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The fear of cold calling stands in the way of many sales people. Whether cold calling is the best way of generating leads for service businesses is debateabe but if you do not have much in your sales pipeline then it is a good place to start. One of the best ways to overcome the fear of cold calling is to get clear of your target audience and why they would be interested in talking to you
The title of this book gives the impression that this will be a book full of gimmicks so common place amongst books on cold calling. Yet nothing could be further from the truth. This is a goldmine of great advice that closely mirrors my philosophy of selling with integrity. It includes much about working with human nature and keeping the whole process simple. It clearly explains in very simple and humorous terms how many of the gimmicks that others use (including most closing techniques) are not only unnatural but also counter-productive.
Seven Steps to Cold Calling Follow-up
by Ari Galper, Founder of Unlock The Game®
Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?
In recent free teleseminar David Festenstein of TeleOpen who was talking to us about using cold calling to gain appointments with senior executives of large companies. We had a good sized audience with lots of great questions being posed.
David started off explaining why normal cold calling approaches are less effective with senior decision makers and why people who are OK with cold calling in general, shy away from calling senior decision makers.
Although cold calling may not be the most effective form of lead generation in terms of conversion rates, I would not rule out cold calling if you need to get some momentum in your business development. I have a client whom since biting the bullet and starting to make the calls has started getting loads more referrals. Weird eh?!!
He listened to the excellent free audios and videos on this site on cold calling by leading experts to learn some key strategies. We then worked out his approach and did some role playing and objection handling to help build his confidence.
I spend a lot of time with clients and like to have my telephone answered professionally. I also use a Virtual PA who keeps me organised and does the things I am not very good at! I consider them to be part of my business even though they are not on the payroll. Anyone interacting would not know the difference. They are part of the new flexible way of doing business.
Have you considered using a tele-marketing agency to generate more leads for your business?
I regularly come across business owners who have invested in tele-marketing only to be left with a large bill and nothing to show for it. I also come across business owners who swear by tele-marketing and sometimes they have been using the same agency as other business owners who have had a bad experience!
Cold Calling is probably the most feared activity is sales. Yet if approached correctly it need not be so terrifying.
In this recording I interview one of the UK's leading cold calling trainers, Andy Preston, on what it takes to achieve success from cold calling.
Andy is recognised as a leading authority on cold calling and regularly speaks on the subject to large audiences worldwide
In this recording I am interviewing David Festenstein on how to gain appointments with senior executives within large companies. David does this professionally for IT companies and is sharing his his 7 golden secrets which he has developed over many years of experience. On this recording we go into each of his 7 secrets in some detail
In this recording Ari Galper, developer of the best selling sales programme 'Unlock the Game' outlines the approach to selling which aims to build trust and respect with prospects so that you develop an open and truthful relationships rather than the normal sales chasing games between buyer and seller.
Although applicable to sales in general, the conversation centres on cold calling and Ari outlines various strategies that will help improve your confidence and results. If you want to feel more comfortable about cold calling then this is definitely one for you!