Schedule telemarketing time for more successStan Rosenzweig Telephone canvassing, or cold calling, is the practice of sitting down with a long list of potential prospects youve never met and telephoning them, one at a time, to learn which of them needs what you sell and then arranging to sell it to them. Believe me, nobody likes telephone cold calling. Salesmen dont like it because they perceive that cold calls are to unfriendly, unkind strangers who would rather see you in a California kickboxing ring, going one-on-one with Governor Arnold, than see you in their offices. Its true. They are. They would. Prospects dont always appreciate cold calls, because they are from people they dont know, asking questions they dont want to discuss. These calls are unscheduled, intrusive and sometimes can be a general pain in the South Forty. At other times, however, prospects do respond well to cold calls. They open up freely and give us the chance to sell them what they need. So, heres the dilemma: If we dont like doing it, and prospects don’t always know when they like it done to them, why is it that we all MUST make cold phone calls part of our selling strategy There are countless reasons. Here are just a few: 1. Its the fastest way to qualify prospects and maximize valuable selling time. 2. It’s also the fastest way to them know what we do. 3. Its targeted. Its the best way to find the decision-maker. 4. It creates a quick personal relationship with the buyer. 5. It keeps us productive when store traffic is down. 6. It reaches prospects we’ll never run across in our other selling activities. Every time you sit down to make telephone-canvassing calls, can you clear your mind of self-doubt Concentrate on the goal of the moment and you will find that each new day will bring you new business, will raise you to new heights in professional productivity, and will give you a great sense of personal satisfaction.
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