re: can you cold call and did you ever have to?

Luckily my cold calling the client already has a connection to my product. But then again when I do call, they know why I'm calling so it's harder to get te meeting.

If you want to market your business or diversify into new markets, you have to go in cold. If you wait around for someone to hand you the proper contacts, you might starve to death.

I have no fear and go straight to the top with any company or organization.

Actually, the best contact always is the secretary of the main person in question. Be good to that person.

I much prefer going to corporate offices in person then cold calling. I have a lot more success.

Of course, now we're talking solicitation

A former college roommate of mine was a top telemarketer in his company. He made a fair amount of cash and knew how to sweet-talk multiple women to his room too.

True story - one night when I was doing homework a girl he'd been banging came over before he got back from work. Apparently she was suspicious and correctly so, he walked in the door with someone else he'd picked up. And about five minutes later his regular gf came over too. I GTFO to the library with the quickness.

The first one walked out but he actually kept the other two.

But what if company XYZ down the road has a product just as good as yours and their prices are better than yours? How are you going to get you client to look past the price and use you over the cheaper company?


Answer: service and the relationship you have with that client. You scratch his/her back and he'll scratch yours.

I realize it doesn't always work that way but you'd be surprised how much it does.

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Phone or in person? I could never sell over the phone, but killed it in person.

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Phone.

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You don't have to be Mr. extroverted and buddy buddy with everyone to do well in sales.

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That's good to know. I'm only handling the sales aspect out of necessity. It's not a natural skill.

Been in sales for a long time...cold calling in some form or fashion is required. Figure it out and good luck.

Cold calling from a direct inquiry list is the least expensive, but most effective way to increase your sales pipeline. Much better than beating the streets with no solid plan.

Yes, it sucks, but for those that can master it by overcoming objections quickly and keeping prospect on the phone longer and longer will have a better shot of closing for the appointment.

Don't try to sell your product over the phone, i.e. feature and amenity dump, instead just sell the appointment. Ask great discovery questions that are open ended and pull out the pain. Recap in your own words and then summarize why your company will be a good solution for them.

Offer the choice of two times when closing for appointment. If neither work for business you are seeking, chances are the person on other end of phone will volunteer time/date that does. Magically, your schedule will be able to accommodate them at this new time.

I've been in outside sales for a number of years and enjoy my job quite a bit. Yes, sometimes cold calls suck but you can't let that stop you from doing it if there are new leads that come your way. I'll give you a few tips that I've come across:
- Do not waste the customer's time. Make your pitch and get out of there. The customer was good enough to take time out of his day to see you, don't stay longer that necessary.
- Leave your cell phone in the car or at the very least mute the ringer. Don't let your time before the customer be interrupted by your phone going off.
- The most important thing is to not bullshite the customer. If you don't have an answer to a technical question, tell them you'll find out and and get back to them as soon as possible. These guys know it when you are bullshitting and will never take you seriously again.

I am in outside sales and have to do it all the time to new or new to us companies. It's really not bad if they know the brand you represent. I mainly go to oil companies and trucking companies and people already know us so it isn't really awkward.