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Cold Calling: Top Three Components of Successful Cold Calls Revealed!
by Leslie Buterin
A cold call to a heavy-weight prospect, for the purpose of
scheduling a face-to-face sales call, is in reality an
extremely, sophisticated sale. In fact, it's a sales
presentation that's so dog-gone good, that it's stripped
down to the bare essentials.
A cold call to top decision-makers, the guys (and gals) who
have the ability to write unlimited checks to you for your
products and services, has got to be so "tight" it can get
you in the door, for multimillion dollar opportunities, in
90-seconds.
And if you can't convince your prospect or the executive
assistant, to schedule you for a meeting in two minutes or
less, you're in the doghouse instead of roaming the halls
where the "Top Dogs" live.
To be that good, there are a few things that a
sell-ice-to-an-Eskimo, sell-sand-in-the-Sahara, sales pro
like you must know. Things that appear to "outsiders",
people who don't know squat about selling, as being of no
consequence.
But You Know Better!
There is the obvious, often overlooked, given little
attention, script. You want a powerful script you can count
on to give you the results you want. A script that gets you
past the gatekeeper and onto the decision-maker's calendar,
that gets you calls back in the event you leave a voice
mail message.
You want those precious few, spine tingling words that'll
compel the decision-maker to call and invite you in for a
face-to-face meeting!
You want a script that makes the prospect glad to see you
when you show up for your appointment; a script that'll
redirect your prospect's objections with effective
terminology that is non-threatening and non-selling.
To get in to see the upper echelon you want a script, a
system really, that you can rely on to work for you, even
on the days when you don't feel like cold calling. (Yes,
Virginia, we all have days like that!)
Then, before you touch your oh-so-eager-fingers to the keys
of your phone, you gotta make sure to have several quick
options available to you that'll deliver meaningful
information when your prospect asks the question you
already know is going come your way, "Can you send me
something in writing?"
This is the exact spot where many an experienced sales pro
trips up and stops cold in front of a firmly closed door.
The Good News Is … You Don't Have To Be One That Trips.
You can respond to your prospect's requests, in a format
that'll open the doors to the executive suites! With
information you can count on to answer your prospect's
unspoken question, "What's in this deal for me?" Written
words that'll get you in the door, fast.
For sure, you don't want to mail or fax, follow up with a
call and hear something like, "We received your packet.
I'll call you if he's interested."
No, no, no! Don't send materials like your company's annual
report, that'll close the door of opportunity forever. Send
the good stuff. The materials with "killer copy", So
Meaningful To Your Prospect, So Enticing, That Your
Prospect Picks Up The Phone And Calls You!
And finally, you must have a person you can count on to
make the cold calls. You may be that person. Or someone
else may make appointment setting phone calls for you.
Whatever you decide, the one "dialing for dollars" must
have "sales savvy" AND the ability to "level the playing
field"
You want to be the one who doesn't go "all wobbly" when the
prospect or administrative assistant bluntly asks, "Who are
you?" "What do you want?" Or says, "He doesn't handle that
sort of thing ... "
You must be or must have access to the kind of person who
has "staying power". Who knows how to continue
conversations at the top and not get booted down the
organizational ladder.
Build your cold calling strategy with these three
components. Make them rock solid and they'll move you
forward, faster than you thought possible, and position you
for big, big sales.
See Also:
Cold
Calling: How To Put An End To Voice Mail Jail
One of the most frequently asked questions asked by our clients
is, "I leave a lot of voice mail messages without getting any
personal contact--ever. Do you have any tips for me?"
How To Effectively Cold Call Leads
For a
person just starting out, cold calling can be rather intimidating. Too often a person
doesn't know how to "open" up a call, and overcome a lot of rejection. In this
article, the author describes an opening he had been using with good success. It's short, to the point, friendly, yet business like.
Guerilla Insights Into Direct Response
Marketing
Direct response marketing is a lot different from indirect response marketing.
The first is geared to obtain orders right here and right now. The
second is geared to obtain orders eventually.
6-Step Model
for a Simple Marketing Plan
To help unleash the extra profits currently hidden in your business
or practice here is a simple Five Step Marketing Model.
Overcoming Your Biggest Marketing Obstacle
If you could just remove the biggest obstacle to
marketing your business, you could attract more clients
and grow your revenue.
How
to Master the Art of Salesmanship
Mastering the "art of selling" is simply knowing how
to present whatever it is that you're selling, to the
buyer in such a manner that they feel buying it from you
will solve their problems or fulfill their dreams.
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About the Author:
It costs you nothing to enroll in our Mini-Course
“Jealously Guarded Secrets to Cold Calling Company
Presidents” visit
http://www.ColdCallingExecutives.com ! Or
call the office of Your Sales Coach for Extreme
Profitability, author, speaker, Leslie Buterin at (316)260-3800 9-3 CST
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