If Cold Calling Works For You

Writen by Frank Rumbauskas

I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it works for you, then keep doing it. My materials are for people who either are not getting results from cold calling, or who simply do not enjoy it and do not want to do it anymore.

If you feel that cold calling is working just fine for you, this chapter is for you. The problem with being satisfied with the results of cold calling is that you fail to see cold calling's biggest flaw and why it imposes strict limitations on your sales production.

Here's something to think about. Even if cold calling is working for you, you're failing to use the amazing power of LEVERAGE to your advantage. What I'm getting at is the fact that as a cold caller, you can only make one call at a time or knock on one door at a time. Add into that the fact that you must also fit appointments and other work such as generating proposals into every business day, and your ability to make a large number of quality cold calls diminishes rapidly.

Here's the pattern I typically see – and that I experienced myself – with people who rely on cold calling for generating business, and who feel that it's working for them:

Month 1: Sales are down. Most free time is spent cold calling. Leads are generated and plenty of first appointments take place but the salesperson falls short of quota for the month.

Month 2: Numerous second appointments take place and proposals are presented. The salesperson spends lots of time working to close sales and is successful. Quota achievement is far in excess of 100% this month.

Month 3: The salesperson spends plenty of time on customer service issues this month, and following up with all the customers who bought last month. After all, it's normal to be busy with these issues after a huge month. By the end of the month, everything is taken care of, but sales are in the gutter and far below quota this month because most time was spent taking care of all those issues, and to make matters worse, the pipeline is now empty and there are no more prospects to work on. The cycle starts all over again with month 1.

As you can see, this cycle of cold-hot-cold guarantees failure and is one of the key reasons why cold calling rarely, if ever, results in success. If anything, it allows salespeople to make quota every third month, barely avoid probation, and therefore keep their jobs.

By contrast, systems of self-marketing allow you to use the power of LEVERAGE. Let's say you do well at cold calling and continue to make, say, 30 calls a day. What if you could put systems into place that effectively made an additional 300 calls per day while you're free to do other things? If your 30 calls per day generated one hot lead, wouldn't a system that performs the equivalent of 300 calls generate 10 hot leads in a day?

This is the power of leverage, and this is where those who rely solely on cold calling are missing out. If cold calling works for you then keep it up, but doesn't it make sense to add to it and increase your number of leads exponentially? Then you'll be so busy with all the appointments that you really will drop cold calling after all – you won't have time for it anymore with so many people calling you, ready to buy!

Frank Rumbauskas is the author of the hit sensation "Cold Calling Is A Waste Of Time: Sales Success In The Information Age". His training and products teach salespeople how to generate hot leads without cold calling and how to keep their power and remain in control of sales situations. For more information please visit http://www.nevercoldcall.com

A Screener And Voice Mail Tactic To Avoid

Writen by Art Sobczak

Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don't even bother to get upset. I know most sane people would dismiss it.

However, here's one I've seen at least three times within the past month, each attributed to a different person, each time in a different publication or on-line source. I must address it.

The tip is always aimed at outside reps setting appointments by phone. These goofball "authorities" suggest when you're having a difficult time reaching a buyer and getting screened, or they're not returning calls . . . leave a message on voice mail saying,

"I'm having a difficult time reaching you. I would like to meet with you to show you what we can do for you. I'll be in your area, and unless I hear from you otherwise, I'll interpret that as a sign of interest, and I'll stop by at 9:00 a.m. on Friday."

You've got to be kiddin' me! Heck, why stop with the appointment? Why not say,

"Since you haven't returned my messages, I assume you want to buy from me. I'll ship 30 cases right out to you unless I hear from you before Friday."

How pompous. How idiotic. When I read nonsense like this, everything else the author says has no credibility with me, since I must assume he's not speaking from experience.

Recommendation

So why does any salesperson not get calls returned, or get screened out? Simple. Their listeners do not perceive returning the call (or, putting the call through in the screener's case) as worthwhile, containing anything of value to them.

Many sales people create errors of omission (not saying anything of value to persuade the listener otherwise, or being evasive with a screener) or commission (leaving messages that are salesperson-oriented and product-centered, which scream out, "I only care about selling something!"

As we've talked about so many times here, when attempting to reach a buyer be certain that you have a results-oriented statement that will pique curiosity. You don't need to sell them; just get them curious enough to want to spend a little time with you by phone. You can and should use the same ideas you'd present in an opening statement.

For example,

"Mike, the reason I'm calling is that I understand you're now considering upgrading your office network. Depending on how far you are in the process, I might have a few ways to streamline that upgrade as well as make sure you don't overspend on hardware. I'd like to ask a few questions to determine if it would be worth our while to spend some time together. My number is . . ."

Trickery and outrageous tactics only contribute to the stereotype of the typical "salesperson." Articulate the value you can potentially deliver, and you'll earn the right to speak with more people who can and will buy from you.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit: http://ww.BusinessByPhone.com

How To Stop Cold Calls From Feeling Intrusive

Writen by Ari Galper

4 key ways to be seen as helpful while cold calling

Can't you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive. So you can understand, then, why potential clients will often run for cover when your cold call is only about "making the sale." Most people sense that cold calls are self-serving to the person calling. You can almost hear the unspoken thought, "You want something, right? Otherwise why would you be calling?" This triggers almost immediate resistance.

For cold calling to be done in a non-intrusive way, we must shift the perception away from "you want something," into "you are being helpful." When our cold calls do not feel intrusive, people naturally are more open to talking with us. Shifting this perception in others is all about shifting a perspective within ourselves. Focusing on being helpful takes us away from the traditional sales mindset. In the old mindset, we talk about ourselves and our product or service. In this new approach, we're focusing on potential clients and what may be helpful to them.

To be perceived as helpful, we must actually be helpful. If we try to use "being seen as helpful" as just another sales technique, people will sense our hidden agenda and react with suspicion. Be sincere in your approach and desire to help the other person.

Here's how to stop being intrusive and start being helpful:

1. Make It About Them, Not About You

We've all learned that when we begin a conversation with a potential client, we should talk about ourselves, our product, and our solution. But this self-focus almost always feels intrusive to the other person and shuts down the possibility of a genuine conversation.

Instead, step directly into their world. Open the conversation with a question rather than a sales pitch. For example, "I'm just giving you a call to see if your company is grappling with unpaid invoices issues?" Never let the person feel that your focused on your own needs, goals, or agenda. Communicate that we're calling with 100 percent of your thoughts and energy focused on their needs.

2. Avoid the Artificial Salesperson Enthusiasm

People feel pushed along by artificial enthusiasm. This triggers rejection because it feels very intrusive to be pushed by someone they don't know. Artificial enthusiasm includes some expectation that our product or service is a great fit for them. Yet, we've never spoken with them before, much less had a full conversation with them. We can't possibly know much about them or their needs. And so to them, we are simply someone who wants to sell them something.

It is better to modestly assume you know very little about them. Invite them to share with you some of their concerns and difficulties. And allow them to guide the conversation, even when it means getting "off track" a bit.

3. Focus on One Compelling Problem to Solve

Don't go into a pitch the way you would if you were operating out of the traditional sales mindset. Make what you say about them, not about you. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment. The key is to identify a problem that you believe the other person might have. Depending on your business or industry, here are some examples of what you might say:

I'm just calling if you'd be open to looking at any possible hidden gaps in your business that might be causing sales losses?

I'm just calling to see if you're grappling with problems of employee performance related to a lack of training support?

I'm just calling to see if you're open to looking at whether any department in your company might be losing revenue due to vendor overcharges?

Address one specific, concrete problem that you know most businesses experience. Don't make any mention of you or any solutions you have to offer. Remember, it's always about them, not about you.

4. Consider "Where Should We Go From Here?"

Let's say the initial call turns into a positive and friendly conversation. The other person feels you're offering something valuable, and wants to know more. Both of you feel there may be a match. Rather than focusing on making a sale at this point, you can simply say, "Well, where do you think we should go from here?"

This question reassures potential clients that you're not using the conversation to fulfill your own hidden agenda.

Rather, your giving them space and time to come to their own conclusions. You're helping them create their own path, and you will follow.

Sales Speaker Says Cold Calling Advice Is Usually Cheap Amp Wrong

Writen by Dr. Gary S. Goodman

Show me anybody that ever sold anything by phone, or even came close, and I'll show you another world expert in cold calling.

That bozo who still couldn't tie his shoelaces by himself, and he was in the fifth grade; he's a cold calling guru now because someone taught him to read a script and he followed it, word for word, and got lucky, at least once.

That "motivational speaker" who had the temerity to get on the phone and to tout his own phoning abilities, yes he, too became a wunderkind of the wired and now wireless world.

Talk about someone who had maybe one year of experience and has sold that to other people, since then, year after year!

Yes, the one-eyed man is king in the land of the blind, and most salespeople are clueless about the ins and outs of dialing and smiling.

They're such ignorati, in fact, that they follow these utterly stupid pieces of advice:

Never cold call, because it is a waste of time.

If you cold call, always ask, "Do you have a minute" or "Are you busy" before going beyond the greeting.

Put as many suspects into your pipeline as possible and follow-up with every one of them.

Always ask a lot of questions because they involve the buyer.

Never leave voice mail messages, because nobody will call back a stranger.

I could go on, because the fictions are innumerable.

So, is there such a thing as a genuine cold calling expert?

There are such people, and we'll talk about them in the next article.

Every minute of every day, someone in the world is reading a book or an article written by Dr. Gary S. Goodman. Best-selling author of 12 books and more than 850 articles, Gary is considered a foremost expert in telephone effectiveness, customer service, and sales development. A top-rated speaker, seminar leader, and consultant, his clients extend across the globe and the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

Telephone Sales For Cell Phone Adapters

Writen by Lance Winslow

Cellular telephone accessory companies will often use the telephone to make sales to their cell phone customers. Often, this makes the telephone subscriber upset because they are paying for these minutes. However, if the telephone sales are done during the non-peak hours where the people are getting free unlimited minutes then generally the cell phone subscribers are not very upset.

One of the things telephone salespeople will ask is are you happy with the service? Do you like your phone? Would you like to upgrade your phone? Have you seen our new phones? Do you need any additional car battery adapter? Do you need a new leather carrying case? If so I can take your credit card over the phone right now or I can put it on your cell phone bill if you'd like. I will mail it out to you right away and you should have it within two or three working days; would that be okay for you?

Perhaps you can see why telephone sales and sales for cell phone adapters work so well and why so many companies are doing this. The telephone salesperson will act like this is a service to you to check up on cell phone service and see how you are doing and if there's anything you need but in actuality it is a pure sales call to sell you stuff. Consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/wttbbs/