Cold Call/Approach Success
Ifve found much success with my system and wanted to share it with you.
First, Ifm sure like me, you too have received cold calls from direct sales/multi-marketing representatives. Several of their strong-arm, way too friendly tactics take me by surprise, and in some cases actually frighten me, especially when they ask to meet with me immediately! I donft know these people, and they, by no means, have even made the effort to get to know me!
Additionally, how about those who promise you an automatic six-figure income if you join their business, and how easy it is! When this is uttered in the first cold call to me, I am highly suspicious and tend to turn them off immediately, and may even hang up, as I find this claim downright ludicrous. Ifm not saying it canft be achieved - but to make this claim of income, no matter what the business opportunity, to everyone you speak with, especially in your first contact, I think is highly unethical. Income in this business is dependent on the individual, and those six-figure incomes can only be achieved through each personfs own desire and hard work; however, this is rarely explained. So, to me, if the caller assumes they can tell everyone this, they are being deceptive.
Anyway, I hope you find the following useful:
Before you call, or approach a potential customer or business lead, consider your audience. Present yourself genuinely. Be more concerned about who you are speaking with than what YOU want out of the contact. Speak professionally and in a normal tone of voice, but with a smile on your face. (A smile can be heard.) Do not come across ±fake½ or over-friendly; after all, you do NOT know this person and they do NOT know you. They are not your best friend simply because you called them. I call my approach ±smooth professionalism.½ Make the call so pleasant, that when the person hangs up they will think, 8that person is a true professional, interested in me, and I want to do business with them.f
During the initial call/contact, do not try to cram everything about your business in that one contact, and certainly not as the first thing out of your mouth. Take time to get to know your prospective customer and/or lead. However, do not get too personal or frighten the individual - you are a stranger to them. You are simply making an initial contact, introducing yourself and making them aware you have a product/service which might benefit them. Remember, the emphasis of this initial contact is more about them and less about you.
The next thing Ifm going to say may surprise or shock some of you, but Ifve found it works. While I will mention and may briefly discuss my company and its product line, I donft always start my real sales pitch during this first contact. Now, should the opportunity present itself during that initial call, I may go into a little more detail, but I donft bombard them with facts, the total line, prices, shipping, links, etc., or my opportunity. It most likely will take more than one call before I will go into any specificity regarding my true intentions with the prospect.
I can hear many of you now saying, ±What?½ However, I believe youfll find the extra time you invest in your initial contact will be well worth it, as you will not experience the immediate turn-off or hang-ups.
Further, when you do make your second or even third contact with your prospective customer or business lead, always discuss your business products and opportunity realistically, without overzealous hype, idealistic claims, or exaggerated earning promises. Again, do not exaggerate; simply tell the facts clearly and precisely. You can certainly be excited about your products and opportunity, but, as I said, do not offer either as the greatest in the world, brow-beat a competitors company and product, or try to be anything other than yourself.
Lastly, and as Ifve mentioned before, when making your initial call, never do anything to instill fear in your prospect, such as attempting to immediately meet with the individuals, asking for too much personal information, or just being too, too friendly. (Syrup gets too sticky!) If any of you have experienced these types of approaches, I think you know what Ifm talking about. Just remember, you are still a stranger to this prospect, remain professional, but kind.
Sales and business promotions take time. Just be yourself, be willing to invest time, reach out to others, find out what their need is, and attempt to demonstrate how you can best serve that need. The approach is both ethically and morally sound, and you will stand out from others. Itfs so simple- Taking the time to first relate to prospects will most likely earn you a valuable and repeat customer, maybe even a future member of your team ˜ if not now, maybe later.