Cold Calls Lead to Hot Business!
Cold calling is a great way to reach new people and expand your business. Whether you use the local telephone directory or the Cole's directory, keep in mind that there are 3 pieces of information they want to know: the benefit to them; the Post-it note version of your offering; and why your offering is better than another competing product. Keep your message simple and clear, centered on what they need to know to make an informed decision. Put your thoughts on paper before you begin making calls. This allows you to physically see what you've got, read it aloud and hear how it will sound to others. Many callers mistakenly assume that their prospect will immediately recognize and understand the benefit. Don't make the same mistake.
Instead follow these 3 simple steps:
1. Explain that you are attempting to reach as many of your companies' customers as you can to find out if they are currently working with a representative. If they have a representative from your company already, thank them for taking your call. If they do not have a representative, explain that you wish to be that person for them and tell them in one sentence what you have to offer.
2. Listen to their response. Empathize with them. Offer ideas and solutions.
3. Conclude by establishing a plan for follow-up contact.
In some small way, make it a point to be of service to each person you talk with (i.e. send a catalog, sales flyer, etc.) You want to become the first person they think of when your company or product is mentioned.
Networking is essential to any business, but it can be very intimidating for the first-time entrepreneur. Think of networking as if it were your car. If you were to let your car stand idle for a long period of time, you would find that the battery would die, the gears would get clogged and the tires would go soft; so don't let a day go by without looking for new business. Get yourself out of the garage, shift into high gear, and keep your battery fully charged, there is no limit to amount of new customers you can reach!
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