Cold Calls

slumbersix · 01-16-2007, 04:54 PM

Hello!

It's been awhile since I've been here guys! I forgot how helpful this place was. Anyways, I have a question.

I just finished a job for a customer and it went well. We got to talking afterwards about marketing(he opened up a Sign Printing shop about 4 years ago) and strategies. He suggested doing cold calls to small businesses and offering to be their tech guy or a tech solution for them. I was wondering if any of you have done this and if you have a script you could share.

It seems like it could turn out very well using this strategy, I'm just not too comfortable with talking. I'd like to try it, but I'd also like to have something that I could somewhat read to feel more comfortable.

So if any of you could help out a poor, struggling business, that would be great!

VincentWong · 01-17-2007, 07:34 AM

Cold-calling can be effective but scripts tend to be ineffective. You have to understand that people have different personalities. Some buyers make decisions based on numbers and facts. Others make decisions based on emotion. A script will assume that everyone absorbs information the same way. You will turn many people off, and I personally lose interest the moment I detect that a seller is using a script.

If you are uncomfortable with talking and sales, I can assure you that this is something you can become very good at. Sales (cold-calling) can be learned and don't feel that selling is a gift that people are born with. As a start, I would recommend buying some audio books on the topic of selling. The reason I recommend audio CDs over paperback is because hearing the author "talk" is much more effective than reading his words.

Start by checking out:

Guerrilla Selling by Orvel Ray Wilson/Bill Gallagher
Any audio sales related book by Zig Zigler.

Hope this helps.

slumbersix · 01-17-2007, 10:06 AM

Quote:

Originally Posted by VincentWong

Cold-calling can be effective but scripts tend to be ineffective. You have to understand that people have different personalities. Some buyers make decisions based on numbers and facts. Others make decisions based on emotion. A script will assume that everyone absorbs information the same way. You will turn many people off, and I personally lose interest the moment I detect that a seller is using a script.

If you are uncomfortable with talking and sales, I can assure you that this is something you can become very good at. Sales (cold-calling) can be learned and don't feel that selling is a gift that people are born with. As a start, I would recommend buying some audio books on the topic of selling. The reason I recommend audio CDs over paperback is because hearing the author "talk" is much more effective than reading his words.

Start by checking out:

Guerrilla Selling by Orvel Ray Wilson/Bill Gallagher
Any audio sales related book by Zig Zigler.

Hope this helps.

Thanks for the advice... I may have to take a look at some of those that you suggested.

It wasn't exactly a word for word type script that I was looking for(I hate getting calls that people read from also). I guess the thing that I am looking for and would like to have is more of a basic outline, who to ask for, key points to make, etc... Something that can flow easy and not sound like it's being read. I think I would actually almost use it as a practice sheet to get pumped up for the call.

Once again, thank you for your advice and I will look into the audio books that you recommended!

hopper · 01-17-2007, 10:52 PM

I think what you are looking for is already inside you! Before you can sell effectively, you must completely understand what you are selling and why this would benefit your customer.

If you do, you have a mission and a purpose. Your own instincts should take over.

I'm far from a sales expert. In fact, I really don't like small talk or pointless conversation with strangers. I even dread answering the phone (yet I do because if I don't, I'm broke.) But when it comes to communicating with my customers, I sound like a seasoned professional speaker. That is because I believe in the services I provide and I believe that the customer will benefit with savings in time, stress, and money.

As I said--the answer is within you. Create your own outline, practice if you wish, hit the pavement, and hopefully it won't take long until you've found your own unique style and groove.

I wish you success!

01-16-2007, 04:54 PM	#1 (permalink)
slumbersix Registered User Join Date: Oct 2005 Posts: 23 OS: XP Pro My System	Cold Calls Hello! It's been awhile since I've been here guys! I forgot how helpful this place was. Anyways, I have a question. I just finished a job for a customer and it went well. We got to talking afterwards about marketing(he opened up a Sign Printing shop about 4 years ago) and strategies. He suggested doing cold calls to small businesses and offering to be their tech guy or a tech solution for them. I was wondering if any of you have done this and if you have a script you could share. It seems like it could turn out very well using this strategy, I'm just not too comfortable with talking. I'd like to try it, but I'd also like to have something that I could somewhat read to feel more comfortable. So if any of you could help out a poor, struggling business, that would be great!

01-17-2007, 07:34 AM	#2 (permalink)
VincentWong Registered User Join Date: Aug 2006 Posts: 39 OS: xp	Cold-calling can be effective but scripts tend to be ineffective. You have to understand that people have different personalities. Some buyers make decisions based on numbers and facts. Others make decisions based on emotion. A script will assume that everyone absorbs information the same way. You will turn many people off, and I personally lose interest the moment I detect that a seller is using a script. If you are uncomfortable with talking and sales, I can assure you that this is something you can become very good at. Sales (cold-calling) can be learned and don't feel that selling is a gift that people are born with. As a start, I would recommend buying some audio books on the topic of selling. The reason I recommend audio CDs over paperback is because hearing the author "talk" is much more effective than reading his words. Start by checking out: Guerrilla Selling by Orvel Ray Wilson/Bill Gallagher Any audio sales related book by Zig Zigler. Hope this helps.

01-17-2007, 10:52 PM	#4 (permalink)
hopper Registered User Join Date: May 2005 Posts: 169 OS: XP / Ubuntu 6.10	I think what you are looking for is already inside you! Before you can sell effectively, you must completely understand what you are selling and why this would benefit your customer. If you do, you have a mission and a purpose. Your own instincts should take over. I'm far from a sales expert. In fact, I really don't like small talk or pointless conversation with strangers. I even dread answering the phone (yet I do because if I don't, I'm broke.) But when it comes to communicating with my customers, I sound like a seasoned professional speaker. That is because I believe in the services I provide and I believe that the customer will benefit with savings in time, stress, and money. As I said--the answer is within you. Create your own outline, practice if you wish, hit the pavement, and hopefully it won't take long until you've found your own unique style and groove. I wish you success!