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Marc’s monthly marketing tips: cold calling
October 18, 2012 By Marc Gordon
Oct. 18, 2012 — The thought of making a cold call can send chills through the hearts of even the most seasoned business owners. After all, calling a stranger is hard enough without the stress of trying to get them to buy something.
Here are five tricks to make cold calling less stressful and more productive:
- Have the mindset that they will never buy from you. This will release you of the pressure of having to make the sale.
- Find
out who the key decision maker is. Don't waste your time making your
pitch to junior employees, receptionists or people in the wrong
department. - Don't start the conversation by asking how a person
is doing. They're busy and don't have time for small talk with
strangers. Cut to the chase as to why you're calling. - Set the
bar low. Don't try to close the sale. Instead ask for a meeting. If that
doesn't work, ask if you can send them some information, then follow up
later. - Name drop if you can. Mention a colleague you both know
or an association you both belong to. This will help build rapport and
warm the call.
Marc Gordon is a professional speaker and marketing consultant. Get more marketing tips on his website, www.marcgordon.ca and on his online show, www.marctv.net.
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