ColdCalling (1)


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Prospecting Without Fear November 2011 0

The Cold Call:

1 Vanquishing anxiety, fear & feelings of rejection. The Cold Call The latest Sales meeting was focused on “prospecting.” Your Sales Manager has given you a quota of 5 new customers this month. Your prospect list has dried up and you need to COLD CALL. Before you panic, Mohawk MakeReady to the rescue. We have some ideas that should help calm your nerves and help you get back on track.


Aachuu! We don’t mean this type of “cold call” 2

Change your perspective:

3 Don’t take any part of the call personally. Change your perspective Remember, it is not seller against buyer It is not about winning a sale today It is not about losing a sale today Every client was a prospect at one point in time.


The Golden Rule: Definitely applies in the sales process 4

Lay a solid foundation:

Your attitude and mental focus are key. Lay a solid foundation In preparation for the call, you must have a new type of approach, one of sincerity and trust. Your objective should not be to get a quote or an order. When your foundation is more than just merely selling something, it is refreshing and much more relaxed. Focus on conversation and build some trust. See if there’s a fit to do business together. 5

Dealing with Voicemail:

6 Dealing with Voicemail Try to be creative, daring, and memorable to increase the likelihood of a call back. You want to make the prospect think about what you said (and how you said it).


The Gatekeeper: They are allies not foes. 7

Establish other contacts:

8 Establish other contacts If you can’t get past the ‘gate keeper,’ try approaching a company salesperson. They love to talk, love to network. They can help you make the connections. Another approach idea is to connect with the company when they exhibit at tradeshows.


Do your homework: It’s easier today more than ever before 9

Make a plan:

Planning is key to the kingdom. Rise early, always have a planner or a pad of paper with you. We recommend using a 2 page per day planner. This gives you the ability to write notes on one side and to do’s on the other. Make a plan Read the local business journal Sunday night, leave yourself a reminder voicemail Schedule Cold Call BLITZ for an entire day (repetition helps) Keep track of call data Practice out loud Set your watch and clocks 5 minutes early 10

Your personal brand:

11 Your personal brand If you love what you do, if you are passionate about your company, it shows. You can use simple “hidden messages” to help support yourself and your companies brand.

Your 30-Second “Commercial”:

12 Your 30-Second “Commercial” Whether you call it a commercial or an elevator speech, you need one, short and sweet and to the point. Write a brief paragraph - what you do and how you can help others. Practice it and commit this to memory. It should flow off your tongue easily.

Not all prospects are worth your time or energy. Are you chasing customers who will never buy? :

Not all prospects are worth your time or energy. Are you chasing customers who will never buy? 13 Keep in mind..…

Keep track to measure the results:

14 Days flow into weeks, weeks into months… Keep track to measure the results Keep some type of Customer Relationship Management (CRM) system for your calls, whether you are doing it by hand in your planner or in a computerized system. If you don’t, after a few months, you can forget who you followed up on last.

Track & Measure your Calls:

15 Track & Measure your Calls Set measurable goals and identify daily prospecting activities. Track and evaluate your selling statistics. This will enable you to manage your expectations and attain your objectives without stress or aggravation. The numbers don’t lie.

Go back to basics:

16 Go back to basics Self determination Start the day before everyone else End your day after your competition is asleep (Remember - The workday starts the night before!) Self inspiration Strive to be the best at whatever you do Train yourself Always be prepared

Mohawk MakeReady provides practical tools and actionable information for digital printers like you.:

Mohawk MakeReady provides practical tools and actionable information for digital printers like you. 17 We can help… Visit: to browse content, request a meeting, or join the community.

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