Are you comfortable to do Cold Calls? August 13, 2007
Posted by admin in : Sales , trackbackThis is one of the biggest challenges in sales. Still being a Director Sales, I do cold calls very often. During my last week visit to Malaysia; I was doing cold calls for finding a publisher for Vidya’s book and Praveen’s Book. The first day though I had not found anybody suiting to my requirement, the second day I finalized a publisher for both the book for South east Asia ( which includes Singapore , Malaysia, Taiwan , Indonesia , Vietnam and more ). So the book will be published in these countries other than India. I am sure you know his book in India is released by the #1 publisher Macmillan.
Is it difficult to do Cold calls or not. First what is meant by cold call? Cold means you have not met or known the customer, you just walk in with or without appointment. So you will have to introduce yourself first then you need to sell.
Now you will tell me, Oh!! Then it is very difficult. Though you are right, but is it a useful belief to carry. Bcos it is very difficult to find a reference in all places. Means If you have reference, your introduction about yourself to the customer part is done. It is the biggest thing in sales.
So how to change the perception of Cold calls.
1. First thing what will be the benefit if you get the result what you wanted
2. You need to create the comfort feel for the customer to talk.
3. You need to talk something other than the business to make relationship better
4. If possible, in the next meeting take him out for a coffee or dinner and discuss 75% out of the business and his interest areas.
5. Find out his value system and pace your product accordingly. (I have talked about value system in one of my blogs; you can refer if you need more clarity on values).
Let us go and check in this call what I have followed to get the result what I wanted (means to publish the book). I created the comfort feel for him to come with me for a lunch for second meeting, we discussed more than 90% of the time about his interest and I pitched my product to suit his value system. So the acceptance for the same was quite easy.
This does not mean that only for sales guy, even tomorrow if you need to go to a passport office and meet someone and get things done. Will you be able to do? Though if you know someone can you create relations with him to do something.
The example holds good , whether you are house wife who would want to create more friends, Accounts to coordinate with New vendor, Software professional to coordinate with new customer and everyone…
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Comments»
Simple and great message Lakshmi. I am enjoying your sharing
yes, lakshmi, i have get it done, what i wanted in passport office. Rest you know.
bcoz of that experience, i feel that i have grasped the full content of your sayings.
regards,
jb
good message….. keep giving us many more like these lakshmi sir.
good one lakshmi ,Expecting more learnings from you .
i have undergone Born to Win training by vidya and praveen .
Could you please forward your web details to all the BTW graduates so that everyone will be gained with your messages .
Life will never be the same .
PRABHU.S