|
interest
in what you are pitching.
Use Networks
Complete cold
calling is best avoided. Use your network of clients, contacts
and business associates to get referrals. You may use public databases,
websites, journals and publications when it is not possible to
get a referral or a contact.
Be
Courteous to Gatekeepers
A name and
title usually can get you started. You must cautious that company
receptionists are not receptive to a stranger unless you are looking
for a specific, named person. You must also be prepared for receptionists
who might not understand the purpose of your call, your objectives,
or to whom should you be referred. You must at all times remain
courteous and civil to these gatekeepers, as they can become your
greatest asset in gaining access to your contact.
Voice
Mails
US Businesses
tend to rely heavily on voice mails and are often a hindrance
to doing business. US business people are frequently at meetings,
conferences, seminars, training programs, company events and trips
abroad. Calendars are often scheduled full four or six weeks in
advance. Leave a voice mail prior to the meeting if needed.
Tips
for Cold Calling
- People
tend to like to speak and meet with counterparts, i.e.
Presidents like to speak to presidents, like wise for
Directors and Managers.
- Don't
insist on a meeting right away. Just because someone is
willing to talk with you on the phone for five minutes
doesn't mean he or she is ready to commit to a face-to-face
meeting.
- People
don't want to invest in a meeting unless they're pretty
sure they're going to do business with you.
- Use
your elevator speech when leaving voice mails to encourage
your contact to return your call.
- Try
calling at odd hours such as early mornings, lunchtime
or weekends.
- Find
the best time to call. Usually a good rapport with the
personal assistant helps as they do know the best time
to call.
- Persistence
in efforts pays off.
- Do
not expect to call a person first thing in the morning
and setup a meeting on the same day.
|
|
