals or reading industry periodicals.
2. Competitive Analysis
Once you obtain the required company information, it's time to conduct your competitive analysis. Useful information related to prospective competitors to the buyer is helpful in understanding industry issues affecting the client. A sincere understanding of client issues assists in promoting a stronger relationship.
3. Value Proposition not Elevator Speech
The proliferation of the Internet has made it easier for prospective clients to gain information on you, and with so many competitive players, detailing your services to clients begins to sound ubiquitous to them. Heard one, heard them all as the cliche goes.
Organizations today require focus on two complicated issues: productivity and profitability. Your mission is to create a succinct message that addresses these concerns. In other words, you need to depict your value and outcomes in a succinct method so that prospective clients understand your differentiation.
So, there you go. Research and create a way to differentiate yourself before the call, and your day will be much more successful.
Drew Stevens PhD knows how to dramatically accelerate your business growth. Known as "The Sales Strategist" Drew Stevens has 25 years of domestic and international sales and marketing experience. Learn more at http://www.stevensconsultinggroup.com
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