Tomorrow is my birthday! (today, by the time you read this) Happy Birthday to me and thanks for all the wonderful sentiment I am sure to receive once the word gets out that I was born. By the way, I am having one helluva month (last several weeks to be general) and not the "high five... Wait a minute- I am showing my "closer to middle age lack of coolness" by mentioning "high five" so reverse that, start again but cooler this time... (like the gratuitous use of ...)
I am having one helluva month (last several weeks to be general) and not the "exploding fist bump helluva" either. More like the...
Self loathing is so uncool.
Anyway, we all have a rough patch now and again (mine is now and yes again) but the important lesson here is how we come out of it, right? How about, what we do with it? You know, the whole "lemons to lemonade thing". Lemmetellyasumthin! I ain't drinking no lemonade without no sugar man! A whole lot of sugar! I grew up on Kool-Aid!
Gotta get back on track... I'm making a point here. (somewhere in here)
What are you driving? Better yet, what's in what you're driving? Inspiration or Desperation?
What's it going to be?
You lost your job!
Your company is going bankrupt!
The economy is bad!
The market is saturated!
No one is buying in the summer!
Your marketing sucks!
Your sales suck!
Cold calling sucks!
Your website sucks!
This blog sucks! (hey watch it)
What's it going to be?
Sunday, August 15, 2010
Tuesday, June 2, 2009
Today I got a cold call...
It has been a while since I chimed in with any thoughts so I took the occasion to vent about the call I just received from a fellow cold caller. Now, I am not usually accustomed to critique (unless I am asked for my two billion cents) but I could not pass this one up. Imagine, The Cold Closer, getting a cold call... and a very poor one at that. So let'er rip...
This was the intro, "Hi". (not bad, but don't most people respond in kind?) I return the "Hi" with my own... so our friend responded with another, "Hi". (nothing else) After a short pause, "I found you on A Social Network... my name is Marlon Wayans" (names changed to protect the guilty)
There was a brief exchange (it was so bad I do not recall... and it was just 10 minutes ago) but the message was for me to follow a link to a website. (that my friend was going to provide over the phone) Keep in mind, there was no, "Do you have a minute? or Did I catch you at a good time?" Just, "Hi" and the "Silence of the Lambs". (Claaaaariiiiiiissssse)
Anyway, I thought I would play along (since I had him on speaker phone and I could finish importing the database for an important client project while talking and listening) to see where this was going to lead. Actually, I knew where it was going because my friend had not been to Cold Closing University. (shameless, huh?)
I ask my friend to email the link so I could validate on my own time... after I abruptly ended the call.
This one sealed it for him... "How is the weather there?" (the kiss of last breath... for him) I told him it was hot and muggy. (or something like that)
He sent the link...
I told him I got it...
he ask if I could follow it...
I clicked it...
he ask if I could login in...
I told him I would have to do so later...
he said, "It's just a couple steps... shouldn't take more than a minute."
My turn... (sweet silence)
After the terrible (but oh so fun) pause, he said "Hello..." and I knew his time had come. (He who talks first gets to call back at a later date)
"My friend, I will have to check this out at another time and get back to you... (I have a soft heart for cold callers, so I even gave him a chance to recover) perhaps we can set a time to talk about it once I have looked it over?"
"Well, I guess I will know if you join... " and he did not even want to schedule a time to follow-up. (after all that, he just wanted me to join a social networking site; which he could have sent me via a shared social network or direct email)
Huh? So, you mean he wasted a handful of our life with a cold call (poor, poor cold call) that could have been done in a passive manner... and all he wanted was for me to join a social network?
What's the lesson? I don't know... think one up.
Today I got a cold call...
This was the intro, "Hi". (not bad, but don't most people respond in kind?) I return the "Hi" with my own... so our friend responded with another, "Hi". (nothing else) After a short pause, "I found you on A Social Network... my name is Marlon Wayans" (names changed to protect the guilty)
There was a brief exchange (it was so bad I do not recall... and it was just 10 minutes ago) but the message was for me to follow a link to a website. (that my friend was going to provide over the phone) Keep in mind, there was no, "Do you have a minute? or Did I catch you at a good time?" Just, "Hi" and the "Silence of the Lambs". (Claaaaariiiiiiissssse)
Anyway, I thought I would play along (since I had him on speaker phone and I could finish importing the database for an important client project while talking and listening) to see where this was going to lead. Actually, I knew where it was going because my friend had not been to Cold Closing University. (shameless, huh?)
I ask my friend to email the link so I could validate on my own time... after I abruptly ended the call.
This one sealed it for him... "How is the weather there?" (the kiss of last breath... for him) I told him it was hot and muggy. (or something like that)
He sent the link...
I told him I got it...
he ask if I could follow it...
I clicked it...
he ask if I could login in...
I told him I would have to do so later...
he said, "It's just a couple steps... shouldn't take more than a minute."
My turn... (sweet silence)
After the terrible (but oh so fun) pause, he said "Hello..." and I knew his time had come. (He who talks first gets to call back at a later date)
"My friend, I will have to check this out at another time and get back to you... (I have a soft heart for cold callers, so I even gave him a chance to recover) perhaps we can set a time to talk about it once I have looked it over?"
"Well, I guess I will know if you join... " and he did not even want to schedule a time to follow-up. (after all that, he just wanted me to join a social networking site; which he could have sent me via a shared social network or direct email)
Huh? So, you mean he wasted a handful of our life with a cold call (poor, poor cold call) that could have been done in a passive manner... and all he wanted was for me to join a social network?
What's the lesson? I don't know... think one up.
Today I got a cold call...
Wednesday, December 24, 2008
Tuesday, November 11, 2008
Change Won... or was it belief?
We recently witnessed an historical event during our presidential election and Change was the mantra but I think we all lost sight of what really caused this to happen. It was Belief! If we think about it for a second (maybe a little longer) we realize that change takes place with or without us... it's like time and we cannot stop it. Belief (on the other hand) is ours to apply or deny as we choose.
I recently began conducting a tactical cold calling campaign for a new client and the other day we were sharing some perspective on the calling and the imminent success of the endeavor. One of my first remarks was that "the time has come..." for their service and that I am excited and enthusiastic to be involved. In response, Bill stated, "... this is a great fit because you believe." (paraphrased) In an instant, a question hit me that would not let go...
Why do so many cold calling efforts fail? More importantly, why do many sales efforts fail and/ or stall out?
Anyway, back to Bill's thought process... the whole idea was that my belief matched their belief and so the rest would be academic. Onward to success! Is it that easy? I believe it is...
Later in the day, I began reading from one of my favorite books of all time- "The Master Key to Riches" and the answers poured out over the pages. One of the early chapters (Chapter 3) details the necessity for "definiteness of purpose" as a foundation for any successful endeavor and I began to think about what this means in sales.
The primary ingredient of "definiteness of purpose" (in my opinion) is Personal Belief that we have all the essential faculties to be successful; such as a sound (and open) mind, a willing spirit, a positive attitude, a consistent and persistent action (work) habit and a committed burning desire. That is to say, any skill can be learned if we set our mind to it, any obstacle can be overcome through faith, every situation has a bright side and a dark side, (we have to choose) action through hard work cures all (the "smart" work is in the sound and open mind) and quit cannot stand in the face of commitment.
This Personal Belief allows us to fix our mind, heart, soul and body to the achievement of a thing at all cost! Belief in others (their personal philosophies, principles, products, ideas, etc.) and a higher power of Infinite Intelligence (mine happens to be God) are equally essential but I think it all starts with us.
I am interested to hear/ read what other sales professionals think about this subject and would be encouraged to receive responses from anyone who would like to weigh in.
Do you believe... do you really believe?
I recently began conducting a tactical cold calling campaign for a new client and the other day we were sharing some perspective on the calling and the imminent success of the endeavor. One of my first remarks was that "the time has come..." for their service and that I am excited and enthusiastic to be involved. In response, Bill stated, "... this is a great fit because you believe." (paraphrased) In an instant, a question hit me that would not let go...
Why do so many cold calling efforts fail? More importantly, why do many sales efforts fail and/ or stall out?
Anyway, back to Bill's thought process... the whole idea was that my belief matched their belief and so the rest would be academic. Onward to success! Is it that easy? I believe it is...
Later in the day, I began reading from one of my favorite books of all time- "The Master Key to Riches" and the answers poured out over the pages. One of the early chapters (Chapter 3) details the necessity for "definiteness of purpose" as a foundation for any successful endeavor and I began to think about what this means in sales.
The primary ingredient of "definiteness of purpose" (in my opinion) is Personal Belief that we have all the essential faculties to be successful; such as a sound (and open) mind, a willing spirit, a positive attitude, a consistent and persistent action (work) habit and a committed burning desire. That is to say, any skill can be learned if we set our mind to it, any obstacle can be overcome through faith, every situation has a bright side and a dark side, (we have to choose) action through hard work cures all (the "smart" work is in the sound and open mind) and quit cannot stand in the face of commitment.
This Personal Belief allows us to fix our mind, heart, soul and body to the achievement of a thing at all cost! Belief in others (their personal philosophies, principles, products, ideas, etc.) and a higher power of Infinite Intelligence (mine happens to be God) are equally essential but I think it all starts with us.
I am interested to hear/ read what other sales professionals think about this subject and would be encouraged to receive responses from anyone who would like to weigh in.
Do you believe... do you really believe?
Tuesday, October 7, 2008
I am not a genius but Brian Tracy might be...
I am often amazed that people think I possess some special magic in order to be successful cold calling... excuse me- Cold Closing; but I am quick to point out that my attitude and beliefs are merely products of much reading, action, positive expectation and consistent follow through. I have long been a fan of Brian Tracy and have read a few of his books but recently I was researching information on the web and ran across this excerpt from one I have yet to read- 24 Techniques for Closing the Sale. Needless to say, wisdom like this is what keeps me firmly focused on the developing the Cold Closing Attitude everyday!
Enjoy, learn and weigh in with your comments.
Attitude Versus Aptitude By Brian Tracy Apr 1, 2004, 10:51
Use The 80/20 Rule
The 80/20 rule is as applicable to individual salespeople as it is to a large sales force. Fully eighty percent of your success as a salesperson will be determined by your attitude and only twenty percent by your aptitude. Some people feel that attitude is ninety percent of success in all human endeavors involving other people, but we can quite comfortably use eighty percent as a figure for the purposes of this book.
Develop A Positive Attitude
A positive mental attitude, or a constructive and optimistic way of looking at yourself and your work, goes hand in hand with sales success in every field and in every market. The development of this unshakable attitude of cheerfulness and enthusiasm is your springboard to greatness as a salesperson, no matter what is going on around you.
Learn Your Product Well
The twenty percent of sales effectiveness that comes from product knowledge and professional selling skills is terribly important as well. It is only when you are thoroughly knowledgeable about what you are selling and thoroughly skillful in your ability to present it effectively that you develop the calmness and confidence upon which a positive mental attitude depends.
Upgrade The Quality of Your Thinking
The quality of your thinking determines the quality of your life. If you improve the quality of your thinking, in any area, you improve the quality of your life in that area. By using your mind, your ability to think, you become a creator of circumstances rather than a creature of circumstances. You move from being powerless to being powerful. You determine everything that happens to you by the way you think about it, in advance. You may not be what you think you are, but what you think, you are!
Change Your Inner Attitudes of Mind
The most rapid and positive changes in your personality and your sales results come about when you change your thinking about yourself and your possibilities. When you reprogram your subconscious mind so you feel a sense of unshakable optimism and self-confidence, every part of your life begins improving immediately. As William James of Harvard wrote in 1905, “The greatest revolution of my generation is the discovery that individuals, by changing their inner attitudes of mind, can change the outer aspects of their lives.”
Expect The Best
The very best salespeople have an attitude of calm, confident, positive self-expectation. They feel good about themselves and they have absolute faith that everything they are doing is contributing toward their inevitable success. They are cool, relaxed, happy and cheerful about their lives and their careers. They know, deep in their hearts, that they are good at what they do, and their customers know it as well. Often, their customers decide to buy from them even before they've made a sales presentation or described their product or service. They are the champions, or superstars, of selling everywhere, and you can be one of them by developing the same attitudes and attributes that they have.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, resolve today to develop and cultivate an attitude of calm, confident, positive expectations towards yourself, your customers and your career. Expect the best!
Second, take complete control of your thinking and concentrate on the solution rather than the problem. Look for the good in every situation. Be positive and cheerful, no matter what happens.
Enjoy, learn and weigh in with your comments.
Attitude Versus Aptitude By Brian Tracy Apr 1, 2004, 10:51
Use The 80/20 Rule
The 80/20 rule is as applicable to individual salespeople as it is to a large sales force. Fully eighty percent of your success as a salesperson will be determined by your attitude and only twenty percent by your aptitude. Some people feel that attitude is ninety percent of success in all human endeavors involving other people, but we can quite comfortably use eighty percent as a figure for the purposes of this book.
Develop A Positive Attitude
A positive mental attitude, or a constructive and optimistic way of looking at yourself and your work, goes hand in hand with sales success in every field and in every market. The development of this unshakable attitude of cheerfulness and enthusiasm is your springboard to greatness as a salesperson, no matter what is going on around you.
Learn Your Product Well
The twenty percent of sales effectiveness that comes from product knowledge and professional selling skills is terribly important as well. It is only when you are thoroughly knowledgeable about what you are selling and thoroughly skillful in your ability to present it effectively that you develop the calmness and confidence upon which a positive mental attitude depends.
Upgrade The Quality of Your Thinking
The quality of your thinking determines the quality of your life. If you improve the quality of your thinking, in any area, you improve the quality of your life in that area. By using your mind, your ability to think, you become a creator of circumstances rather than a creature of circumstances. You move from being powerless to being powerful. You determine everything that happens to you by the way you think about it, in advance. You may not be what you think you are, but what you think, you are!
Change Your Inner Attitudes of Mind
The most rapid and positive changes in your personality and your sales results come about when you change your thinking about yourself and your possibilities. When you reprogram your subconscious mind so you feel a sense of unshakable optimism and self-confidence, every part of your life begins improving immediately. As William James of Harvard wrote in 1905, “The greatest revolution of my generation is the discovery that individuals, by changing their inner attitudes of mind, can change the outer aspects of their lives.”
Expect The Best
The very best salespeople have an attitude of calm, confident, positive self-expectation. They feel good about themselves and they have absolute faith that everything they are doing is contributing toward their inevitable success. They are cool, relaxed, happy and cheerful about their lives and their careers. They know, deep in their hearts, that they are good at what they do, and their customers know it as well. Often, their customers decide to buy from them even before they've made a sales presentation or described their product or service. They are the champions, or superstars, of selling everywhere, and you can be one of them by developing the same attitudes and attributes that they have.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, resolve today to develop and cultivate an attitude of calm, confident, positive expectations towards yourself, your customers and your career. Expect the best!
Second, take complete control of your thinking and concentrate on the solution rather than the problem. Look for the good in every situation. Be positive and cheerful, no matter what happens.
Monday, September 1, 2008
Don't (Cold) Call it a Comeback...
"It's been a long time
I shouldn't left you
Without a dope line to step to
Think of how many weak shows you slept through
Times up I'm sorry I kept you..." -Rakim
This was/ is one of my favorite flows of all time from probably one of the greatest rappers of all time, Rakim- of Eric B. & Rakim (just my opinion before you throw the rocks at me)
Of course, I am dating myself here because Eric B. & Rakim goes back to the 80's... and I was in my teens for most of them. At any rate, I felt like this would be a good announcement of my "comeback" after such a long (more than a month) hiatus.
In many ways, I feel like a rapper from the 80's... I am spittin' knowledge but very few are listening because I'm not mainstream. (YET)
Cold Callin' is what I do
Dont call me
I call you... and something like that if I had any rappin skillzzz!
The whole idea here is that I enjoy connecting with people and sharing my experiences (and products/ services when appropriate) with people and finding out about their experiences (and critical issues when appropriate) and most of the time I do so over the phone. (unless I am emailing or IM'ing or meeting face to face or networking through Linkedin, Plaxo, Ning, Facebook and a host of others)
So tell me about your cold calling experiences (for or against or both) and let me know why you love it or hate it and how you feel the world might be a better place (the sales world that is) with or without it and why. (...always why, why, why)
"Thinking of a master plan
This aint nothin by sweat inside my hand
So I dig into my pocket all my money spent
So I dig deeper but still comin up with lent
So I start my mission..." -Rakim
Hi, this is Ed Williams with (fill in the blank)
Did I catch you at a good time?
I shouldn't left you
Without a dope line to step to
Think of how many weak shows you slept through
Times up I'm sorry I kept you..." -Rakim
This was/ is one of my favorite flows of all time from probably one of the greatest rappers of all time, Rakim- of Eric B. & Rakim (just my opinion before you throw the rocks at me)
Of course, I am dating myself here because Eric B. & Rakim goes back to the 80's... and I was in my teens for most of them. At any rate, I felt like this would be a good announcement of my "comeback" after such a long (more than a month) hiatus.
In many ways, I feel like a rapper from the 80's... I am spittin' knowledge but very few are listening because I'm not mainstream. (YET)
Cold Callin' is what I do
Dont call me
I call you... and something like that if I had any rappin skillzzz!
The whole idea here is that I enjoy connecting with people and sharing my experiences (and products/ services when appropriate) with people and finding out about their experiences (and critical issues when appropriate) and most of the time I do so over the phone. (unless I am emailing or IM'ing or meeting face to face or networking through Linkedin, Plaxo, Ning, Facebook and a host of others)
So tell me about your cold calling experiences (for or against or both) and let me know why you love it or hate it and how you feel the world might be a better place (the sales world that is) with or without it and why. (...always why, why, why)
"Thinking of a master plan
This aint nothin by sweat inside my hand
So I dig into my pocket all my money spent
So I dig deeper but still comin up with lent
So I start my mission..." -Rakim
Hi, this is Ed Williams with (fill in the blank)
Did I catch you at a good time?
Wednesday, July 23, 2008
Man, Cold Calling Sucks... or I have a Vacuum for an Attitude!
Today is "Hump Day" and my energy level is real low... I made it into the office about 2 hours late. Our sales meeting (cancelled on Tuesday) was conducted rather impromptuilly (look what I am doing with my vocabulary Mom) this morning... in my absence. I got an email midway through the meeting- Subject line: sales meeting is happening. Body: (fyi)
With all my might I mustered, "I didnt know" for a response. So that is how it is going to be today...
You never know who will be sent to you in your time of need and today Sheetal Holaeyvar wins the award for "Best Supporting Person who made me feel better even though I was working with a Kirby Industrial Strength attitude... and probably other stuff".
Here is the note she dropped me this morning-
"Hi Ed, How are you doing? Just thought of catching up since it has been a long time we exchanged mails. I am also waiting to see some new blogs!!! :)"
Cheers, Sheethal
Someone is always watching, listening and waiting for your voice and if You allow Your attitude to prevent You from sharing it then You may miss a chance to impact a life.
Sheetal did not pass up the chance to impact a life today.
Who has impacted your life recently and what are you doing to impact others?
Cold calling is a medium I use to reach people and create business interactions but it is also a sort of personal quest to spread a philosophy- People do business with People because People do life with People.
That came from somewhere deep... maybe a book I read or something but it is how I feel so replace the title topic with your own words ("Cold Calling Sucks") and then reverse it, flip it and don't go back. "Have to go forward to go back, better press on." -Willy Wonka
With all my might I mustered, "I didnt know" for a response. So that is how it is going to be today...
You never know who will be sent to you in your time of need and today Sheetal Holaeyvar wins the award for "Best Supporting Person who made me feel better even though I was working with a Kirby Industrial Strength attitude... and probably other stuff".
Here is the note she dropped me this morning-
"Hi Ed, How are you doing? Just thought of catching up since it has been a long time we exchanged mails. I am also waiting to see some new blogs!!! :)"
Cheers, Sheethal
Someone is always watching, listening and waiting for your voice and if You allow Your attitude to prevent You from sharing it then You may miss a chance to impact a life.
Sheetal did not pass up the chance to impact a life today.
Who has impacted your life recently and what are you doing to impact others?
Cold calling is a medium I use to reach people and create business interactions but it is also a sort of personal quest to spread a philosophy- People do business with People because People do life with People.
That came from somewhere deep... maybe a book I read or something but it is how I feel so replace the title topic with your own words ("Cold Calling Sucks") and then reverse it, flip it and don't go back. "Have to go forward to go back, better press on." -Willy Wonka
Monday, June 23, 2008
Intro Prospecting Script
Another Linkedin Q&A response regarding cold calling intro scripts. Enjoy and I am still waiting for your opinions.
Cold Calling Experts...This One's For YOU!
I haven't "cold-called" since college, but I believe in my new initiative so much that I am calling around to Business Owners, Company Presidents and CEOs to tell them about it! Here's the outline for my script:
- Intro that gets their attention.
- Time commitment (Not even sure we should be talking...Got 30 seconds?)
- 30,000 foot overview of the benefits of what I am offering
- Testimonial as to what this can do for them
- This is not right for everyone, nor is everyone who wants to participate going to be invited.
- Invitation to go to the next step Results thus far are good, but I am looking to Emeralize this and "Kick It Up A Notch - - BAM!!!".
Let me hear from you if you've got experience with successful cold calling (Please no "If the planets line up just right and you hop on one foot and..."!!!).
Here is my intro:
Hi, This is Ed with Company A, did I catch you at a good time?
Yes--> Cool, if you have a minute for something like this then I'll take less...
No--> Cool, we are not familiar so would it make sense to put some info in your hands to give you a context when we talk again?
Yes--> What's your email and by the way, Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I know the timing isnt right now but if you could think about what hurts in this area it would give me something to shoot at.
(To first Yes) Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I want to respect your time and be brief so could you tell me a bit about... (qualifying questions)
If the prospect is answering questions then you have accomplished your task successfully because your objective for the cold call should be to qualify interest in... or out.
Your time is more valuable than theirs on the front end because you are spending it (not making money in most cases) calling so do not let anyone waste it. There is a strong confidence you must have in undertaking any cold calling effort (that you want to end successfully) so strap up when you pick up the phone.
As a parting note, there are 4 C's to effective cold calling:
Consistency
Competency
Confidence
Commitment
One leads to the other but they all work together to build successful habits in this (or any) area of expertise.
Cold Calling Experts...This One's For YOU!
I haven't "cold-called" since college, but I believe in my new initiative so much that I am calling around to Business Owners, Company Presidents and CEOs to tell them about it! Here's the outline for my script:
- Intro that gets their attention.
- Time commitment (Not even sure we should be talking...Got 30 seconds?)
- 30,000 foot overview of the benefits of what I am offering
- Testimonial as to what this can do for them
- This is not right for everyone, nor is everyone who wants to participate going to be invited.
- Invitation to go to the next step Results thus far are good, but I am looking to Emeralize this and "Kick It Up A Notch - - BAM!!!".
Let me hear from you if you've got experience with successful cold calling (Please no "If the planets line up just right and you hop on one foot and..."!!!).
Here is my intro:
Hi, This is Ed with Company A, did I catch you at a good time?
Yes--> Cool, if you have a minute for something like this then I'll take less...
No--> Cool, we are not familiar so would it make sense to put some info in your hands to give you a context when we talk again?
Yes--> What's your email and by the way, Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I know the timing isnt right now but if you could think about what hurts in this area it would give me something to shoot at.
(To first Yes) Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I want to respect your time and be brief so could you tell me a bit about... (qualifying questions)
If the prospect is answering questions then you have accomplished your task successfully because your objective for the cold call should be to qualify interest in... or out.
Your time is more valuable than theirs on the front end because you are spending it (not making money in most cases) calling so do not let anyone waste it. There is a strong confidence you must have in undertaking any cold calling effort (that you want to end successfully) so strap up when you pick up the phone.
As a parting note, there are 4 C's to effective cold calling:
Consistency
Competency
Confidence
Commitment
One leads to the other but they all work together to build successful habits in this (or any) area of expertise.
Does a dog bite?
I do not even think I have to queue this one up...
Do you cold call?
Everyone I've spoken to either loves or hates cold calling. It seems that no one is on the fence. So if you cold call, why do you do it? What types of results do you get? What do you say? Where do you find your list? If you don't cold call, why not? Have you tried it and gotten poor results? What do you do instead?
Great question and I hope you are seeking insights as a preface to a cold calling effort of your own. If not, that's cool too... Anyway, I cold call because I love to do so! I guess I should preface this by asking whether you are speaking of cold calling over the phone or canvassing? (door to door) I have done both successfully over the years but will stick to what is probably the traditional denotation- over the phone cold calling.
I always produce great results through my efforts because of the aforementioned "why" and I think that is the lynchpin in any successful endeavor- The Passion one brings to the endeavor. If a person hates something it is impossible to derive satisfaction from it because our intellects and emotions will not allow it. In most cases, the level of satisfaction or reward will drive the level of success. (Maslow's hierarchy of needs for organizational behavior)
I say anything that comes to mind... seriously, I utilize scripts that I've developed over time through trial/ error, (mostly error) expert insights and recommendations of others and stuff I get from the culmination of every book I have read on interacting with people and communcation.
Lists are a dime a dozen and can be found all over the internet. You can create you own list from address books, past contacts, personal networking, etc. You can buy lists from the likes of InfoUSA and Dun & Bradstreet. (Harris and Hoovers too) You can subscribe to services like One Source, Salesgenie, True Advantage, etc. You can use the phone book, or other print advertising directories. You can use social and professional networking sites like LinkedIn. You can use competitor websites... no one does that though. Ha ha.
All and all, if you endeavor to initiate a cold calling effort it can be rewarding, challenging, frustrating, pain staking, tedious, exciting and boring all at once. I like to think of it as preparing for a ride on the world's tallest, fastest and most looping roller coaster- going up the first hill with a blindfold. How exciting and frightening is that? Whatever you come up with have fun.
Do you cold call?
Everyone I've spoken to either loves or hates cold calling. It seems that no one is on the fence. So if you cold call, why do you do it? What types of results do you get? What do you say? Where do you find your list? If you don't cold call, why not? Have you tried it and gotten poor results? What do you do instead?
Great question and I hope you are seeking insights as a preface to a cold calling effort of your own. If not, that's cool too... Anyway, I cold call because I love to do so! I guess I should preface this by asking whether you are speaking of cold calling over the phone or canvassing? (door to door) I have done both successfully over the years but will stick to what is probably the traditional denotation- over the phone cold calling.
I always produce great results through my efforts because of the aforementioned "why" and I think that is the lynchpin in any successful endeavor- The Passion one brings to the endeavor. If a person hates something it is impossible to derive satisfaction from it because our intellects and emotions will not allow it. In most cases, the level of satisfaction or reward will drive the level of success. (Maslow's hierarchy of needs for organizational behavior)
I say anything that comes to mind... seriously, I utilize scripts that I've developed over time through trial/ error, (mostly error) expert insights and recommendations of others and stuff I get from the culmination of every book I have read on interacting with people and communcation.
Lists are a dime a dozen and can be found all over the internet. You can create you own list from address books, past contacts, personal networking, etc. You can buy lists from the likes of InfoUSA and Dun & Bradstreet. (Harris and Hoovers too) You can subscribe to services like One Source, Salesgenie, True Advantage, etc. You can use the phone book, or other print advertising directories. You can use social and professional networking sites like LinkedIn. You can use competitor websites... no one does that though. Ha ha.
All and all, if you endeavor to initiate a cold calling effort it can be rewarding, challenging, frustrating, pain staking, tedious, exciting and boring all at once. I like to think of it as preparing for a ride on the world's tallest, fastest and most looping roller coaster- going up the first hill with a blindfold. How exciting and frightening is that? Whatever you come up with have fun.
Show me the money... $1,000,000
I really love this question because it is for those high minded sales professionals who wish to distinguish themselves from their peers and shoot for the stars. (The $1,000,000 stars) I was recently an RFI response away from the threshold of such a deal but alas, it wasn't to be so I thought I would answer this Linkedin Q&A response instead. Enjoy and weigh in anytime.
What are vital skills needed to generate and close a technology sales deal worth a million?
Please provide the important skills to develop and deploy for reaching targets.
I would have to say that one of the primary skills required to generate and close a million dollar deal be Persistence.
Persistence to find the appropriate decision makers and influencers through the sea of... others.
Persistence to continue asking questions until you find the real critical issue hidden within... everything else.
Persistence to follow-up time and time again (in a polite and courteous manner) when it seems like your prospect... has gone away.
Persistence to advocate on behalf of your prospect when your boss (or sales manager) says your wasting your time with this deal that will never close.
Persistence to stay on top of your operations, engineering and/ or development team who may not understand the magnitude of the opportunity.
Persistence to go back to the table when the prospect says your number is way off and staying with your competitor (the incumbent) might not be a bad idea.
Persistence to ask more questions to get to the bottom of the real reason your being pressed for a better number.
Persistence to personally ask for the business and help the prospect move into implementation.
Persistence to have been looking for the next million dollar deal at the same time you began looking for this one.
What are vital skills needed to generate and close a technology sales deal worth a million?
Please provide the important skills to develop and deploy for reaching targets.
I would have to say that one of the primary skills required to generate and close a million dollar deal be Persistence.
Persistence to find the appropriate decision makers and influencers through the sea of... others.
Persistence to continue asking questions until you find the real critical issue hidden within... everything else.
Persistence to follow-up time and time again (in a polite and courteous manner) when it seems like your prospect... has gone away.
Persistence to advocate on behalf of your prospect when your boss (or sales manager) says your wasting your time with this deal that will never close.
Persistence to stay on top of your operations, engineering and/ or development team who may not understand the magnitude of the opportunity.
Persistence to go back to the table when the prospect says your number is way off and staying with your competitor (the incumbent) might not be a bad idea.
Persistence to ask more questions to get to the bottom of the real reason your being pressed for a better number.
Persistence to personally ask for the business and help the prospect move into implementation.
Persistence to have been looking for the next million dollar deal at the same time you began looking for this one.
Sunday, June 22, 2008
I call all the time... I follow-up all the time.
"Yet again?" Yes, again I am snatching insights from my Linkedin Q&A responses because my creative powers are as great as those of a rock. Enjoy and weigh in at your convenience.
When you cold call, how often do you follow up?
Particularly with warm leads, how often do you call back? Is there a rule of thumb? Does it change depending on the industry and the size of the prospect. In addition to follow-up phone calls, what other types of follow-up do you use - snail mail, email, newsletters etc. Do you use multiple methods? What works best for you?
Thanks for posting such insightful questions. I have a process developed for managing prospect interactions throughtout the lead generation, cold calling and inside sales effort:
Identify
Qualify
Develop
Close
Follow-up
It acts more as a continuum than a linear cycle because you may not always run through the steps in a specific order.
In my opinion, one of the most important aspects of the continuum is Follow-up because this maintains the essential connection between the sales person and their prospect. I follow-up at every scheduled junction of an interaction once the opportunity is classified as "warm" because it maintains continuity. I might add, not to an excessive or overbearing extent but to insure that "up front contracts" (Sandler Selling System) or incremental actions are achieved to keep the process moving along smoothly.
The follow-up can take the form of email, snail mail, LinkedIn note, phone call, text message, IM and whatever comes to mind as a courteous and non obtrusive method. Most importantly, the prospect must understand your intention and expectation for the follow-up and be agreeable to the interaction. I believe that my time is equally valuable when entering into an interaction with a prospect and I will return fire (agreeably) when necessary to insure our interests align to establish mutual sincerity and expectation.
Lastly, I am a proponent of calling so my knee jerk follow-up response is typically by phone unless otherwise designated by the prospect. Ultimately, follow-up efforts will be immensely successful as long as you maintain open communication with your prospect, setting expectations... and sticking to them.
When you cold call, how often do you follow up?
Particularly with warm leads, how often do you call back? Is there a rule of thumb? Does it change depending on the industry and the size of the prospect. In addition to follow-up phone calls, what other types of follow-up do you use - snail mail, email, newsletters etc. Do you use multiple methods? What works best for you?
Thanks for posting such insightful questions. I have a process developed for managing prospect interactions throughtout the lead generation, cold calling and inside sales effort:
Identify
Qualify
Develop
Close
Follow-up
It acts more as a continuum than a linear cycle because you may not always run through the steps in a specific order.
In my opinion, one of the most important aspects of the continuum is Follow-up because this maintains the essential connection between the sales person and their prospect. I follow-up at every scheduled junction of an interaction once the opportunity is classified as "warm" because it maintains continuity. I might add, not to an excessive or overbearing extent but to insure that "up front contracts" (Sandler Selling System) or incremental actions are achieved to keep the process moving along smoothly.
The follow-up can take the form of email, snail mail, LinkedIn note, phone call, text message, IM and whatever comes to mind as a courteous and non obtrusive method. Most importantly, the prospect must understand your intention and expectation for the follow-up and be agreeable to the interaction. I believe that my time is equally valuable when entering into an interaction with a prospect and I will return fire (agreeably) when necessary to insure our interests align to establish mutual sincerity and expectation.
Lastly, I am a proponent of calling so my knee jerk follow-up response is typically by phone unless otherwise designated by the prospect. Ultimately, follow-up efforts will be immensely successful as long as you maintain open communication with your prospect, setting expectations... and sticking to them.
Where did my prospect go...
Anyone worth their salt in sales has faced the dilemna when their prospect decides to disappear and since I am worth a lot of salt (and no pepper) here goes...
Interested Leads suddenly drop off! – What are the possible causes and To what extent should we pursue the prospect?
When you generate a lead in a campaign and you receive a positive response, you start the first level of talks (Call or email) and suddenly the lead disappears! Sometimes Key Contact person is out of office doesn’t pick up your phone call, Prospect doesn’t respond to your follow-up emails. I generally try to follow-up 3-5 times either through telephone or e mail. If still there is no response I move on. Sometimes it may be that the contacted CTO/CEO are extremely busy, and do not get sufficient time to continue responding. What could be the possible reasons for suspects/prospects dropping off? To what extent should we pursue the prospect by telephone/ emails?
This is an issue that everyone who engages a sales prospect runs into sooner or later... if they stick with it that is.
There could be a number of reasons a prospect "falls off the earth" or "goes dark" but the most important aspect of this process is not what the prospect does (or why) but what the sales professional does.
Nonetheless, one of the fundamental aspects of prospecting is to maintain a consistent flow of activity between yourself and the prospect. I call this, Incremental Action. Sandler refers to it in some degree as establishing up front contracts, which enable a sales professional to maintain the continuity (and integrity) of the selling process from start to finish.
Finally, each sales professional will have a gauge of how much time to invest in this type of pursuit but I usually follow-up until I get a "no" or a "yes". Both are equally valuable to your continued success.
Interested Leads suddenly drop off! – What are the possible causes and To what extent should we pursue the prospect?
When you generate a lead in a campaign and you receive a positive response, you start the first level of talks (Call or email) and suddenly the lead disappears! Sometimes Key Contact person is out of office doesn’t pick up your phone call, Prospect doesn’t respond to your follow-up emails. I generally try to follow-up 3-5 times either through telephone or e mail. If still there is no response I move on. Sometimes it may be that the contacted CTO/CEO are extremely busy, and do not get sufficient time to continue responding. What could be the possible reasons for suspects/prospects dropping off? To what extent should we pursue the prospect by telephone/ emails?
This is an issue that everyone who engages a sales prospect runs into sooner or later... if they stick with it that is.
There could be a number of reasons a prospect "falls off the earth" or "goes dark" but the most important aspect of this process is not what the prospect does (or why) but what the sales professional does.
Nonetheless, one of the fundamental aspects of prospecting is to maintain a consistent flow of activity between yourself and the prospect. I call this, Incremental Action. Sandler refers to it in some degree as establishing up front contracts, which enable a sales professional to maintain the continuity (and integrity) of the selling process from start to finish.
Finally, each sales professional will have a gauge of how much time to invest in this type of pursuit but I usually follow-up until I get a "no" or a "yes". Both are equally valuable to your continued success.
The "Know it All" knows best...
I seem to be getting all my best material these days from Linkedin so I guess I will continue the trend with yet another response to a Linkedin Q&A. This one is regarding...
How best to deal with the know-it-all prospective client?
Today I had a discussion with a potential client (although I doubt it at this point) who was interested in some asset protection planning. He was very intelligent but had been mislead in the past about the usefulness of a particular structure. Of course this prior attorney was brilliant, and I knew if I challenged him he would take insult. I knew he would view any contradiction as a personal insult against his own intelligence. And I was right. When I informed him that his prior attorney had not really helped him very much, he was quite upset. How do you deal with the "know-it-all" client who wants to tell you how to do something, and what they are telling you is wrong????
There is a great book that can assist you with "people dealing" called, Skill With People- Les Giblin and it is a timeless classic for those interested in successful relationships and interaction with people. There is a brief (all the chapters are brief) chapter on "How to Skillfully Agree With People" that talks about mastering the Art of Being Agreeable. Without going into a lot of detail about the components of being agreeable, I will share (from the book) the "why" or reasons for being agreeable; which may help you work toward the "how".
- People like those who agree with them
- People dislike those who disagree with them
- People do not like being disagreed with.
Pretty simple stuff huh? In my mind, this is how it boils down: I want to feel important (as do we all) and when I am made to feel important I feel better about myself, my purpose and a bunch of other things. Since I know that I share this sentiment with every other person on the face of the earth it will help me deal with them because I know we are after the same things. I will go out of my way to make someone else feel important (even if they are wrong about a thing) because this is how I want to be treated. (Such as being agreeable with someone who is wrong something)
In short, I deal with a know it all person the same way I deal with someone who does not know it all. I use courtesy, discretion, diplomacy and tact to agree with them but most importantly, I listen to them and allow them to express how I might help them. If they truly want my help, they will state it to me (directly or implied) and I will confirm that they wish my assistance by asking, "We have spoken about a lot of things and I am not certain we agree on all of them, but would you really like my assistance in dealing with _________? If so, I am willing to help you as much or as little you would like. Then I shut up... (like now)
How best to deal with the know-it-all prospective client?
Today I had a discussion with a potential client (although I doubt it at this point) who was interested in some asset protection planning. He was very intelligent but had been mislead in the past about the usefulness of a particular structure. Of course this prior attorney was brilliant, and I knew if I challenged him he would take insult. I knew he would view any contradiction as a personal insult against his own intelligence. And I was right. When I informed him that his prior attorney had not really helped him very much, he was quite upset. How do you deal with the "know-it-all" client who wants to tell you how to do something, and what they are telling you is wrong????
There is a great book that can assist you with "people dealing" called, Skill With People- Les Giblin and it is a timeless classic for those interested in successful relationships and interaction with people. There is a brief (all the chapters are brief) chapter on "How to Skillfully Agree With People" that talks about mastering the Art of Being Agreeable. Without going into a lot of detail about the components of being agreeable, I will share (from the book) the "why" or reasons for being agreeable; which may help you work toward the "how".
- People like those who agree with them
- People dislike those who disagree with them
- People do not like being disagreed with.
Pretty simple stuff huh? In my mind, this is how it boils down: I want to feel important (as do we all) and when I am made to feel important I feel better about myself, my purpose and a bunch of other things. Since I know that I share this sentiment with every other person on the face of the earth it will help me deal with them because I know we are after the same things. I will go out of my way to make someone else feel important (even if they are wrong about a thing) because this is how I want to be treated. (Such as being agreeable with someone who is wrong something)
In short, I deal with a know it all person the same way I deal with someone who does not know it all. I use courtesy, discretion, diplomacy and tact to agree with them but most importantly, I listen to them and allow them to express how I might help them. If they truly want my help, they will state it to me (directly or implied) and I will confirm that they wish my assistance by asking, "We have spoken about a lot of things and I am not certain we agree on all of them, but would you really like my assistance in dealing with _________? If so, I am willing to help you as much or as little you would like. Then I shut up... (like now)
This again...
Cold calling is always getting a bad rap... shall I say the philosophy of cold calling is always in question and I think that is why the practice does not prove successful for more sales professionals. So much waffling on the whys and why nots and not enough actual cold calling. Anyway, this is yet another Linkedin Q&A response to the age old question...
Does cold calling work?
We are losing a large account, and our upper management has decided to initiate a cold-calling campaign to generate new business. We sell marketing websites B2B, and we've decided to put other marketing and sales techniques on the back burner in favor of a massive cold calling campaigns. We are a small company, so our sales and marketing departments share many of the same people. This campaign will effectively stop all marketing work until the beginning of January 2009. Our ideal clients are typically upper management and C level execs, and the idea is that we will sell the people on the bottom with our product and they will push us up to the decision makers. Are we doing the right thing to put our focus on cold calling?
Whoah! Stopping all other marketing related efforts (of which telemarketing is one- by the traditional definition of marketing) for cold calling can be tricky if it is not conducted appropriately. There are a lot of things that go into a successful cold calling effort and if you do not have some of the basics in place it can fail miserably. I would suggest working with an expert organization and contracting the effort to gain some data points and conduct some analysis while achieving results. If this is the first time the company has undertaken such a effort then I would get some help FAST. On the other hand, if your sales team is well versed in the process then you should be fine as long as clearly defined objectives are lined up with expectations, activity goals and measurement. I presume you have some level of CRM and this could be a great chance to get the most of it.
Please weigh in with your thoughts, opinions and expert advice.
Does cold calling work?
We are losing a large account, and our upper management has decided to initiate a cold-calling campaign to generate new business. We sell marketing websites B2B, and we've decided to put other marketing and sales techniques on the back burner in favor of a massive cold calling campaigns. We are a small company, so our sales and marketing departments share many of the same people. This campaign will effectively stop all marketing work until the beginning of January 2009. Our ideal clients are typically upper management and C level execs, and the idea is that we will sell the people on the bottom with our product and they will push us up to the decision makers. Are we doing the right thing to put our focus on cold calling?
Whoah! Stopping all other marketing related efforts (of which telemarketing is one- by the traditional definition of marketing) for cold calling can be tricky if it is not conducted appropriately. There are a lot of things that go into a successful cold calling effort and if you do not have some of the basics in place it can fail miserably. I would suggest working with an expert organization and contracting the effort to gain some data points and conduct some analysis while achieving results. If this is the first time the company has undertaken such a effort then I would get some help FAST. On the other hand, if your sales team is well versed in the process then you should be fine as long as clearly defined objectives are lined up with expectations, activity goals and measurement. I presume you have some level of CRM and this could be a great chance to get the most of it.
Please weigh in with your thoughts, opinions and expert advice.
Voicemail or not to voicemail... that is the question.
I recently answered a question on Linkedin regarding the responses appropriate for cold calling voicemails so enjoy and check out Linkedin if you are not already a part of the community.
What kind of cold call business voicemails, do you call back?
Wow! I am surprised at the answers to this one... Self promotion aside, I leave thousands of messages, make thousands of cold calls and get hundreds of responses to my voicemails. Not that I have any tricks or anything but I have an expectation of a return call and my message says so.
By virtue of the fact that a person is "cold calling" they should not expect a lot of "cold responding" but they should have an expectation nonetheless.
It seems to me the people take offense at voicemails, pink slip notes and the like these days under the guise of "not having enough time..." I think that people who hide behind, "I am too busy to return a voicemail" or "I am not going to do their work for them" or any of those silly answers are really saying: I am a discourteous person or I do not value building relationships or I am close minded or I started out at the top or I do not employ people who I expect to make cold calls and track their voicemail responses... and a host of other COUGH, COUGH, COUEXCUSES. Pardon me, something stuck in my throat.
The reality is that we all expect people to return our calls (whether we admit it or not) and are offended if/ when this does not occur. "Why didn't you return my call Mom?" Oops, she does not return cold call voicemails either. It is a fundamental human trait to desire acceptance and be regarded with respect and returning a call can exhibit this courtesy to another. If I call any of the "nevers", I expect a call back if it's reasonable and my inquiry is viable based upon the timing.
More reality here... since I am calling the "always" and "sometimes" as much as the "nevers" I am probably too busy to call you again as I am probably talking with the people who have returned me calls. (see first paragraph and refer to "thousands of calls...")
What kind of cold call business voicemails, do you call back?
Wow! I am surprised at the answers to this one... Self promotion aside, I leave thousands of messages, make thousands of cold calls and get hundreds of responses to my voicemails. Not that I have any tricks or anything but I have an expectation of a return call and my message says so.
By virtue of the fact that a person is "cold calling" they should not expect a lot of "cold responding" but they should have an expectation nonetheless.
It seems to me the people take offense at voicemails, pink slip notes and the like these days under the guise of "not having enough time..." I think that people who hide behind, "I am too busy to return a voicemail" or "I am not going to do their work for them" or any of those silly answers are really saying: I am a discourteous person or I do not value building relationships or I am close minded or I started out at the top or I do not employ people who I expect to make cold calls and track their voicemail responses... and a host of other COUGH, COUGH, COUEXCUSES. Pardon me, something stuck in my throat.
The reality is that we all expect people to return our calls (whether we admit it or not) and are offended if/ when this does not occur. "Why didn't you return my call Mom?" Oops, she does not return cold call voicemails either. It is a fundamental human trait to desire acceptance and be regarded with respect and returning a call can exhibit this courtesy to another. If I call any of the "nevers", I expect a call back if it's reasonable and my inquiry is viable based upon the timing.
More reality here... since I am calling the "always" and "sometimes" as much as the "nevers" I am probably too busy to call you again as I am probably talking with the people who have returned me calls. (see first paragraph and refer to "thousands of calls...")
The Force is strong with this one...
This is a response to a recent question on Linkedin ask regarding having power over the sales cycle.
Do you have power over your sales cycle(s)?
Can you have that?
Once you have... How do you sustain that power?
How do you retain the client? Please enlighten me with the steps involved.
This is an interesting question and perhaps I should not be answering it because I do not consider myself to be a "sales guru" or really a guru of anything. Hopefully, no one proclaims themselves to be a guru of anything since self promotion usually leads to egomania. Ha Ha.
Seriously, one can have power over the sales cycle if they choose but we must be careful what we classify as POWER and as AUTHORITY. This may seem like semantics but let me provide an example: A police officer has AUTHORITY to stop traffic (within jurisdiction and all those things) but the cars can continue to flow freely if they do not regard that authority. Now the police officer has POWER to stop traffic if he is sitting in a TANK in the middle of the road! (These are not my own thoughts by the way... something I was taught about power and authority)
The same is true of the sales cycle because a sales person can have authority to move things along or sustain them within the sales cycle but can be powerless if that authority is not regarded. Thus the only way one can have POWER over the sales cycle... over any selling environment is through relinquishment, acceptance and activation. Both parties in the selling process (seller and prospect/ buyer) have power at the beginning of the process because each can control their own actions and attitude toward the process. In order for the seller to achieve the ultimate power of the entire process the buyer would at some point have to relinquish their innate power, (personal actions and attutude toward the process) the seller would have to accept the offering and then activate this power. This commonly happens in negotiation. There is a lot more involved but once this occurs; the power is sustained, the client/ prospect is retained and the relationship begins...
Please weigh in with your thoughts on this topic.
Do you have power over your sales cycle(s)?
Can you have that?
Once you have... How do you sustain that power?
How do you retain the client? Please enlighten me with the steps involved.
This is an interesting question and perhaps I should not be answering it because I do not consider myself to be a "sales guru" or really a guru of anything. Hopefully, no one proclaims themselves to be a guru of anything since self promotion usually leads to egomania. Ha Ha.
Seriously, one can have power over the sales cycle if they choose but we must be careful what we classify as POWER and as AUTHORITY. This may seem like semantics but let me provide an example: A police officer has AUTHORITY to stop traffic (within jurisdiction and all those things) but the cars can continue to flow freely if they do not regard that authority. Now the police officer has POWER to stop traffic if he is sitting in a TANK in the middle of the road! (These are not my own thoughts by the way... something I was taught about power and authority)
The same is true of the sales cycle because a sales person can have authority to move things along or sustain them within the sales cycle but can be powerless if that authority is not regarded. Thus the only way one can have POWER over the sales cycle... over any selling environment is through relinquishment, acceptance and activation. Both parties in the selling process (seller and prospect/ buyer) have power at the beginning of the process because each can control their own actions and attitude toward the process. In order for the seller to achieve the ultimate power of the entire process the buyer would at some point have to relinquish their innate power, (personal actions and attutude toward the process) the seller would have to accept the offering and then activate this power. This commonly happens in negotiation. There is a lot more involved but once this occurs; the power is sustained, the client/ prospect is retained and the relationship begins...
Please weigh in with your thoughts on this topic.
Sunday, May 11, 2008
Cold Calling will never die!
I recently read an excerpt from an article regarding cold calling and just could not resist. In most cases, I weigh in on topics through LinkedIn because there is such a wealth of information and opinions and I would encourage anyone interested in networking at a high level to get involved. Here is the article excerpt and my response:
The Case Against Cold Calling (Excerpted from the January 31st, 2008 edition of Softletter) Cold calling is both a technique and a skill that's been deployed and taught for several generations. But in my opinion, it's time to put this hoary old chestnut on the brazier and roast it. Cold calling's time is over (and I'm a person who's taught it, used it, and advocated it for over 20 years). Here's why it's time to stop ringing and dinging for dollars: The mathematics are increasingly turning against cold calling. Traditionally, if you made a 100 cold calls you could count on five to ten of them eventually turning into meaningful leads (not sales, leads). Now, you're lucky if two of those calls lead anywhere. Cold calling, particularly in high technology and software, is an immediate reputation killer. Sales personnel at firms I've worked with tell me that some people they've been lucky enough to reach at software firms are often greeted with incredulity that a high tech firm would actually resort to cold calling in age of social networking, forums, communities, E-pubs and many other options. There's been a lot of talk about "iS cold calling 2.0": cold calling 2.0 is a joke. Cold calling is cold calling and it doesn't matter what fancy title you attach to it. There is one form of telesales that is still somewhat effective, but, in my opinion, it's not cold calling. If you can determine that a company is using a service you offer via an examination of their website and use posted phone numbers to call and offer your product as an alternative, I don't think that's technically cold calling. Of course, you're late to the purchasing party and your chances of persuading the customer to buy your solution are low, but it's your call how you spend your time.
Here is the truth: cold calling does not work, networking does not work, SEO does not work, none of it works.... People work. Action, attitude, expectation and belief work. In reality, anything will work if you pursue it with the right attitude, enthusiasm, expectation, belief and competency. It is all about the individual who is managing the process and making the process work.
I am a firm believer that cold calling is a highly successful method of reaching out to a prospect (hot, warm or cold) because it is a personal method of interaction. It is challenging because you have to involve yourself personally and that takes putting your ego, emotions, mentality, everything on the line. When someone says, "No", it is personal regardless of how you spin it and people with a low self image cannot take that. So we research and develop ways of connecting with one another without actually "connecting" with one another. We profile, market research, case study, and the whole bit to avoid putting our ego and emotions on the line- all in the name of automation and technological advancement. Writing used to be personal but email spamming bastardized that so what's left- the phone call. People will avoid it, say it does not work, preach against it, try to scare you out of it (do not call) and everything in between but I believe in myself. More importantly, I believe in you... and the fact that you are a person like me who sooner or later wants to TALK. So I am making the call.
The Case Against Cold Calling (Excerpted from the January 31st, 2008 edition of Softletter) Cold calling is both a technique and a skill that's been deployed and taught for several generations. But in my opinion, it's time to put this hoary old chestnut on the brazier and roast it. Cold calling's time is over (and I'm a person who's taught it, used it, and advocated it for over 20 years). Here's why it's time to stop ringing and dinging for dollars: The mathematics are increasingly turning against cold calling. Traditionally, if you made a 100 cold calls you could count on five to ten of them eventually turning into meaningful leads (not sales, leads). Now, you're lucky if two of those calls lead anywhere. Cold calling, particularly in high technology and software, is an immediate reputation killer. Sales personnel at firms I've worked with tell me that some people they've been lucky enough to reach at software firms are often greeted with incredulity that a high tech firm would actually resort to cold calling in age of social networking, forums, communities, E-pubs and many other options. There's been a lot of talk about "iS cold calling 2.0": cold calling 2.0 is a joke. Cold calling is cold calling and it doesn't matter what fancy title you attach to it. There is one form of telesales that is still somewhat effective, but, in my opinion, it's not cold calling. If you can determine that a company is using a service you offer via an examination of their website and use posted phone numbers to call and offer your product as an alternative, I don't think that's technically cold calling. Of course, you're late to the purchasing party and your chances of persuading the customer to buy your solution are low, but it's your call how you spend your time.
Here is the truth: cold calling does not work, networking does not work, SEO does not work, none of it works.... People work. Action, attitude, expectation and belief work. In reality, anything will work if you pursue it with the right attitude, enthusiasm, expectation, belief and competency. It is all about the individual who is managing the process and making the process work.
I am a firm believer that cold calling is a highly successful method of reaching out to a prospect (hot, warm or cold) because it is a personal method of interaction. It is challenging because you have to involve yourself personally and that takes putting your ego, emotions, mentality, everything on the line. When someone says, "No", it is personal regardless of how you spin it and people with a low self image cannot take that. So we research and develop ways of connecting with one another without actually "connecting" with one another. We profile, market research, case study, and the whole bit to avoid putting our ego and emotions on the line- all in the name of automation and technological advancement. Writing used to be personal but email spamming bastardized that so what's left- the phone call. People will avoid it, say it does not work, preach against it, try to scare you out of it (do not call) and everything in between but I believe in myself. More importantly, I believe in you... and the fact that you are a person like me who sooner or later wants to TALK. So I am making the call.
Wednesday, April 16, 2008
Questions for a Cold Closer
I belong to an online community called LinkedIn and every now and again I will weigh in on various questions regarding lead generation. Here are a few of the recent questions and my responses (in blue) and I encourage a visit to my website for further insights regarding the Cold Closing Attitude! www.coldclosers.com
What are some out of the box ways of generating leads?
What are some "out of the box" ways you have generated leads? Especially when it comes to Defence contractors. Please share your unconventional ways of generating leads? and generating meetings off of them
When thinking in terms of "out of the box" you almost have to visualize the scene from the Matrix where Neo quizzically looks at the "One" wannabe with the bending spoon. "Do not try to think out of the box, yet realize the truth... there is no box." What lead generation methods have produced success in the past? (for you specifically) The best place to start is to understand how you can maximize your personality, self confidence, positive mental attitude, work habits and ethics, persistence, technical competencies, business network, personal friends and associations. Who do you know in the space you are approaching? Does your product/ service and company maintain a strong brand and name recognition in your marketplace? Can you leverage it? The difference between Defense contractors and any other business person is... well, as I see it there is no difference because they are all people. Find out about them and what motivates them in regard to their business roles and you will never have challenges with lead generation.
What are some out of the box ways of generating leads?
What are some "out of the box" ways you have generated leads? Especially when it comes to Defence contractors. Please share your unconventional ways of generating leads? and generating meetings off of them
When thinking in terms of "out of the box" you almost have to visualize the scene from the Matrix where Neo quizzically looks at the "One" wannabe with the bending spoon. "Do not try to think out of the box, yet realize the truth... there is no box." What lead generation methods have produced success in the past? (for you specifically) The best place to start is to understand how you can maximize your personality, self confidence, positive mental attitude, work habits and ethics, persistence, technical competencies, business network, personal friends and associations. Who do you know in the space you are approaching? Does your product/ service and company maintain a strong brand and name recognition in your marketplace? Can you leverage it? The difference between Defense contractors and any other business person is... well, as I see it there is no difference because they are all people. Find out about them and what motivates them in regard to their business roles and you will never have challenges with lead generation.
Wednesday, December 6, 2006
A Good Attitude Towards Cold Calling Yields Results
I manage an organization that assists IT and Professional Services organizations optimize their sales organizations through lead generation and business development, www.coldclosers.com and we are consistently successful implementing and maintaining cold calling programs for our client partners.
Cold calling has been a very rewarding function of the sales process for me, and I do want to emphasize that it is an important component of the sales process. Someone has to call and qualify raw leads at some point.
Have you ever pumped water from one of those old water pumps. The old steel (or iron) pumps with the big lever on the side; usually near a well. I have, and let me say it is not easy, but back in the day; that was the only way you were going to get water on a hot day if you were out at the park or something like that. Nevertheless, childhood adventures aside- the idea was that you had to really prime the pump for a good while, exerting a lot of energy to build up the pressure necessary to get the water flowing smoothly and consistently.
This is how I see cold calling. As I mentioned, someone (at some level) has to call on raw prospects and qualify them to a certain extent. This can be achieved in a variety of ways: surveys, market intelligence gathering, contact identification, event recruitment, canvassing, etc., The goal should not be to close tons of sales, but to qualify interest at a basic level in order to determine further fit. Using this methodology creates a "Win, Win" attitude, because you are accomplishing the goal as long as you are making the calls. The trick is to keep making the calls, with the right attitude, and good sales scripting. I want to disclaim that sales scripting has to sound mechanical right up front. I simply mean the right questions and guidelines for a good conversation.
The call should always start with a Big SMILE(whether in person or on the phone) and an attitude of courtesy. Intruding on a business persons day can be offensive to some, so being courteous helps. "Did I catch you at a good time..." always works for me, and I usually get a couple minutes unless the person is really busy or is having a bad day, week, year, or life. Once I have permission to continue, I establish my identity and question the prospect regarding the company brand. (name recognition, awareness, etc.,) If we have relationships to reference that they may be familiar with I use them to establish commonality and rapport. Sets people at ease if you know someone they know. From there, it is just a matter of mentioning something compelling in the short amount of time you have that will encourage them to speak with you again. Typically, after you have shared more detailed information with them. (email fulfillment, direct mail, web links, demonstrations, events, etc.,)
I do not think there are any high level tricks, or tactics that must be employed for cold calling success; just a willingness to do it with a positive attitude- to start with.
So let's review: Start with a smile and a positive, willing attitude; add a consistent, persistent, tenacious attitude and action habit; develop a high level of sales competency; and culminate with a diverse sales & marketing program utilizing effective and efficient automation tools for sales force automation or customer relationship management. I threw in the last part because I use the insidesales.com CRM application, and it has proven to be an invaluable tool to capture, analyze, measure, and report, throughout the entire sales process. All in all, there is not one best way to approach the sales process, and cold calling can be very redundant and impractical when it is conducted ineffectively, and is not integrated with a complete sales, marketing, and business development program; so smile, have fun, and keep a good attitude. Happy Hunting!
Cold calling has been a very rewarding function of the sales process for me, and I do want to emphasize that it is an important component of the sales process. Someone has to call and qualify raw leads at some point.
Have you ever pumped water from one of those old water pumps. The old steel (or iron) pumps with the big lever on the side; usually near a well. I have, and let me say it is not easy, but back in the day; that was the only way you were going to get water on a hot day if you were out at the park or something like that. Nevertheless, childhood adventures aside- the idea was that you had to really prime the pump for a good while, exerting a lot of energy to build up the pressure necessary to get the water flowing smoothly and consistently.
This is how I see cold calling. As I mentioned, someone (at some level) has to call on raw prospects and qualify them to a certain extent. This can be achieved in a variety of ways: surveys, market intelligence gathering, contact identification, event recruitment, canvassing, etc., The goal should not be to close tons of sales, but to qualify interest at a basic level in order to determine further fit. Using this methodology creates a "Win, Win" attitude, because you are accomplishing the goal as long as you are making the calls. The trick is to keep making the calls, with the right attitude, and good sales scripting. I want to disclaim that sales scripting has to sound mechanical right up front. I simply mean the right questions and guidelines for a good conversation.
The call should always start with a Big SMILE(whether in person or on the phone) and an attitude of courtesy. Intruding on a business persons day can be offensive to some, so being courteous helps. "Did I catch you at a good time..." always works for me, and I usually get a couple minutes unless the person is really busy or is having a bad day, week, year, or life. Once I have permission to continue, I establish my identity and question the prospect regarding the company brand. (name recognition, awareness, etc.,) If we have relationships to reference that they may be familiar with I use them to establish commonality and rapport. Sets people at ease if you know someone they know. From there, it is just a matter of mentioning something compelling in the short amount of time you have that will encourage them to speak with you again. Typically, after you have shared more detailed information with them. (email fulfillment, direct mail, web links, demonstrations, events, etc.,)
I do not think there are any high level tricks, or tactics that must be employed for cold calling success; just a willingness to do it with a positive attitude- to start with.
So let's review: Start with a smile and a positive, willing attitude; add a consistent, persistent, tenacious attitude and action habit; develop a high level of sales competency; and culminate with a diverse sales & marketing program utilizing effective and efficient automation tools for sales force automation or customer relationship management. I threw in the last part because I use the insidesales.com CRM application, and it has proven to be an invaluable tool to capture, analyze, measure, and report, throughout the entire sales process. All in all, there is not one best way to approach the sales process, and cold calling can be very redundant and impractical when it is conducted ineffectively, and is not integrated with a complete sales, marketing, and business development program; so smile, have fun, and keep a good attitude. Happy Hunting!
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