Tagged With "Cold-calling"
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Re: Cold Calling today
Art- How did the Linkedin call go? Curious, as it seems like this is the (next) future for b2b cold calling (according to the consultants)!
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Re: Cold Calling today
I have scheduled quite a few meetings via LinkedIn. Sometimes, it has been through InMail, but more times it has been the result of a client or prospect seeing something of interest that I posted and asking to schedule a time to discuss whatever that is.
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Re: Memoirs of a Copier Sales Person "The Tag Team Cold Call"
Nice idea. Novel Keep me posted with results
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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
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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!
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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, &...
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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...
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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...
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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)...
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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...
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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.
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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.
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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
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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
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Color-Logic Certifies Gallus Labelfire 340 for Cold Foil
PRESS RELEASE For Immediate Release For more information, contact: Mark Geeves at 513-258-0047 or mark@color-logic.com Color-Logic Certifies Gallus Labelfire 340 for Cold Foil West Chester, OH; September 2018 --Color-Logic has certified the Gallus Labelfire 340 digital production system for cold foil applications with the Color-Logic process metallic color system. The Gallus press is the first production hybrid label system to be certified for overprinting CMYKGOV inks on cold foil.
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Re: Haven't seen the rep in 5 years.....
I believe in the "Rule of Six" You should touch a customer 6 times a year with a mix of personal visit, emails, mailers,Phone calls, shows, lunch & learns, or webinars. That comes down to every other month in different ways so it doesn't seem overwhelming to the customer, but they know who to call if they have an issue or need new equipment. If you don't add value to your customer over the course of the lease why do you think you are worth more when they upgrade the lease?
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Re: Haven't seen the rep in 5 years.....
At our dealership, we are required to do Reviews with our clients. The frequency is based on the number of devices they have and/or their potential. The highest level client we see every quarter with a Business Review. Our clients love them and we win ZBO business by selling the Review. Ultimately, we leave it up to the client, because some don't want that many touches.
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Re: Haven't seen the rep in 5 years.....
Originally Posted by Dcallahan4: and we win ZBO business What is ZBO business?
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Re: Haven't seen the rep in 5 years.....
Production Accounts, once per quarter unless issues arise. Major Accounts, I reach out to SOMEONE once per month at least and always reference my last communication with the next person.
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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!
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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!
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Re: Why I Still Cold Call for Copiers after 33 Years
Pardon my ignorance, but what is a VITO ?
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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
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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
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Re: Why I Still Cold Call in Person!
great stuff. have you any tips on hpw to actually approach new clients?
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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.
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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
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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.
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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...
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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?
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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...
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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...
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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.
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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.
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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!
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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!
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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."
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How to Cold Call
At HubSpot, we’ve spent the last nine years demonstrating the power of inbound to improve lead generation and customer acquisition. But the grim reality is that many salespeople don’t have enough inbound leads to fill their pipeline and hit their numbers. Cold calling -- working your way through a purchased list or even the phone book -- seems like the easiest way to compensate. So how do you cold call effectively? Step one: You don’t. Cold calling is hard, has an extremely low connect rate,...
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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 ...
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Cold Calling today
Rainy day here in NJ, was going to have a full day of knocking on doors, however only got two in. Thus, today was the first day that I looked to connect with someone that I cold called with LinkedIn. Sent an inmail, waiting to see if I get...
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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...
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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...
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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...