Much like Mark Twains demise, reports of the end of cold calling are much exaggerated. Email, interactive web sites and social networks are all powerful tools, but ultimately business is about relationships, and a live voice is the second best thing to a personal meeting for getting an agreement to start a dialog.
Preparing For Opportunities
Theres still no second chance for a first impression, and only good ones really count towards something. This is particularly true with cold calling, whether it be really cold calling, warm calling, or any other euphemism for using a phone to interrupt a stranger while they are busy working on something.
Cold Calling Components
Cold calling has three major components. The first component is an in-depth knowledge of a product or service being offered to someone else. The second component is a reasonably informed notion that the product or service has some value to the person being called.
The third component, which is the focus of this article, is the presentation of the call itself, the mechanics of the production of that first impression.
Article Outline And Organization
This quick and to the point article has three main sections that can be read or reviewed in any order, followed by reference material that you'll find to be useful for a successful campaign. - Equipment The gear that youll need to make a good first impression
- Preparation The steps and checks you can do to make sure everythings in working order when starting a calling session
- Show Time Things to note while youre calling
- Resources And References Links to and background on related topics and items of interest
- Appendix A A checklist for selecting equipment and setting up your calling environment
- Appendix B A sample CallSheet used to track your calls and their results. Use as is or modify it to meet your particular requirements
- Appendix C A sample TrackSheet to record summary calling results for a reviewable history. This too you can use as is or modify
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