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Hub You - Make Your Cold Calling Sales Prospecting Work Better
When it comes to making more money and doing so more easily you may be making a big mistake. In fact, this mistake is so common you may never have noticed it has been costing you money and stressing you out.The common mistake so many of us make is to over focus on the money when we want more of it! The problem with obsessing over the financials is that we then lose touch with the magic of making money.Interestingly, money magic happens when we focus on creating value for others. We make more money with greater ease when we put love into what we do, when we solve problems for people and when we pay attention to what we are doing in the here and now.However it is very difficult to be present for others when we view them as potential dollars. That over focus on the cash gets in the way.The money magic secret is to handle the money after you deliver value. In sport we are familiar with the mantra "keep your eye on the ball!" Why is that? Because if you give 100% on the field and
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They mig
What is the most important task of any HR department? I think the one thing they can do is to find and keep talented people within company. The problem is that these people are usually not like others (that's why you want to hire they!), they do not pay much attention to salary you suggest, they don't want to have stock options and don't think in terms of profit and loose. You goal is to find these people, hire them and keep them in company as long as you can. That is the main goal of any HR department.Let's discuss how to manage talents in your company. The first task is to find gifted people, I'm sure you know how to find people to hire, but the task here is to find talented? How to do it? Well, I cannot advise much here, you will need to talk with hundreds to find the one, more over you will probably need to provide some people with test job to find the right person. But there is an indicator that you are performing well: if you will find something that is not usual and is extraordinary, pay a
If cold calling is accepted in your industry then you should consider making it a prospecting tool. A benefit is that you connect directly with people who are likely to need or want what you offer. And, because cold calling is an active form of prospecting you can use it to fill holes in your pipeline when other lead generating methods are falling short.
So, if you decide to make cold calling part of your lead generating system, here are some ideas to do it as productively as possible.
Have a Goal for Your Cold Calling Program
Before you even start your calling, know what your goal is. Is it to obtain or confirm information? To further qualify them? To schedule a meeting? To close a sale? Whatever your specific goals are, they should include moving your leads through your sales cycle.
Have a Lot of Leads
Jeff Mayer (www.succeedinginbusiness.com) mentions this in his book, Overcoming the Fear of Cold Calling and I think he's right. The more people you talk with, the less important any one of them will be to you. What's important is finding those people who want to do business with you. The disappointment of hearing a "no" from someone is a lot easier to take when you know you have a long list of other people to talk with.
Qualify (or Pre-Qualify) Your Leads
Before you start calling people, make sure they meet your criteria for a qualified lead. Or at least make sure they meet as many criteria as possible. Focus your calls on people who appear to have a need for what you do. Forget the rest. Your time is valuable. Don't waste it on people who don't fit your profile.
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They migh
Last year, we were beginning to think open houses were becoming extinct. But as the market slowed down, more and more real estate agents had to go back to the drawing board to reach new buyers. The old open house is returning with a vengeance, which can represent a great opportunity for loan officer marketing.How do open houses become opportunities for you? Simple, an open house represents a captive audience. The agent is stuck minding the property, away from their home base of operations. They have time on their hands and are generally friendly and open to diversion.So, what can you hope to accomplish at an open house? Simple, plant the seeds to begin cultivating a relationship. Through loan officer marketing at open houses, your goal is to develop a prospect list and schedule appointments. Plan on devoting a few Saturday afternoons to prospecting. Develop your plan by keeping track of open houses from Friday’s advertisements. Plan to vis
So, if you decide to make cold calling part of your lead generating system, here are some ideas to do it as productively as possible.
Have a Goal for Your Cold Calling Program
Before you even start your calling, know what your goal is. Is it to obtain or confirm information? To further qualify them? To schedule a meeting? To close a sale? Whatever your specific goals are, they should include moving your leads through your sales cycle.
Have a Lot of Leads
Jeff Mayer (www.succeedinginbusiness.com) mentions this in his book, Overcoming the Fear of Cold Calling and I think he's right. The more people you talk with, the less important any one of them will be to you. What's important is finding those people who want to do business with you. The disappointment of hearing a "no" from someone is a lot easier to take when you know you have a long list of other people to talk with.
Qualify (or Pre-Qualify) Your Leads
Before you start calling people, make sure they meet your criteria for a qualified lead. Or at least make sure they meet as many criteria as possible. Focus your calls on people who appear to have a need for what you do. Forget the rest. Your time is valuable. Don't waste it on people who don't fit your profile.
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They mig
So you’ve finally summoned up the courage to look for a new job. You want to really make a big change in your life and have identified your dream job? So how do you make sure that the job is yours?Step 1: Research. Of course when you are chasing your dream job you are going to be very choosy. So learn all you can about the type of job that you are seeking, the industry you want to work in and the level at which you wish to work. Once you have identified these, then decide which companies you want to apply for. You may also wish to use employment agents to help you seek your perfect job.When you have identified your potential employers then find out about their company, recent newsworthy items and the company culture.If you are lucky enough to obtain an interview with a company then revisit your research and undertake a detailed review of the company, it’s size, location, products etc. This will equip you with material to answer many of the questions the interviewer will a
Have a Lot of Leads
Jeff Mayer (www.succeedinginbusiness.com) mentions this in his book, Overcoming the Fear of Cold Calling and I think he's right. The more people you talk with, the less important any one of them will be to you. What's important is finding those people who want to do business with you. The disappointment of hearing a "no" from someone is a lot easier to take when you know you have a long list of other people to talk with.
Qualify (or Pre-Qualify) Your Leads
Before you start calling people, make sure they meet your criteria for a qualified lead. Or at least make sure they meet as many criteria as possible. Focus your calls on people who appear to have a need for what you do. Forget the rest. Your time is valuable. Don't waste it on people who don't fit your profile.
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They mig
Insane. That is what you would hear if you were to spend a day with me, and ask the people I work with what they think about their schedules. We praise ourselves on being doers and shakers, and on our no-nonsense, result oriented approach. But still most people spend enormous amounts of time in the office and when tiredness sets in and their outlook becomes a little less positive, they will confess that they can’t keep up.Now… I have to confess something myself: I can keep up. I have more free time than anyone else. The truth is: I am the one who works the least in my office (and paradoxically the one with the best results)…What is the secret?One of my interests has always been accelerated learning. One day, I asked myself the following question: What is the fastest way to learn something? Well… the fastest way is NOT to learn it, I answered jokingly.At first, I thought this was a nice theoretical answer, but with no application in the real world. Fast-forward a few month
Qualify (or Pre-Qualify) Your Leads
Before you start calling people, make sure they meet your criteria for a qualified lead. Or at least make sure they meet as many criteria as possible. Focus your calls on people who appear to have a need for what you do. Forget the rest. Your time is valuable. Don't waste it on people who don't fit your profile.
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They mig
You’re so excited you’re practically bouncing off the walls. This idea—your best ever—is not only going to save the company tens of thousands of dollars this year, it’s eventually going to be a moneymaker. However, following your presentation, your three colleagues sit staring at you like ‘hear no evil,’ ‘see no evil’ and ‘speak no evil.’ You stare back at them in idiotic wonder: Why don’t they want what you want—especially when it’s so clearly the best thing for the company?Almost everyone has this experience at one time or another, and the reason for it is simple: When you make a presentation instead of having a conversation about an idea, it’s anyone’s guess what’s going on in the minds of your ‘audience.’ Do they get it? Do they like it? Do they like you?Some idea people really don’t care how they’re heard. They’re movers and shakers who pride themselves on being able to create and implement ideas on their own. Others care more about interpersonal relationships than ideas. For
Be Persistent But Don't Be a Pest
Speaking about not wasting time, don't waste too much time pursuing any one lead. This is another good point Jeff Mayer made when we spoke about this. His advice is to make no more than 2-3 calls to a cold lead and if you do not connect with them, forget them. Or, put them back at the bottom of the list so you don't spend your precious time on people who simply are not reachable. They might become reachable in the future. Or they might not.
Either way, understand and accept they are not reachable right not so don't spend your time on them.
Get Them Talking with Good Questions
We all know cold calls tend to be the world's shortest phone calls. It seems the people we call all know how to stop a salesperson dead in their tracks. (I think they take classes to learn these sales-defense techniques.)
The key in making cold calling productive is to get past the initial defenses raised by the prospect and get them talking. Before you start calling, have a list of questions in front of you. Make sure these questions are relevant to the situation and help you move toward your goal.
Your Call is an Interruption. Get Over It.
Don't apologize for calling someone. Sure you're interrupting them. So what. Every thing's an interruption these days. We're all busy.
But we all have problems and issues that need solutions. Successful business people know their businesses need input, ideas, products and services from others. No person or business is an island. So if you have pre-qualified your leads and you're calling them with a legitimate product or solution they could use then don't apologize. You're presenting something of value.
Don't Waste Time
If the person you're calling says they're not interested right now, don't waste your time or theirs trying to "overcome their objection." I know we are taught to push through the first couple of objections to get a close but that tactic is best left for a face to face meeting. On a cold phone call it's okay for them to say "no" because they probably do not have a need or interest right now. Or the timing is not right. Or they simply d
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