Cold Calling

[Emroy]

I've just started to wind down my cold calling for the year (I'm still operating basically all my printing services over Christmas, but not many people seem to be buying) So I thought it might be a good idea to discuss my tactics and have some input.

First of all, I don't read off scripts, I have a brief outline I follow but the words I chop and change to fit into the scenario. But below is basically what I follow.

Receptionist: "So and So law firm, my name is Michelle how can I help you?"

Me: "Morning Michelle, My name is Jake I'm calling from a company called Emroy Print and Design, I was wondering if you could help me out for a moment"

Receptionist: "Sure, no problem"

Me: "Basically, I'm a print manager and supply a wide range of printed material at incredibly affordable prices. Sometime up to 30% below the market rate."

Me: "I'd love to do all of your law firms printing, who would be the best person to talk to"?

Receptionist: "Andrew would be the one, I'll transfer you through now"

Me: ""Hi Andrew, My name is Jake I'm calling from a company called Emroy Print and Design. I was just talking to Michelle about your printing requirements."

Andrew: Rabble rable

Me: "As a law firm I'm sure you churn through few letterheads, with compliment slips and the like. I'm uniquely positioned to supply incredibly high quality products at an affordable rate, normally at below the retail market. This could amount to some great savings for you"

Andrew: "Oh, is that so"?

Me: "I'll be around your area on Tuesday, Would you be free to have a chat about is, say at 11am. Shouldn't take long, only around 5-10 minutes."

Andrew: "Sure, no problem!"

Me: "See you then!"

I tend to have a pretty good response rate when I call .. I try to do the following ...

• I always try to get the customer to talk as much as possible.
• I listne, and mould what I say around what the customer has just said.
• I try to be brief and to the point.
• I never try to make the "sale" on the first call, just establish a relationship and make an appointment to have a chat. By phone or in person.

What are you thoughts? Do you have any good experiences / methods you want to share?

Originally Posted by Emroy

Receptionist: "Andrew would be the one, I'll transfer you through now"

What happens when she says, "we're not interested"... or "we do our own printing"?

[Emroy]

What? No one would ever do that!

haha, no it does happen ... I just wanted to illustrate how the calls that I record and monitor (Which are the good ones) go =)

[Adam Randall]

Its amazing, when I go out to social occasions, everyone has had a recent drama with their computers, servers or a run in with a socially challenged technician.

When I cold call or go on sales appointments. Most people have not had a problem with a computer since the early 80s & every IT person they have working for them walk around with halo's and smell faintly of strawberries.

Perhaps its just a coincidence........

[LeelaCosgrove]

Originally Posted by Adam Randall

Its amazing, when I go out to social occasions, everyone has had a recent drama with their computers, servers or a run in with a socially challenged technician.

When I cold call or go on sales appointments. Most people have not had a problem with a computer since the early 80s & every IT person they have working for them walk around with halo's and smell faintly of strawberries.

Perhaps its just a coincidence........

It's no coincidence ...

I'd put $5,000 on it being your script - not enough questions, not enough value building / matching.

No one wants to buy. But they do want their problems solved. Problem is, if they tweak to what you're selling before you establish the value, they'll bold face LIE to you to avoid buying.

People are funny like that - but that's sales for you!

[THE SALES WARLORD]

What is it with the whole "don't try to make a sale on the first call" thing I hear so much on this site?

I don't understand it?

[Emroy]

What is it with the whole "don't try to make a sale on the first call" thing I hear so much on this site?

It's probably because if your trying to make the sale on the first call, you haven't spent enough time getting to know the customer and understanding their needs.

My industry might be different, printing isn't normally an impulse buy (There was a few times though, which was good ) Mostly you just need to stick in a customers mind so when they need a new set of business cards 2-3 weeks or months down the track, they will think of you.

Jake

[THE SALES WARLORD]

I hear what you are saying and it's nothing I don't hear daily.

I often get this and it peeves me so please be aware it isn't you, it's what you are saying;

1. So before I begin I want to qualify that this "no selling on the first call" thing is a MAJOR bugbear of mine because its just not true - I know it has been for you - but that does NOT mean it can't be done, and I would hate for the impressionable on this site to think that it is universally trueand thus be limited which is the only reason it annoys me, but at the same time its something I can show you how to put behind you forever if you want to know how.
2. I want to qualify that I work in sales as a professional sales mentor and this sort of thing is really commonplace so I guess I may come off as slightly frustrated sometimes around this sort of post again it isn't you, but what you are saying is fraught with symptoms that can be cured - just because you haven't discovered the remedy doesn't mean it can't be done...
3. I want you to know that in the business of marketing, and sales the most common objection we get from people who don't want to try something that pushes them outside their comfort zone is "my business is different" so when you say that, I feel moved to help, because when you pass from that place to the next your cashflow will massively expand.

Do you want an honest opinion and some real answers, or are you happy to take the blue pill and go back to business as you know it?

I don't want to chew your ear if you are happy closing less sales and taking longer to do it

[Emroy]

lol, I'm not sure if that post was targetted at me or Adam, but if it was targeted at me I think your a little off the mark.

I'm not entirely unhappy with the selling process over the phone, but I'm always open to new and interested ideas on how I can spruce things up a little. Thus the reason I opened this topic... to see if there are any other good ideas floating around there.

[THE SALES WARLORD]

I humbly retract my rant.

Upon re reading it was uncalled for and I had the wrong end of the stick. I apologise.

Please feel free to give me some curry!