If your company sells to other companies then you will need to occasionally do some cold calling. What is so interesting about cold calling is that sometimes you can literally close a sale on the phone, simply because you were Johnny on the Spot at that exact lucky time that they were looking for exactly what you were selling; how cool is that?
Well in my many years setting up franchises for our company we often did cold calling and each time one or more of our "Bonzai and Blitz Marketing Team Members" would hook, line and sinker a sale right then and there on the phone. It was only a matter then of sending our service units to start the account.
We sold most contract cleaning services cleaning fleets of vehicles for trucking companies, car lots, fleets and washed vehicles at Corporations. Sometimes we would be selling concrete cleaning and other cleaning services using pressure washing.
Since cold calling to generate leads is mostly about the numbers of it, we always found it surprising that much of our competition never did cold calling. Cold calling works when you get the decision maker on the phone for 2-3 minutes, explain what you do and listen a lot to his or her needs and what they say.
I hope you will consider cold calling as part of your marketing, often it is serves everyone more, as you are not stopping in and wasting their time or yours to get there if you show up out of the blue. The telephone in this case makes an excellent business tool. Consider all this in 2006.
Lance Winslow
No comments:
Post a Comment