i'm Kinda Busy, Can You Send Me An Email?
This thread comes by way of Barry who it seems is talking about something entirely different to the actuall thread - pssst, barry, they're talking about cold calling prospects! Muhahahahah.... :-)
Some get it, some dont...
The thread title being "i'm Kinda Busy, Can You Send Me An Email?" some in the thread really don't get it, but a few do - im not gonna pick holes in individual responses but i will give you a few pointers for making cold calls.
I spent 10 or 12 years doing fairly hardcore sales in both the financial and advertising industries on all manner of deals ranging in ticket price from $10k to $500,000 but i've also done ittty bitty ones at $1000 or less - in the latter half of those years i trained and managed sales folks - just so you know this is from experience rather than opinion...
3 Important Donts for Cold Calling
Here's 3 grade A no-no's when cold calling a prospect - complete with the right way to do it of course..
Im busy, send me an email
You've blown it, move on. This essentially translates to "your boring the shit out of me, get off my line"
Seriously, if your gonna call someone cold then you have a similar amount of time to the old page load thing - you gotta get their attention and their interest in the first 20secs or you're dead in the water. If the guy tells you to send an email, you are being told to fuck right off - and in 99.99% of cases, the last thing on earth he wants is for you to send him an email.
Give my secretary the details
Pitching the secretary was a punishable crime in some of the places i worked - if i caught my boys and girls doing it they'd be out on their ear, simple as that. There is no bigger waste of everybody's time. Newbie sales folks will often rather pitch the secretary than the person with they should be talking to because it's much easier! and the seccy will listen patiently while they rattle off their spiel.
So, you spend half an hour singing like a canary about the virtues of your firm and what you can do for company xyz - here's how the conversation goes the next time you call:
You: "hi, it's so and so, did you give the details to mr X?"
Seccy: "sure, lemme just go see if he's interested"
Seccy: "Mr X, there's a guy on the phone selling search engine stuff do you want to talk to him?"
Mr X: "No, tell him we're not interested"
Seccy: "Mr X says that after giving it due consideration and weighing up the pros and cons he's decided to go right ahead and decline your kind offer but do feel free to call us again in the future as we're always interested in hearing about great new services"
Really, think about it. Unless you're talking to someone with the power to make a decision - a real decision, not to suggest it to someone else you are wasting everybodies time - and should probably be shot.
Don't talk about your company!
Remember, you got 20secs or less. Starting out with "Hi, im john from Acme Inc and we specialize in..." is a waste of time - you'll be told to send an email. It would take some time actually doing it to tell you what would work for me, and i've no plans on selling SEM but it's individual for everyone anyway - you need to grab attention and interest in a way that fits your personality.
Talk about his company ok? He's interested in what his company does and how you can make that better - in that order....
Ok, enough waffling...
That's enough for now. I'd be interested to know how you guys handle both making and taking cold calls, drop a few notes in the comments to add to this eh?