TC: YOU MAY HAVE TO “DOOR KNOCK”
No business owner can, in my opinion, completely avoid a “cold call” while growing a business.
Cold call reluctance is one of the biggest stumbling blocks in small business growth. Even knowing that your next sale is on the other side of a closed door does not make it any easier, nor does the fact that if you don’t make the sale you may lose your business.
There is no secret or magic wand that will take away all fear and possible rejection when making a cold sales call. There are, however, several things that can be done to increase the chances of a welcoming reception from your prospect. It all starts with you being ready!
GETTING STARTED: Make sure you have completed and memorized the following vision based business plan foundation;
- Your vision
- Your why
- Your story
- Complete product/service knowledge
- Target Market Identification & Validation
- Value proposition
The following are a few of the best suggestions that I have come across for making cold calls. Our session this Wednesday, Oct. 10, will cover a lot more of them. We still have two seats available for this small group session, so call Nick at 602-989-1592 and check availability for our 6 pm session.
- Make the purpose of the call a delivery of something that will help the business owner grow. No sales pitch.
- Direct mail three documents each week for 3 weeks then call the on the owner and introduce yourself. (Yes, the content of these mailings is critical).
- Find someone that knows your prospect, and at your meeting use the name of that person.
- Don’t make a cold call alone. A partner will help you build your courage.
- Preset appointments through such sites as LinkedIn and Alignable
- Deliver an invitation to a breakfast seminar
The preparation to take action is the first step to overcoming cold call reluctance. Your challenge today is to make 2 cold calls.
Tips & Advice by Nick Petra, CFP – Founder of BizQuack and StrategicDuck
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