ChrisFollow up call help... Posted 10:49 AM on 07/20/09 -
I have a question on cold call follow ups. We cold call to qualify and get information to the right person. Then on the follow up call I am not sure how to respond. Here is what I currently do, but it seems to confrontational: "hi, ....i sent you information about.... Do you remember receiving it? Did you get a chance to look it over?"
ChrisFollow up call help... Posted 11:13 AM on 07/20/09 - Reply to this post
I left out my question: Is there a better way to get to the need and build rapport without immediately going into a confrontational questioning?? Thanks guys!
Mike SFollow up Posted 12:09 PM on 07/28/09 - Reply to this post
Try saying, " Hi I sent you some information about... I'm calling to go over it with you..." This way, if they haven't read it, you still have a chance. If you ask whether they've read it, most will say they didn't get a chance and you're dead in the water. As far as rapport... Try asking for advice on a subject you know they will be experts on. Everybody loves the chance to be an expert and it will get them involved in a conversation. Later, you can add in more humour and chit chat, but this should be a good starting point.
ErinFollow up Call help... Posted 3:11 PM on 07/28/09 - Reply to this post
I have to cold call a lot in my profession. In my follow up and my initial call I try to diffuse the tension of getting business from them by asking questions not related to business. Depending on the area ask about the local sports team or event in town, kids, associations... People love to talk about themselves you just have to give them the opportunity. It also gives you good info to bring into the next call you make. Hope that helps :)
Dana MCustomized Brochure Posted 12:24 PM on 08/10/09 - Reply to this post
We use a software called ThinkStart that has pre-programmed customer needs that help me direct the conversation. I can click on the relevant topics and generate a personalized and customized brochure or email. I think they offer a custom web page creator too. It makes cold calling more tolerable and helps me qualify leads better.
MelReply Follow up call help... Posted 12:07 AM on 08/19/09 - Reply to this post
I have to make 125 cold calls a week just to keep my job! I always let the person know that I will me emialing and mailing them information (usually the same information so they WILL get it). Then I set up a time in the first contact to let them know that I will be contacting them again. So on the first call I would say "John I am going to be emailing you just to recap our converstaion today and I will include some information on our products/services also I am going to drop a pack in the mail so be on the look out. Today is Monday so let me look at my calendar... I would like to go over the information with you next week are you available... Wednesday? .... okay great morning or afternoon.... and then I follow up and they already know why I am calling... I want to go over the info I sent them.