Cold Calling Pointers Via Telephone, E-mail – Seattle Biz Coach Terry Corbell

Dec. 16, 2011 - PRLog -- In the digital age, cold calling went out of vogue, but Seattle Biz Coach Terry Corbell says the lingering downturn highlights the need for telephone and e-mail cold calling to profit by generating sales.

The Biz Coach (http://www.bizcoachinfo.com) also provides eight tips for prospecting in e-mail and telephone calls. He says cold calls complement marketing investments.

“Whether you’re in advertising or staffing services, cold calling has become the logical tool to use to generate business,” explains the Seattle business-performance consultant.

“For most businesspeople, cold calling isn’t the easiest route but it is a proven way of getting clients and customers,” asserts Mr. Corbell.

He says it gets easier and more fun with practice – using your value propositions.

“Once you get some results, it will actually create a domino effect,” explains the management consultant. “A little bit of footwork leads to some business, which leads to even more business.”

He says it’s all about attitude – an attitude of gratitude and providing a valuable service to your prospects.

The eight Biz Coach tips:

1. Make certain all online references about you – social media, Web site and press releases – are professional. Once a prospect is interested in you, the person will search your name on the Internet. So do the footwork now.

2. Remember you’ll only get a brief moment to pique the person’s interest in a phone call. Develop a tantalizing phrase for your subject line, if you’re e-mailing. Know your elevator pitch before you start the sales process – benefits that differentiate you. Your initial goal is just to get face time to lay the foundation for a possible relationship. Don’t try to sell your products or services. Go for a single instead of a home run.  

3. After you’ve identified the right prospects, also target centers of influence – people and organizations that can direct business your way. That means a business association, chamber of commerce or the news media using press releases.

4. The best time to make contact via e-mail or telephone is early in the morning. If you get the person’s assistant or receptionist, indicate you’d like to call back. Try to learn the best time to try again. But try never to allow an employee to do it for you.

5. Engage the prospect by setting up a dialogue by asking open-ended questions. The best salespeople listen 90 percent in such conversations.

6.Demonstrate that you care about the person and her/his business, and that you listen. Follow up with a handwritten thank you note – or an e-mail, if you must. Include a restatement of the prospect’s concerns, an appropriate value proposition with additional information, and a statement to prevent buyer’s remorse.

7. Unless you are able to schedule an appointment in the initial contact, allow five business days before you follow up. Remember your image -- you want to earn the money but you don't need it.

8. Be patient and persevering. Only a small percentage of the contacts will turn into prospects or sales. It often takes five positive contacts before a person buys. So use the best selling techniques, the seven steps to higher sales (http://www.bizcoachinfo.com/archives/27).

He further explains the lost art – how and why to use cold-calling for higher sales (http://www.bizcoachinfo.com/archives/5608).

“If you don’t take a chance, you won’t have one,” concludes Mr. Corbell.

Seattle Biz Coach Terry Corbell is a business-performance consultant and profit professional. As a longtime media columnist, he publishes performance-enhancing strategies at The Biz Coach: http://www.bizcoachinfo.com, Proven Solutions for Maximum Profits.

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Biz Coach Terry Corbell is a business-performance consultant and profit professional. As a longtime media columnist, he publishes performance-enhancing strategies at The Biz Coach: http://www.bizcoachinfo.com, Proven Solutions for Maximum Profits.