StableSolutions
New Member
- Reaction score
- 0
Hey everybody, I see a lot of people having issues with how to go about cold-calling and such so I've put together a few tips that I have learned over the years and they work pretty well. Try em out and let me know how it goes for you.
As long as you get #1 first the rest fall into place.
(Mornings)
- You generally want to start about an 30 minutes to an hour AFTER they open. (9:30-11am) and be done before they start going to lunch.
- All employees have some sort of opening duties when they get to work, so don't interrupt those.
- Everybody hates having to wait to go to lunch, especially if its just some guy (or girl) trying to sell them something. Just don't do it... Stop an hour before lunchtime.
(Afternoons)
- Start roughly an hour AFTER lunch til an hour before closing. (1:30-4pm).
- Never go during lunch breaks, people hate being interrupted on lunch!
- People are generally happier and more receptive after they eat. Obviously this would play to your advantage.
- In most places, 5pm means quitting time and people don't want to be at work... So like the morning opening duties, don't interrupt their closing duties either and give them an hour.
- Your first call will obviously take more time than any others because of introducing yourself, short explanation, dropping off flyers etc... the next ones just drop by with some business cards or pens or something and say hi.
- Business Name (And their hours of operation)
- What time and date you visited
- Who you talked to (and their position)
- What you discussed (Be detailed, that way you have something to talk about next time)
- What is your next step (If it was your first call, next step is a followup in 2 weeks etc.)
There are a few other things I go by for personal reasons.
- Always wear a tie on sales calls, it makes you look professional and helps you look like you know what you are doing.
- Leave your bad attitude in the car!
- Ask lots of questions... Ask who they use and what they like or don't like. What can you do to help them RIGHT NOW...
- Be observant... Count the computers you see, count office doors as well so you're prepared for a next time.
- Never take your tools on a first visit. (Take a portfolio of some kind, I use http://www.thingsremembered.com/pro...o-with-FREE-Pen/pc/122/c/0/sc/2639/156943.uts Its got a few pockets for your hand-out materials and a legal pad to take notes on... Mine has my business name engraved on the front because my wife bought it for me but you can get a decent looking one for about $20 at an office supply store)
- Always say please & thank you. You never know when it might be a dealbreaker for you.
-John
Stable PC Solutions
As long as you get #1 first the rest fall into place.
#1 Charm the gatekeeper...
- What I mean here is, be nice to the receptionist or front office person. Whoever is answering the phone and saying Hi when you walk in the door is the first line of defense for this business. If you walk in and immediately ask for somebody over his/her head, you lose. Talk them up a little, make them feel comfortable so that when you give them information they don't just stuff it in the garbage can.#2 LEARN THEIR NAMES!!!!
- I don't care who you are or how powerful you think you are, if you forget somebody's name then you will look like a jackass. Write it down!!!!#3 Timing...
- There are really only a few hours every day that are really opportune for cold-calling. (Mornings)
- You generally want to start about an 30 minutes to an hour AFTER they open. (9:30-11am) and be done before they start going to lunch.
- All employees have some sort of opening duties when they get to work, so don't interrupt those.
- Everybody hates having to wait to go to lunch, especially if its just some guy (or girl) trying to sell them something. Just don't do it... Stop an hour before lunchtime.
(Afternoons)
- Start roughly an hour AFTER lunch til an hour before closing. (1:30-4pm).
- Never go during lunch breaks, people hate being interrupted on lunch!
- People are generally happier and more receptive after they eat. Obviously this would play to your advantage.
- In most places, 5pm means quitting time and people don't want to be at work... So like the morning opening duties, don't interrupt their closing duties either and give them an hour.
#4 Repetition and persistence...
- Visit the same offices every 2 weeks. If you only go to their office once a month, you're obviously not that interested in gaining their business. - Your first call will obviously take more time than any others because of introducing yourself, short explanation, dropping off flyers etc... the next ones just drop by with some business cards or pens or something and say hi.
#5 Keep notes...
- After every visit, take notes on a few things.- Business Name (And their hours of operation)
- What time and date you visited
- Who you talked to (and their position)
- What you discussed (Be detailed, that way you have something to talk about next time)
- What is your next step (If it was your first call, next step is a followup in 2 weeks etc.)
There are a few other things I go by for personal reasons.
- Always wear a tie on sales calls, it makes you look professional and helps you look like you know what you are doing.
- Leave your bad attitude in the car!
- Ask lots of questions... Ask who they use and what they like or don't like. What can you do to help them RIGHT NOW...
- Be observant... Count the computers you see, count office doors as well so you're prepared for a next time.
- Never take your tools on a first visit. (Take a portfolio of some kind, I use http://www.thingsremembered.com/pro...o-with-FREE-Pen/pc/122/c/0/sc/2639/156943.uts Its got a few pockets for your hand-out materials and a legal pad to take notes on... Mine has my business name engraved on the front because my wife bought it for me but you can get a decent looking one for about $20 at an office supply store)
- Always say please & thank you. You never know when it might be a dealbreaker for you.
-John
Stable PC Solutions
