Hello again and welcome to my business information and advice blog on tapeunit.com. Over the years I’ve written hundreds of articles and given many talks and seminars on a wide range of subjects focused on building and growing small/medium business, including some articles here on tapeunit.com. However one key area of growing business is the actual sales for a company, of course. I may be remiss, but I have not talked about that or prospecting. Frankly they are specialties with thousands of good (and not so good) articles & information on the Net already. One excellent article I saw lately deals with a perrenial problem for most sales people, and for their managers and companies by relation. It is the dreaded COLD CALL!
I was reading an article on cold calling today and was reminded how daunting this is to so many people (myself included for at times). The article I refer to is How to Make That Dreaded “Cold” Call a Little Warmer , and though I disagree with the author about emails, otherwise I think his points are all well taken and proven good advice. I would add that one of the primary uses of the process suggested in the article is to make it easier and more comfortable for YOU to follow through. As well, the author brings you a system & process to cold calling that I think is much more likely to increase your effectiveness and success rates, as well as make the doing cold calls more palitable for you. Considering that you genuinely like people and enjoy meeting new ones all the time as an imperative in sales, cold calls in person can actually be pretty easy if you let it be. Research in advance of calls is imperative, so you go in knowing who you want/need to talk to and what you want to say. From that point forward just be genuinely friendly, considerate of the other person’s time and carry an air of confidence, fully believing that you are the solution to many of that business person’s problems. Then just meet people with warmth and courtesy, state your business trying to strike up a conversation to ask questions of the business owner and learn their problems. Keep in mind that ultimately people don’t buy what you are selling but WHY you are selling it. Simply that means you need to be genuinely sure of the value and benefit of what you are intending to sell and want to help them and their company. That inherent desire to help them will always come through (as will an uncaring attitude) regardless of any attempts to disguise it. Think about it a moment. When you’ve bought produicts or services, didn’t you most appreciate it when the person you bought from truly enjouyed working with you and helping you benefit from their product/service (or at least made you feel that way)? It wasn’t the product or service they sold but the “way” they treated you and your needs/concerns that mattered to you, wasn’t it. Those people had as their primary motivation the reason WHY they were talking to you and helping you, not the item they were selling. You need to do that too, everytime you meet people. People will buy you when you care about them, your products are merely some of the solutions you have available.
Now back to the cold calls. Since you are usually dropping in unannounced, note to the business owner up front that you appreciate their time spent meeting with you and that you will get to the point of your visit quickly (and then do so)! Express clearly your value proposition and that you/your company have benefitted many other companies (in the area) with your product/service, (be prepared to state specifically some examples by name and what you did for them; be sure you have permission from those customers in advance to use their names and even use them as references). Make your points and recognize if your audience seems to have interest developing. If they do, it is at that point you again thank them for their time, note that you realize you are interrupting and ask to set a formal appointment to meet and talk with them again soon! All the time assuring that you converse with the genuine desire to benefit the person(s) you are talking too as you primary motivation.
So now click on the article link above and read it over for your benefit. I hope that along with my comments and advice here, you will find some useful insights and benefit you can use right now? Best of good luck with it and have a great week!