Lets face it with no candy coating, The cold call sucks. But it is an absolute necessity for a few reasons. One it builds confidence and thickness when you are starting out in sales. Not all people are nice and inviting and some people are just outright rude. This is just what needs to be dealt with in our business. Second is it keeps you on your toes and educated on how your product and messaging is being received by the market. Cold calling is something that I think every marketing person should HAVE to do for their prerequisite to get a job. This way they will see for themselves exactly how they are doing. Lastly cold calling fuels the empty gaps of opportunities and gives salespeople a sense of accomplishment. Positivity is very important and what more positive can you get if you find, develop and close your own deal from start to finish. But how should we cold call now. What works and what doesn't. This has to be discovered by the individual but I will give some pointers. First off, do NOT in the beginning of your cold call ask how are they doing EVER!! Another tip is as soon as your prospect picks up the phone say his or her full name and go right into what you want to tell them. Say something like Mr John Smith, we have been helping companies ( a similar one like his or hers) such as Morgan Stanley enhance remote user effectiveness while lowering capital and operational expenses. Customers are seeing results within 6 months. Whom on your team would you trust the most for me to continue this discussion with? After they answer then tell him or her your name and company and drive from there. This method would be told to a more C level / prospect that owns the budget. If they are say more on the technical side then business side you might add after remote user effectiveness "with our unique iPad / android security technology". Our prospects get the same boring questions and pitches all day like how are you today? And I would like you to take a look at my new widget it's only X dollars blah blah blah. Be unique and talk with conviction and confidence. Remember the post "we all put our underwear on the same way."
God bless the victims of Hurricane Sandy!!!!
Shawn
