You need to be positive, positive, positive. I can't say this enough.
Always smile when you talk to people on the phone. It will carry
through in your voice and get people to listen to your sales pitch.
Step2
Visit your local Chamber of Commerce meetings. In fact, the last one I attended there was a salesman there from Time Warner trying to sell
Air Time.
Step3
Always tell your prospective customer how it will help them. We all know what it will do for your company if you make the sale but the customer needs to know how it will help them.
Step4
One other note, I have over 30 years of customer service experience and at one point in my life did experiment with making cold calls. It can be a very frustrating experience. From it I learned that you have to identify with people. I am a writer for ERMP TV and when I approach people for interviews I tell them the benefits that they will receive.
More web traffic, more advertising etc. When you make cold calls it is good to know about the person or their profession before making the call. This makes your call more personal. Your customer is more apt to listen to you.
Step5
I hope this helps you out! Write to me if you have any other questions.
on 8/29/2008
The bottom line of the previous comment should say that
you need to network with people at Chamber of Commerce events to find people that need advertising help.
Organizations that teach kids, Karate for example, need to advertise a lot because kids come and go from the program. I hope these ideas help you out!
As far as pricing is concerned, be slightly lower than your competition. Doctors and Lawyers do this all the time. The smart ones charge a touch less than their neighboring doctor or lawyer. I know a lawyer that
resides in the same building as several other lawyers and does the same work. You wall down the hall in the building to get a quote from a lawyer and you get quoted one price and then you wall down the hall the other way and get quoted a different price. You know who gets the business? The lawyer with the lower price.
When I use to do cold calling I did some research. I went to my County Records office and analyzed maps where higher income people resided. You could probably
do this online now. I checked phone books to see what businesses were in the area and then started making calls.
You need to network with people at Chamber of Commerce events to fin
on 8/27/2008
Thank you for the advice I too work in sales and these are all tactics I currently put to use. Could you be a bit more indepth about pricing and pin-pointing the demographic that matches the potential clients? G'Kno
TV Air Time
Enthusiast
Comments
lionimage2 said
on 8/29/2008 The bottom line of the previous comment should say that
you need to network with people at Chamber of Commerce events to find people that need advertising help.
Organizations that teach kids, Karate for example, need to advertise a lot because kids come and go from the program. I hope these ideas help you out!
lionimage2 said
on 8/29/2008 gkno,
As far as pricing is concerned, be slightly lower than your competition. Doctors and Lawyers do this all the time. The smart ones charge a touch less than their neighboring doctor or lawyer. I know a lawyer that
resides in the same building as several other lawyers and does the same work. You wall down the hall in the building to get a quote from a lawyer and you get quoted one price and then you wall down the hall the other way and get quoted a different price. You know who gets the business? The lawyer with the lower price.
When I use to do cold calling I did some research. I went to my County Records office and analyzed maps where higher income people resided. You could probably
do this online now. I checked phone books to see what businesses were in the area and then started making calls.
You need to network with people at Chamber of Commerce events to fin
gkno said
on 8/27/2008 Thank you for the advice I too work in sales and these are all tactics I currently put to use. Could you be a bit more indepth about pricing and pin-pointing the demographic that matches the potential clients? G'Kno
chava812 said
on 8/25/2008 Good ideas! Thanks for sharing them!