20 Ways to Have A Better Approach To Your New / Prospective Clients
"Twenty Ways to Remove the Chill
There are two types of cold calls: in person and on the phone. While the in-person call affords you more influence and flexibility, the telephone is a more efficient use of your time. Here are twenty tips that work for both types of cold call.
1. Select appropriate target prospects. Don't waste your energy or the prospect's time.
2. Assess your prospects' needs before making the call.
3. Maintain control of the call by being prepared. Have your materials ready.
4. Organize your objectives: to make the appointment; to inform; to question; to talk to a certain person; to sell.
5. Have a script memorized but be able to improvise when necessary.
6. State your purpose quickly --within 15 seconds.
7. Show enthusiasm through your voice; It's contagious.
8. Develop interest-gathering opening lines.
9. Use humor and sincerity.
10. Encourage a response that determines interest level.
11. Ask questions that make prospects think.
12. Qualify them by asking pertinent questions and really paying attention to their answers.
13. Make statements that build rapport and confidence.
14. Don't lose sight of your objective no matter where the call goes.
15. Set minimum and maximum goals for each cold call.
16. Be prepared to discuss case histories which cast a positive light on you.
17. Set a realistic call objective which propels your prospect towards a decision.
18. Remain in control and take action by closing for your goal.
19. Listen thoughtfully and never rush the prospect.
20. Position against the competition by showing the advantages of working with your company instead.
Warming Up those Cold Calls
If after trying all of the above suggestions, you still dread cold calls you can make them much easier by turning them into "warm" calls. You can accomplish this by pre-calling someone other than the prospect to get information about the prospect or the prospect's company. Another easy way is to send a fax or mail request for information.
If you don't want to cold call, devise a way to make it a warm call. When you follow up after the letter or fax, it shouldn't be a brusque "Did you get my letter?" Instead try something like this: "I sent you some information on Monday about our contact management software and how it can be implemented by your inside sales force, but it's not totally self-explanatory. I'd like to schedule 10 minutes to show you how it's working in businesses similar to yours, and to explain why I believe it will enhance your productivity and communications."
Final thoughts
Cold calling is a game of attitude and numbers . . . If you see enough people and you have the right Guerrilla attitude, you have a higher probability of success. Cold calling is also an acquired skill. You acquire it by practicing and being prepared. The only way to get better at cold calling is to make more of them. Enjoy yourself. It's a game--play to win."
From:
http://www.gmarketing.com/articles/1...-of-cold-calls
( you don't need to use all 20- pick 4 or 5 that appeal to you)
"Guerilla Marketing" is using inexpensive, and perhaps unconventional marketing techniques to attract business.
The concept is from jay C. Levinson- I HIGHLY recommend his books- you can also find them used online or at used bookstores if you're on a really tight budget.
