Types of Cold Calls
Before we discuss how to make your calls successful, let's explore the different types of cold calls.
Several years ago I worked for Victor Business Machines. One of the largest makers of adding machines and calculators. This was, of course, long before a $5.00 calculator was available at every check-out counter. They had a very simple sales procedure.
Every Monday I made seventy-five, door-to-door cold calls on local businesses. I had a canned paragraph that I memorized and recited to every business owner regardless of the type of business. It went something like this:
"Hi, my name is Tom Egelhoff with Victor Business Machines. We carry a complete line of adding machines and calculators for all your number processing needs.
However, the only way to determine if our products will be of help to you is to try one on your own figure work. I will be placing 20 machines in your area in the next week.
Would Tuesday morning or Thursday afternoon be the best time to deliver a machine for you to try?"
Do your homework - Research the companies
Can the companies you are considering even use your products or services? You need to know before you waste your time and theirs calling on them. If they are valid customers then put them on your list. If not, move on.
Here are some suggestions for researching companies;
Do they have a website? Check out their site and look for any weaknesses that might make them vulnerable to their competitors. Don't stop there. Also check the web sites of their customers and competitors. Remember, they are trying to beat the competition just like you are. Find a way to help them do it and they will meet you at your office.
The Internet - You aren't done on the net...yet. - Do searches of on-line newspapers/e-zines for articles on their industry and products. If they are a public company to to investment sites and get the latest advice about company plans, new products and expansion plans.
Source: http://www.smalltownmarketing.com/coldcalls.html
Several years ago I worked for Victor Business Machines. One of the largest makers of adding machines and calculators. This was, of course, long before a $5.00 calculator was available at every check-out counter. They had a very simple sales procedure.
Every Monday I made seventy-five, door-to-door cold calls on local businesses. I had a canned paragraph that I memorized and recited to every business owner regardless of the type of business. It went something like this:
"Hi, my name is Tom Egelhoff with Victor Business Machines. We carry a complete line of adding machines and calculators for all your number processing needs.
However, the only way to determine if our products will be of help to you is to try one on your own figure work. I will be placing 20 machines in your area in the next week.
Would Tuesday morning or Thursday afternoon be the best time to deliver a machine for you to try?"
Do your homework - Research the companies
Can the companies you are considering even use your products or services? You need to know before you waste your time and theirs calling on them. If they are valid customers then put them on your list. If not, move on.
Here are some suggestions for researching companies;
Do they have a website? Check out their site and look for any weaknesses that might make them vulnerable to their competitors. Don't stop there. Also check the web sites of their customers and competitors. Remember, they are trying to beat the competition just like you are. Find a way to help them do it and they will meet you at your office.
The Internet - You aren't done on the net...yet. - Do searches of on-line newspapers/e-zines for articles on their industry and products. If they are a public company to to investment sites and get the latest advice about company plans, new products and expansion plans.
Source: http://www.smalltownmarketing.com/coldcalls.html
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