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“The difference between great people and everyone else is that great people create their lives actively, while everyone else is created by their lives, passively waiting to see where life takes them next. The difference between the two is the difference between living fully and just existing.” |
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Michael E. Gerber |
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How To Grow Your Business Using Online Social Networks Teleseminar
December 17th |
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When I talk to people about cold calling, I always get mixed reactions. Some people say you can’t grow a business without doing it and others never make cold calls. There are successful business owners and professionals on both sides of the equation. Where are you and where should you be in this debate?
If you have all the business you need and you never cold call, then you may not have a desire or need to cold call. If you are struggling in your business and have tried everything but cold calling, it may be time to “meet the people”, “pound the pavement”, “hit the streets”, or whatever you want to call it. It’s time to move from in front of your computer and make a few cold calls.
Some people do all their cold calling by phone. What I am talking about today is doing in-person cold calling. There is something energizing about getting out and meeting the actual business owners, professionals, or whoever is in your target market. It may be difficult at first but it gets easier with time.
Here are four tips that will make your cold calling go a little smoother:
1. Know what your opening statement will be when you walk in the door. Prepare a script. Rehearse it until it no longer sounds rehearsed. Introduce yourself and in less than 30 seconds let the person know why you are there or ask to speak to the contact person if they are available. Otherwise, simply leave your contact information, and call them back later.
2. Research the business beforehand. Know what they do and whether or not you can offer something of value. Know who the contact person will be. Technology makes it so easy for us to get information. You can look up the business on your cell phone or go to a local coffee shop and look up the information on your laptop.
3. Know what you want to accomplish before going in. Realize the purpose of the in-person call is to set an appointment. You can’t expect them to drop everything to talk to you although sometimes that does happen. You are just there to schedule an appointment. Nothing more. If they agree to talk to you immediately, as sometimes happens, then be prepared to answer any questions they may have concerning your product or service. Rehearse every scenario beforehand … but do not sound rehearsed when you respond to their questions.
4. Be up and confident before walking into the sales call. Whether it’s listening to “Welcome To The Jungle” by Guns N’ Roses, listening to “The Psychology of Selling” by Brian Tracy, or listening to an inspirational message, do whatever works for you.
Cold calling does not replace your online social networking strategy, attending networking events, or anything else you may be doing to grow your business. But it will enhance what you are already doing and put you in touch with the people you are meant to serve.
In today’s economic climate, you have to do everything in your power to stay “in the flow” and to keep the momentum going if you want sustained growth in your business. Making a few cold calls may be all that is lacking to get you to the next level and to increase your bottom line.
To
Your Success,
Mike Coleman
P. O. Box 291642
Nashville, TN 37229
615-308-8078
www.mikecoleman.net
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