Cold Calling Tips from the Queen of Cold Calling
Friday, July 16th, 2010 Posted in Ask Wendy | No Comments »Use a tape recorder and tape yourself; listen to what you sound like. Do you sound like someone you would like to be having a conversation with? Listen closely to the tape, and evaluate what you hear. Listen for warmth ...
Cold Calling Tips from the Queen of Cold Calling
Monday, July 12th, 2010 Posted in Ask Wendy | No Comments »1. Never use the word "appointment" when asking for one. It is much better to use the word "meeting". 2. Prospecting is a communication skill; it can be learned and improved upon. 3. Speak about your business or product/service as often as ...
Cold Calling Tips from the Queen of Cold Calling
Friday, July 9th, 2010 Posted in Ask Wendy | No Comments »Which existing customers might be in a position to offer great referrals? If you don’t routinely ask customers for referrals it’s now the time to start. If you do routinely ask for referrals, when is the last time you asked? It ...
Cold Calling Tips from the Queen of Cold Calling
Wednesday, July 7th, 2010 Posted in Ask Wendy | No Comments »1. When speaking with your prospect, tailor your pitch to their concerns. This process is about your prospect, not about you. Remember that people buy for their reasons, not yours. 2. Do not get defensive with your prospect or take things ...
Cold Calling Tips from the Queen of Cold Calling
Monday, July 5th, 2010 Posted in Ask Wendy | No Comments »You can take many things at face value. If your prospect says, 'I'm really busy, call me next Friday.' That means that your prospect is busy, and you should call her next Friday. When you are making introductory calls, focus only ...
Cold Calling Tips from the Queen of Cold Calling
Friday, July 2nd, 2010 Posted in Ask Wendy | No Comments »Structure your call from the prospect's point of view. Many callers want to first determine whether or not they are speaking with a qualified prospect so they ask questions up front. Then if the prospect appears to be qualified, these ...
Cold Calling Tips from the Queen of Cold Calling
Monday, June 28th, 2010 Posted in Ask Wendy | No Comments »Respond to questions and objections. Questions and objections are a good thing. It means that your prospect is thinking about what you are discussing and seriously considering doing business with you. Which existing customers might be in a position to offer ...
Cold Calling Tips from the Queen of Cold Calling
Friday, June 25th, 2010 Posted in Ask Wendy | No Comments »1. Turn off your television and radio. Stop reading the paper. Above all, stop listening to the doom and gloom about the economy. The economy is what the economy is. If you spend all of your time listening to bad news, ...
Cold Calling Tips from the Queen of Cold Calling
Monday, June 21st, 2010 Posted in Ask Wendy | No Comments »Use the word "pencil" to set up a meeting with a prospect who seems skittish. "Let's pencil something in..." This implies that it can be erased or rescheduled. It keeps your prospect from feeling trapped. You get what you want: ...
Cold Calling Tips from the Queen of Cold Calling
Friday, June 18th, 2010 Posted in Ask Wendy | No Comments »If your prospect needs to reschedule a meeting, immediately tell them it is no problem and say, "Let's reschedule for another time. When would work better for you?" Give some options of times that would work for you and negotiate ...
