Cold calling - new to it but have to do it

Chris,

I'm in the mortgage business and the way I approach folks is just like you did by sending some sort of information them first. Then I call them to confirm they recieved the information. At that point ask them if they have any questions about your product or business. If it doesnt seem to be going anywhere at the time, ask if you can call back on say "Monday" at 10:00 am? You may be surprised. Think of their interest as well. Get them to talk about themselves. Before you know it, you'll know more about them than their closest friends. This also gives you an ultimate scenario of their needs. Bring some of the subjects the next time you talk to them. Eventually you will be able to ask them "Who else do you know that can use my services"? Does that help any?

John

Hi John,

Yes that's a great help, thanks. I have found that in the past the most productive way of selling is not to be pushy but to let the customer know I am listening to what they need - rapport generation so to speak. Your advice backs that up nicely so I will definitely try that tack.

Thanks!

Chris
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Safenet Systems - A Microsoft and Sophos partner
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Hi chris

I run a telemarketing company and have done several projects for IT support companies successfuly.

From my experience I can tell you that there is definitely business out there as long as you are persistant and work hard.

I'll give you a couple of pointers.

whoever picks up always introduce yourself clearly, eg Hi it's Chris from abc ltd, wait for the person to say Hi or hello back, even if it takes 30 seconds. At that point ask for the contact name (I'm assuming you have that). Sometimes you will get put through, sometimes voicmail, sometimes the reception will ask what its regarding. I always say that it's a speculative call and make a bit of a joke about it, as they probably know that anyway, and it makes them like you.

I would then say we are a Computer maintenance company who proide an excellent service, I understand aaa... is the person with the overall say in that. she may well say yes and put you through.

The most common thing i get, is we have a company we are very happy with, I usually say of course you have otherwise you would be calling me but if we could provide a better or more cost effective service how would you feel.

then I allways go fo the appointment, saying something like, no commitment at all but I'd like to qoute you at least, when are you arround mornings or afternoons usually?, wht day is best Tuesday 15th or thur 17th, great, I'll see you then.

It's really important to be yourself on the phone, in fact if you want email me on stamford123@hotmail.com , I'm happy to give you 10 minutes or so of my time to point you in the right direction , 020 8181 5250 , 10.30 to 5pm

Jonathan
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Telemax, leaders in lead generation

info@tele-max.co.uk
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079 7658 5522

Fantastic help, thanks very much Jonathan. I like the comeback to "we've already got someone we're happy with" - no doubt I will come up against that and the reply you give is superb.

Also good to hear the being yourself thing - that has put me at ease already as I know that i don't want to put on sales robot speak like I am so used to with people ringing me.

I will try it first hand tomorrow but don't be surprised if you get a call from me asking for help if it all goes to pot!

Cheers,

Chris
------------------------
Safenet Systems - A Microsoft and Sophos partner
Secure, Reliable Networks for your Business
08450 580 582 info@safenet-systems.co.uk

Safenet Systems - Small Business IT Support - Support contracts & more - Call Safenet for details!

Just out of curiosity what sort of success rates do you get generally with cold calling? 1%, 2%, 5%? I've heard 1-3% but would like to hear experienced views.

Cheers

Chris
------------------------
Safenet Systems - A Microsoft and Sophos partner
Secure, Reliable Networks for your Business
08450 580 582 info@safenet-systems.co.uk

Safenet Systems - Small Business IT Support - Support contracts & more - Call Safenet for details!

Hi Chris,

The previous advice given by other users is pretty good i'd say... I've done field Sales before, and it can be very hard to get to speak to the right person - often the bigger the company you are contacting the harder it is.

The only addition to the advice you'd have is:

- Make sure you listen to the person you are speaking to. Too many people in sales think they should do all the talking - whereas im a believer in listening. Listen to their problem, think fast, come up with a proposed solution. People like to feel their being listened to and not being sold to.

- Find out when contracts go to tender. I don't know how your market works, and whether or not there a 'contracts' in place. If so - If you get a response on the cold call such as ' we have a contract in place at the moment i'm afraid' .... Politely ask how long it has left to run - and ask if you could be added to the list of people who could tender when it comes up for renewal - then make a note to make another call at least 1 month before the contract is up.

Oh - i'm not too sure about admitting your a new startup so quickly unless your asked how long you've traded for. I can see benefits of both sides, but imho i don't think i would admit that freely.

Hope that helps.

If some of your potential customer base is reasonably local then don't forget to get out and network. There are loads of events that will allow you to show your brochures and many that will allow you to talk aout your offering to the audience. B2B is often a trust/confidence thing and being known and seen regularily can make a difference.

The other thing I would recommend is that you read "The Gorillas Want Bananas"

http://www.amazon.co.uk/exec/obidos/redirect?link_code=as2&path=ASIN/0954568109&tag=wwwalloycrmco-21&camp=1634&creative=6738

This is an excellent book on marketing in the real world based on real experience.

Download my eBook too!

Roy Gough

Personal">href="http://www.alloycrm.com">Personal Page
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Free CRM eBook
joeygough.co.uk
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i have found this site quite helpful, it may be worth a look; http://coldcallingpodcast.com/

Kind regards