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November 2011 | Cold Calling Prospecting Without Fear November 2011 1

Cold Calling

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Cold calling can be scary and wrought with pitfalls. Some say it is an antiquated way of prospecting, others swear by it. The reality is business-to-business cold calling should be a critical component of your total sales effort—and a strategic part of your business growth plan. Here are some ways to make your prospecting more effective and less fearful. Brought to you by Mohawk MakeReady, this presentation can be used by your printing business for internal training initiatives.

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Page 1: Cold Calling

November 2011 | Cold Calling

Prospecting Without Fear

November 2011

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Page 2: Cold Calling

November 2011 | Cold Calling 2

Vanquishing anxiety, fear & feelings of rejection.

The Cold Call

The latest Sales meeting was focused on “prospecting.”

Your Sales Manager has given you a quota of 5 new

customers this month. Your prospect list has dried up

and you need to COLD CALL. Before you panic, Mohawk

MakeReady to the rescue. We have some ideas that

should help calm your nerves and help you get back on

track.

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November 2011 | Cold Calling

Aachuu!We don’t mean this type of “cold call”

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Don’t take any part of the call personally.

Change your perspective

• Remember, it is not seller against buyer

• It is not about winning a sale today

• It is not about losing a sale today

• Every client was a prospect at one point in time.

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November 2011 | Cold Calling

The Golden Rule:Definitely applies in the sales process

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November 2011 | Cold Calling

Your attitude and mental focus are key.

Lay a solid foundation

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Dealing with Voicemail

Try to be creative, daring, and

memorable to increase the likelihood

of a call back. You want to make the

prospect think about what you said

(and how you said it).

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November 2011 | Cold Calling

The Gatekeeper:They are allies not foes.

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Establish other contacts

If you can’t get past the ‘gate keeper,’

try approaching a company

salesperson. They love to talk, love

to network. They can help you make

the connections. Another approach

idea is to connect with the company

when they exhibit at tradeshows.

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November 2011 | Cold Calling

Do your homework:It’s easier today more than ever before

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November 2011 | Cold Calling

Planning is key to the kingdom. Rise

early, always have a planner or a pad

of paper with you. We recommend

using a 2 page per day planner. This

gives you the ability to write notes on

one side and to do’s on the other.

Make a plan

• Read the local business journal

• Sunday night, leave yourself a

reminder voicemail

• Schedule Cold Call BLITZ for

an entire day (repetition helps)

• Keep track of call data

• Practice out loud

• Set your watch and clocks 5

minutes early

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Your personal brand

If you love what you do, if you are passionate about your company, it shows.

You can use simple “hidden messages” to help support yourself and your companies brand.

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November 2011 | Cold Calling 13

Your 30-Second “Commercial”

Whether you call it a commercial or an elevator speech, you need one, short and sweet and to the point.

Write a brief paragraph - what you do and how you can help others. Practice it and commit this to memory. It should flow off your tongue easily.

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November 2011 | Cold Calling

Not all prospects are worth your time or energy.

Are you chasing customers who will never

buy?

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Keep in mind..…

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Days flow into weeks, weeks into months…

Keep track to measure the results

Keep some type of Customer Relationship Management

(CRM) system for your calls, whether you are doing it by

hand in your planner or in a computerized system. If you

don’t, after a few months, you can forget who you followed

up on last.

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Track & Measure your Calls

Set measurable goals and identify daily prospecting activities. Track and evaluate your selling statistics. This will enable you to manage your expectations and attain your objectives without stress or aggravation. The numbers don’t lie.

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Go back to basics

• Self determination

• Start the day before everyone else

• End your day after your competition is asleep

• (Remember - The workday starts the night before!)

• Self inspiration

• Strive to be the best at whatever you do

• Train yourself

• Always be prepared

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November 2011 | Cold Calling

Mohawk MakeReady provides practical tools

and actionable information for digital

printers like you.

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We can help…

Visit: www.MohawkMakeReady.com to browse content, request a meeting, or join the community.