Randy
cold call
Posted 6:36 PM on 02/19/08 -
Reply to this postShad, I do have emails for the majority of them. We have such a poor email return...even with current clients... I guess I always have the fear of Spamming, or just having the email deleted. I do like the idea of the email magazine and will pursue that this week. Thanks.
Randy
cold calling
Posted 6:40 PM on 02/19/08 -
Reply to this postABT, thanks for the reply! Very good advice, and very true...most of our current clients had opportunities to purchase from competition but I believe they chose us because of my ability to create relationships...but most of these people I either already knew, or had met in the past...or at least had a common ground, the industry. Since we are growing and moving into new industries, I lose the common ground. I guess the thing that seems the most difficult is the intro... how did you get my name? Just don't think it would be real effective to say we got it from a lead generation company or we googled your company and I found it on your website. Thanks again for your reply.
Shad M
One more thing
Posted 4:45 PM on 02/20/08 -
Reply to this postI agree with the spamming issue, and email isn't the speediest way to get business. However, I have found over time, if you keep "touching" them in someway they eventually call you for something. I would also do a CEO spotlight in your magazine. That way you can call CEO's and say "hey I'd like to feature you in this months email magazine that I send to my customers, I'd like to come by with a photographer and interview you for 20 minutes". I bet you get the appointment, and thru the course of the interview they will ask about what you do. Then you can make an appointment to come back and talk to him after the issue comes out. By the way, this was Jeffrey's idea I got from "The Little Red Book of Selling". So I can't take credit for it....
BarbL
Cold Calling
Posted 9:16 AM on 02/21/08 -
Reply to this postYou will be amazed at how easily you can get to those people if you simply call and ask to speak with them. Be sure you set up a game plan first. Know what you want to achieve before you hang up. Do you want awareness of your service? Do you want an appointment? I find that the easiest first call is to tell them why you are calling and attempt to get an appointment for a second call when you haven't surprised them and you have their full attention.
Chris Murphy
Be polite on a first call (cold call)
Posted 2:10 PM on 03/03/08 -
Reply to this postSimple enough. Bring your personality, be polite and don't puke on their ear!
When they pick up the line be simple. "______, Do you have a MOMENT?"
By doing this you clear the line of sales crap allowing the contact time to gather themselves and decide to stay or dump the call. Most people will be happy to answer this question and it sets the tone for a clean and honest call.
The next step is to transition into a statement defining who you are, what you do for clients and asking for a few minutes to discuss their business. Once they know who you are and the purpose of your call you should transition into the heart of your call. Be organized and you will make it a conversation both parties enjoy!
A cold call is nothing more than the beginning to a conversation, its not a sale. You get to decide the outcome just as much as the prospect. Good luck.
Barnard
Being persistent and follow up
Posted 10:22 AM on 02/13/08 -
Reply to this post
Question on being persistent and follow up after initial pitch...
Can anyone opine on the difference between being aggressive/persistent/follow up vs. being a pain in the butt to the prospect. I always struggle with following up from the initial pitch. I always call and send an email to thank them for meeting and set terms for a follow up/next steps, but when you don't get a response from the prospect after calling, emailing and following up, at what point do you become just another sales guy pain in the butt? and when do you cut bait?
Shad M
Add value, real value
Posted 4:42 PM on 02/13/08 -
Reply to this postJeffrey covers this in his books, so I advise you to check out his ideas. The nutshell is this, if you are not providing value with your follow up, you are being a pain. Nobody wants you to call or email them and say "do you have any questions?" or "I'm here to clarify". Nonsense. You want to know if they are ready to buy, if they were, they would have called you by now. My rule of thumb is this, no emails or calls unless I have something new and fresh to go along with it. I usually search the web and find an article that pertains to them (usually has nothing to do with my products) and email the link to them, or sometimes I find THEM a sales lead from my vast network of people I know and have relationships with. And I never mention the pitch or my "stuff". This way I am seen as valuable and looking out for them, not me. I almost always get a call or email response. Be prepared to talk about what you sent them too. If they do call you, don't go right into another pitch, instead, let them bring it up. It takes discipline, but it works more often than not. Good luck!
Barnard
Appreciate the help!
Posted 4:36 PM on 02/15/08 -
Reply to this postThis is helpful, and makes total sense. Thank You
Kate
Add value, real value
Posted 2:58 PM on 02/24/08 -
Reply to this postThis is GREAT advice, and concur with you a 100 percent. You can fuel their buying fire when you show that you understand where they are coming from, what is relevant to THEM, and can add value to thier initiatives with what you have to offer.
Clancy
New to industry
Posted 4:02 PM on 02/11/08 -
Reply to this post
I'm new to the industry & to the company (Caterpillar sole dealer in UK) and have been given a list of dormant 'accounts' to start me off (approx 600). I know I need to give value first and just start introducing myself while I learn the products. For a market segment which isn't very e-savvy or into networking meetings can anyone suggest alternatives to help get me on the radar quickly? Or is it simply a case of seeing as many prospects as possible? Any help would be greatly appreciated!
jstifnell@dickinsonfleet.com
Selling in the heavy equipment industry
Posted 8:12 AM on 02/12/08 -
Reply to this postClancy,
I am in the heavy truck repair business so I have a good idea of your situation. A key in this business is quick response to repair downed equipment. If your company offers on site repairs and quick response times, this can be a great benefit to pick up new customers. That service can lead to customer loyalty and future equipment sales. The heavy equipment business is a very service-based business. The better your service, the faster your response times, the better you communicate with the customer all make the difference. Possibly a flyer advertising your service with your business card attached mailed and hand delivered to the key decision maker of each customer.The other advice I can give is pick a geographic area and work that area, then move on to the next focusing on one area per week and calling on the customers in that area. Hope this helps. Jeff S.
David
need direction
Posted 11:01 PM on 02/10/08 -
Reply to this post
New Job - New Confusion
I have been hired as a new outside sales representative for a green industry supply house. I was eager to take the job , and so far it has been ok, but I need some help. The problem is I never hear from my boss, and I don't know if I am moving in the right direction. I know that he is an expert in this business and I would love for him to go out with me for a few days and show me his techniques. I only talk to him once a week maybe and I have no idea if I am doing the right job or not. I am shocked at how they have not focused on showing myself and the other brand new salesman what they want us to do. I just want to know if I am moving in the right direction. Also they gave me a good list of customers in my territory, some active --some not. I am trying to figure out if my time is spent working the list of active customers or bringing in new customers. I need some direction, and I am fear that if I ask him I am showing vulnerability. Also I have been in sales for a while now but I was self employed for years, so working for someone else is challenging. It is the slowest time of the year right now so I don't have much to go by...
Shad M
Need Direction
Posted 6:26 PM on 02/11/08 -
Reply to this postI say work the list of active customers to the utmost and use the "inactive" ones as "leads". A friend of mine has made a LOT of money off his "master list" of active accounts and he works it like a dog. I wouldn't say you are showing vulnerability by asking for direction. Rather showing that you are willing to learn the right way to do things. If he faults you for that, maybe you should work elsewhere. Sounds like you know what you are doing, keep on keeping on. There is no substitute for hard work and daily "blocking and tackling" (as my boss loves to say) will provide big rewards in the end. BEST WISHES!
Paul
Geographic hurdles
Posted 10:59 AM on 02/06/08 -
Reply to this post
I represent the best ERP solution for a niche market (<4000 companies total). The companies and are scattered across the US so I cannot visit them in-person very often. I do almost all of my sales activities by phone, email, and over the web. I try to add value where I can (suggestions for getting more out of our product, connections with people who can help improve their business, quick answers to their questions, and even custom programs to satisfy short-term needs, etc). I have a list of customers I can and do use for positive referrals. However, I am having two issues that I hope you can help overcome.
1. This industry has tight margins and the decision makers are reluctant to make large capital expenditures. They tell me we are their preferred package and that when they switch we are the top contender, but that doesn’t get them to move now. When I provide as much value as I can short of giving it away and have convinced them we have the right package, how do I get them to act now?
2. Through trial and error we have found that direct mail has been the only reliable method for getting qualified leads, but that is starting to decline as well. Trade shows, cold calls, trade magazine ads, pay per click advertising, etc all have failed to produce enough leads to justify the cost. With such geographically dispersed customers and our only good source of leads diminishing, how do we get more companies to take interest and take action in purchasing our product?
