Tagged With "cold"
Comment
Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Nice idea. Novel Keep me posted with results
Comment
Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Larry WoW! That was fast. I will post a follow up blog on this! Ty for the comment
Comment
Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Wow. that was fast! I will be posting a follow up blog on this! Thanx for the comment!
Comment
Re: Telemarketing & The Person with the BAD Attitude!
I agree to a certain extent, Art, but at the same time, our industry has a deservedly bad reputation for being overly-persistent in efforts to reach prospects. The way in which people evaluate products, services, vendors, etc. has completely changed due to the wealth of information that is available online. Many buyers now want to know what they want (especially in up & down the street accounts) before they ever agree to talk to a salesperson. There are only so many hours in a day, &...
Comment
Re: Ten plus Tips for Cold Calling in the Field
I have two points I will add that may help him out. First, don't assume anything when it comes to customers and their money. We had a rep who we were working with one day and he drove by a building. I asked him why he wasn't stopping and he said look at that place, there's no way that guy has any money to buy a copier. Turns out this guy was a fairly big developer and that building was his new office. They had not started construction on the project yet. They went in and the office had a...
Comment
Re: Ten plus Tips for Cold Calling in the Field
I also meant to add that as a newbie its important to know as many people as possible. I have reps who know many different people all the way down to the security guards at big facilities. I, like Art, probably don't prospect enough. I'm lucky to get 25 calls a week compared to my reps who probably do 30-40 a day, but still have about a 600,000 book of revenues each year. Even in a management role I can't get it out of my system to go out and sell. It's taken me close to 10 years but now I...
Comment
Re: Ten plus Tips for Cold Calling in the Field
All great stuff. I'd like to add in a few more points. 1) Never use a cold call to sell, only to gather information. Receptionists and office managers are loaded with information because they are the primary users. Ask if they are having any problems with their copiers and you might be surprised with what you hear. 2) The 4 most important questions you need to answer in every cold call: What do they have? How long have they had it? Who is the decision maker? Who was their previous vendor? 3)...
Comment
Re: Ten plus Tips for Cold Calling in the Field
My thoughts, some of which repeat what others have said, maybe in a different way: I cold call for information, phone call for appointments to a large degree. What I would add to Czech's 4 point list is to ask who they call for maintenance. That usually tells you, not only the company, but the brand, and if the receptionist doesn't know, then they likely don't have many problems. I almost always separate fact find from presentation. Too many reps "get an answer" then "do some selling", "get...
Comment
Re: A Funny Thing Happened while Phone Cold Calling Today
Have not sold I years but IT guys like glory. Use the Realestate companies name and linkedin that and look for the person that claims to be IT.
Comment
Re: A Funny Thing Happened while Phone Cold Calling Today
I love it when people say that. I have pointed it out to people and actually sold them a system after they realized how stupid they sounded saying they didn't accept calls/drop in's from Sales People. I have politely told business owners down to receptionists that I hope their sales reps are not treated the way I was when I walked into their office when they are in the field trying to earn a potential clients business.
Comment
Re: A Funny Thing Happened while Phone Cold Calling Today
If I could make sixty calls in one day I would feel like Superman. What's your secret? My current process is: a) Research the prospect and company b) Write out a potential value proposition c) Contact the customer to schedule an appointment d) Depending on the outcome, follow up with an email or LinkedIn message 4 calls per hour * 6 hours = ~ 24 calls / day
Comment
Re: A Funny Thing Happened while Phone Cold Calling Today
Art, When I have run into this, I call the sales people. They know how hard it is to find out information and get connected to the right people. They are usually sympathetic and helpful! Haven’t found one yet not to be! JeffR
Comment
Re: Why I Still Cold Call for Copiers after 33 Years
Art your comments are great to help remind people of the "Lost Art of Cold Calling" or Gold calling. I was kicked out of the Sears Tower more than once cold calling Laser Printers (yup Laser Printers in the 80s) but uncovered some great deals as well. You've added tips that show how better prepared we can be on cold calls now than back in the day!
Comment
Re: Why I Still Cold Call for Copiers after 33 Years
Could agree more to the cold calling as well as the planning and preparation. I can send an intro letter in the mail, but if I take it to the reception desk to personally deliver, chances improve. A planned segment of cold calling/hot knocks along with a few scheduled appts makes for a good day. That cold call is your first impression and make the reception person or initial contact a VITO!
Comment
Re: Why I Still Cold Call for Copiers after 33 Years
Pardon my ignorance, but what is a VITO ?
Comment
Re: Why I Still Cold Call for Copiers after 33 Years
Very Important Top Officer It's an alternative to talking about C Level Officers as if they are really approachable. VITO may be a C level person but doesn't have to be. The best book in the world is called Selling to VITO by Parinello
Comment
Re: Why I Still Cold Call in Person!
as usual you are preparing for success and that's just one of the many reasons you are a successful professional
Comment
Re: Why I Still Cold Call in Person!
great stuff. have you any tips on hpw to actually approach new clients?
Comment
Re: Why I Still Cold Call in Person!
I ALWAYS cold call in person. No one wants to speak to a disembodied voice on the phone. Sometimes I walk in and find someone I used to work with in the office. SCORE! You just have to get out of the office if you want to make something happen.
Comment
Re: Why I Still Cold Call in Person!
Originally Posted by Salvatore: great stuff. have you any tips on hpw to actually approach new clients? I do, I will try to post some content over the weekend and give you a few links on this site
Comment
Re: Why I Still Cold Call in Person!
Not so much. It’s such a weird deal, like trying to sell cars door to door. I usually say something like: ‘I was in the building seeing…whoever, and thought I would stop by and introduce myself and the company that I represent. Then I leave them with a flyer that shows a couple of different machines and monthly costs. I never got any training so would appreciate any suggestions that you have, Art.
Comment
Re: Why I Still Cold Call in Person!
When I cold call in person, I'm after a few things. Usually I do not bring a brochure unless I already know who the DM is. Here's what I want when I get in: The name of the DM for Office Technology The name of the gatekeeper When the DM maybe available or best time to call Does the DM have an assistant that will schedule appointments, if so what is the name of the assistant I also want to get a good look around, make mental notes of any hardware that I see. My old boss used to ask to use the...
Comment
Re: Why I Still Cold Call in Person!
OH, I’m Miss Eagle Eye when I go anywhere!! The other local dealer lost his partnership with Ricoh (he was selling Kyoceras instead) so I am always looking for his customers to touch base with too. Sounds like you are in a much larger market than I am. Rarely, do I find even an in-house IT person much less someone who is in charge of Office technology. All the larger companies here are branch offices and decisions are not made locally. My FIRST question is always are you a local company?
Comment
Re: Why I Still Cold Call in Person!
I too am in non metro area and there is a lot of oil and gas here that are not headquartered here so I understand why you ask if they are a local company. However, you are making a huge mistake if you assume that just because they are not local, that they have no control or influence over the equipment they get. There are a whole host of companies that don't wish to get involved with the purchasing decisions of their outlying branches, especially if they only have a handful. You still need...
Comment
Re: Why I Still Cold Call in Person!
Oh, I do.. . That’s funny you say, ‘Does the copier just show up?’ Because I hear that a lot and that’s exactly what happens. My questions are a little more involved but I didn’t want to type all of that out. Even the little oilfield services places have HQ’s somewhere else and they go directly to the Ricoh Corp. I don’t say, ‘Is the decision-maker here’, exactly, but I do get to that answer. FedEx, Wells Fargo, Conoco-Phillips, to name a few of our Nationals, don’t even know they are...
Comment
Re: 5 Reasons Why Cold Calling is NOT Dead
Art, great article. I was listening to a podcast the other day and they were alluding to the fact that cold calling is dead and social media marketing has replaced it. While I believe both are necessary, there still doesn't seem to be any substitute for face to face contact. You get so much more information! As Frank Betcher puts it in his book "How I Raised Myself From Failure To Success In Selling", if you "act" enthusiastic you will become enthusiastic.
Comment
Re: 5 Reasons Why Cold Calling is NOT Dead
JS: Thanx for the comment. Yup social media is here to stay, but, it can be so impersonal. Too me, social media marketing is akin to radio, in order for it to have a lasting and dramatic effect. You have to develop a strategy and do it over and over for a long period of time.
Comment
Re: 5 Reasons Why Cold Calling is NOT Dead
I always enjoy reading short reminders regarding this and always share with our sales team. The key for me is that I enjoy talking to and engaging with new folks. When I stop thinking of selling or "trying to out-talk" someone and focus on how our services can help them improve their business, the exchange is fun!
Comment
Re: 5 Reasons Why Cold Calling is NOT Dead
This is a good point. The problem with most people cold calling is that they get that "defeatist" attitude when someone is rude to them. Kill them with kindness I say! I always put it like this, if I see a place that I don't know about...I think, well...if I don't go, I don't know! For every 5 people that are rude, there are 10 that are pleasant and willing to talk to you for a few minutes. Keep Up The Grind!
Comment
Re: 5 Reasons Why Cold Calling is NOT Dead
Nice post. Truly, "Attitude is everything". Whenever I get a bit gun-shy about making cold calls (which is more often than not, I confess) and the seeming 'wasted' effort it can feel like, I remember some sage advice my wife (a.k.a Head Cheerleader) gave me one time, which helps: "Honey, remember, you're just looking for the live ones."
Blog Post
Ten plus Tips for Cold Calling in the Field
Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. HARVEG ...
Blog Post
Our Top 5 Forum Threads About Cold Calling for Copiers
I picked up a connection on LinkedIn last week where the person was asking for advise about cold calling for copiers. Gesh, I thought this is right up my alley! I contacted that person and had them put the thread here on the forums section...
Blog Post
A Funny Thing Happened while Phone Cold Calling Today
What a day on the phones today, needed to pick it up a notch. I've got 16 or so opps that I need to move forward and most seem to be stalling out. So, what do you do? Simple, you make more phones and or stop ins. Since, I'm back...
Blog Post
Telemarketing & The Person with the BAD Attitude!
T here was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to. In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site. In that...
Blog Post
5 Reasons Why Cold Calling is NOT Dead
What exactly does a Cold Call mean? To me, it's the first contact with a potential prospect by either a phone call or stop in. Funny, I was looking for some images on google for "cold call" and ninety-nine percent of those images...
Blog Post
Why I Still Cold Call in Person!
Last month was excellent! The prior month was not so excellent, thus with the end of the quarter fast approaching I figured I would venture out on knock on some doors after my first two appointments in the AM. I had a plan for three...
Blog Post
Selling Copiers & MFP's "First Contact"
A Star Trek flick from 1996 had the crew of the Enterprsie travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans. The last few days I've been busy on the phone prospecting for new...
Blog Post
Cold Calling and Telemarketing Tips for Multifunctional Copiers
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010. Enjoy! How many calls will it take to get...
Blog Post
Why I Still Cold Call for Copiers after 33 Years
This is the fourth time I've revised this blog, the original was posted almost three years ago, the last update was about a year ago and just today I added some new content for cold calling. ENJOY! If you'd like to read the previous one please...
Blog Post Premium
31 Ways to Close More Sales (#9 of 31)
I had scheduled the last stop of the day about a mile from my home. For almost three years I've been calling, emailing and dropping off production information for a net new account. Three years with nothing, I was beginning to think that the company...
Blog Post
3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone
Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone; the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Sales suffers' may have no problem communicating face to face, but have difficulty doing so over the telephone. Here we come, walkin' Down the street We get the funniest looks from Ev'ry one we meet Hey, hey, we're the Monkees And people say we monkey around But we're too busy singing To put...
Blog Post Featured
Prosecting Hacks "Part One"
In between appointments today I had made a short list of three net new suspects that I wanted to cold call. All three of those cold calls turned up a fat ZERO. I'm okay with that because I'll be following up in the near future with phone call and email. Sooner or later I'll get an appointment but hoping it doesn't take 10 or more years like some of the ones I've had. At my age 10 years is not going to cut it. In Between Drives About mid-day I pulled into a park so that I could check my...
Blog Post
Selling Copiers in the Eighties with Mike Karasik
Mike has been a member of the Print4Pay Hotel as long as I can remember. While Mike and I have never met we've been able to communicate via our message boards and Linkedin over the years. I believe these stories are important because much of what we were taught has been lost through out the years. Selling Copiers in the Eighties with Mike Karasik Art: How did you find your way into the copier industry? Mike: I started my career at Dun & Bradstreet back in the early 70’s eventually got...
Comment
Re: Selling Copiers in the Eighties with Mike Karasik
Art and Mike, Great interview. I have done this with Art and find reading these interviews educational as well as fun. Similar stories. I think I recall a mentor of mine saying this ”for whatever is old (school) is forever new (school) in the end it is essential to have a cadence and practice time management while keeping prospecting foremost in view. Mike you are right that the pandemic was and has been crazy but we stuck it out and now have additional skills that in some cases (zoom) can...