-- Cold-calling on potential clients.

[Simply Red]

I never really opened up much over the last 7 yrs. Maybe some of you know - but; others may not. I lost my business in January. T'was a good run from '10-'17 however; Once we came home from Afghanistan spelled doom for my company - as my customer's client held a military contract for laptop repair for the marines in Leatherneck/Bastion (Helmand Province) - I almost lost everything. I never went bankrupt but chances are my leasing company will sue me w/in 3 mos. or so. This all being said, I began a new job selling RMM tools for PBX systems and network environments.

Do any of you cold-call? That's pretty much my job now and it's going pretty good. My approach is simple, take your time when/once you connect live w/ a person - pronounce your words well and have plenty of volume - generally these folks will talk to you, I've found.

Who else cold-calls? Any tricks you'd like to share?

Thank you in advance...

[Nzoner]

Originally Posted by BleedingRed

Cold calling is dead,

I disagree,I just sold my direct mail advertising company of 26 years to a 24 year old who is continuing in my footsteps and cold calling is still working great for him.

In fact Id go as far to say that a lot of people are fed up with phone calls and emails about this product and that and a lot of potential business is lost because of it..Personally as a sales manager I'd say get your ass out of the office and get in front of the people(if possible),make some new relationships,prove your service and product is better than any competitor and reap the rewards.

[BleedingRed]

Originally Posted by Nzoner

I disagree,I just sold my direct mail advertising company of 26 years to a 24 year old who is continuing in my footsteps and cold calling is still working great for him.

In fact Id go as far to say that a lot of people are fed up with phone calls and emails about this product and that and a lot of potential business is lost because of it..Personally as a sales manager I'd say get your ass out of the office and get in front of the people(if possible),make some new relationships,prove your service and product is better than any competitor and reap the rewards.

I work at the C-level, and I'm a former "Sandler Man" cold calling executives is dead

I always deal with in person, warm/hot leads is how you gen sales now

[Nzoner]

Originally Posted by BleedingRed

I work at the C-level, and I'm a former "Sandler Man" cold calling executives is dead

I always deal with in person, warm/hot leads is how you gen sales now

Thanks for clarifying that's why I put "if possible" in my above statement.

[3rd&Long]

Do a little research on the business you're going to cold call which is a lot easier with the internet. Find out the name of the decision maker you're targeting, NOT the underling, then ask for them when you cold call the business. Don't waste your time talking up non-decision makers unless they're gate keepers that need warming up. Once you meet the decision maker, say something that will peak his/her interest such as: "I have a great idea on how to save your company money. What's a good day and time for me to present it to you or is now good?"

By the way, you'll have to think damned fast of that idea if they want to see you at that moment or have it pre-thought out. Just as no one gets hired if they don't represent a solution to a problem, so it is with vendors who cold call.

[Trivers]

Selling is all about efficiency.

Cold calling has become the least efficient method.

Take the time and treasure spent on cold calling process and focus on inbound marketing and SEO.

On a personal note, our companies policy is to never take a unsolicited sales call. Tell them to send an email. As a C-level decision maker, I never take a cold call. Waste of my time.

[Simply Red]

Originally Posted by gblowfish

I've done quite a bit of this over the years. It's become much harder over the past few years, because people insulate themselves. Receptionists are told to dump you into voice mail, or if you do get a person they'll say "send me an email" and then they ignore it. I start by making sure I'm talking to the right person, the actual decision maker who would pull the trigger on buying. Lots of times its not who you think it might be. Or, there may be multiple departments or divisions within a company, and you may strike out with guy A, but sell guy B. If they say they don't need or want what I sell, I ask the follow up of "is there anything that you DO buy, that you either have trouble getting, or think you should be paying less for, or have trouble with getting in a timely manner?" Hey, if there's something they buy a lot of, and I can find a way to get it to them cheaper, better, faster, I'll think outside the box and explore that possibility.

Other general tips: Don't call the first work day after a Major Holiday. On Mondays don't call until after lunch. On Fridays call in the morning only. Best time is usually from about 9:30 till 11:30 or afternoons from 1:30 till around 3pm. That's the hours most people are in serious takin care of bidness mode. Also, even if they say no, try to get an email, and then send them a thank you for taking time to speak to you. If you are able to convert a cold call into a sale, make sure to send them a handwritten thank you card after the first sale. Building personal relationships with your customers is key to longevity.

yes ty.

[Simply Red]

Originally Posted by Nzoner

Not to offend but having been in sales 30+ years you're really not cold calling if you're given leads of potential customers who have agreed to see you.

That said,the selling process(at least in my experience)is never the same.Be prepared for interruptions and be prepared to go back and do a brief summary of what was discussed prior to the interruption.Find common ground with the potential customer,a lot of these people will have something in their office be it a picture,a favorite sports team collectible,awards etc. Usually there's something you can comment on and have a brief discussion to help make said person a little more at ease and make you more likeable.

Always remember once they've bought you they own your product because it's an extension of you.

Lastly if looking for some great reading on the subject I strongly suggest checking out Tom Hopkins How To Master The Art Of Selling Anything.It's a little dated but there are some absolute gems in his book.

Good luck!

somewhere in between warm and cold. The team members pre qualify - we take it over from there. Sometimes I don't even talk to the same contact as they originally did.

[kc rush]

I used to get a lot of cold calls for work. Now most people try to connect via LinkedIn first.

[cooper barrett]

Originally Posted by gblowfish

Businesses usually have a culture about accepting cold calls. Some don't want to give opportunities to any cold callers. If they want to buy something, they leave it up to their purchasing guy to go out and find what they want. The internet makes that a lot easier than it used to be.

But some companies will consider a cold call if it's a legit company, and they may actually get a better deal on something they buy on a regular basis. If you close your mind to opportunity, you might miss out on something that will actually benefit your company's bottom line. Stevie Ray is right though, if you don't step up to the plate and swing, you'll never drive in any runs. The worst the potential customer can say is no. You don't take it personally, and move on to the next opportunity.

Every situation is different but I think we can all agree the gatekeeper must be reckoned with. How you get past them is always a unique story of it's own.
I have my stories (fishing, of course) but the best thing you can do is to get your company's and your name in front of the people who influence the decision makers as much as possible. If that means a cold call by telephone than you need to get to "the" someone who benefits from what you sell (product or service).

Ask to be invited for a nickel tour. Learn who the players are and how you can strategically put your product or service to work to benefit them. Get them to teach you about their business, their procedures, and why they are the best at what they do. You want to find out what is required of you to become an authorized vendor as I find this is common these days.

If at any time you think swinging for the sake of swinging is going to help either you, your company, or theirs you will probably be mistaken. In todays marketplace companies want "Vendor Partners".

[cooper barrett]

Originally Posted by BleedingRed

They just rebranded it but used to be call "ring now" but it was great soon as you were connected their info popped up on screen.

I don't use it now because I've moved up and my younger guys typically use it. When I used to sell SAS used it all the time

Ring Partner?

[Simply Red]

Originally Posted by cooper barrett

Every situation is different but I think we can all agree the gatekeeper must be reckoned with. How you get past them is always a unique story of it's own.
I have my stories (fishing, of course) but the best thing you can do is to get your company's and your name in front of the people who influence the decision makers as much as possible. If that means a cold call by telephone than you need to get to "the" someone who benefits from what you sell (product or service).

Ask to be invited for a nickel tour. Learn who the players are and how you can strategically put your product or service to work to benefit them. Get them to teach you about their business, their procedures, and why they are the best at what they do. You want to find out what is required of you to become an authorized vendor as I find this is common these days.

If at any time you think swinging for the sake of swinging is going to help either you, your company, or theirs you will probably be mistaken. In todays marketplace companies want "Vendor Partners".

The Gatekeepers have decreased over the years - but they're certainly still there.

[Simply Red]

Originally Posted by BleedingRed

Cold calling is dead,

it's all a numbers game.

[cooper barrett]

Rose colored glasses. They look good on you, they really do.

[Simply Red]

Originally Posted by Simply Red

The Gatekeepers have decreased over the years - but they're certainly still there.

the new GK's are full Voicemails - or excluding their name in the auto-attendant.

[In58men]

Sounds like a shitty career, good luck lol.