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• Making Cold Calls

• 
  Guillem Abril

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  Making Cold Calls

  Hi,
  
  I just have an open question for everyone.
  
  How do you prepare for a Cold Call?
  
  For me it is relatively easy to call a high ranked lead, and farily more complicated for low ranked leads. But when I get to really really cold calls I don't know where to get the grip.
  
  I look at their website, think about an introduction and strategy but I usually end up speaking to someone in MKTG or Purchasing dept that promises me to redistribute the info I'll send him/her by email.
  
  My introductions start like:
  
  At the reception desk: I would like to talk with sby at technical dept. My name is XY, and I work at Z company. We have been working in the past or I'd like to share with him some info (the second sounds like a really deseperate seller, but that's my best shot)
  
  When I get to a potential user:
  
  Hi my name is XY, and I work at Z company. I am the local Field Engineer for your Region and I phone you to learn a bit more about you. I've been surfing your website and seems impressive. We produce tools for (X market), do you ever heard about Y (our flagship product).
  Yes -> Good. Do you use it? I would like to step by and show you new features that can enhance your productivity.
  No -> Good. I would like to step by learn a bit more about your role in the company and get you the opportunity to see a demo and benefit from our tools to enchance your productivity.
  
  Typical answer --> Yeah, but I am not the most suited. Try with Mr.Y.
  
  Then I repeat the same with Mr.Y,Z, A and I finally get to MKTG or Purchasing.
  
  Any Suggestions?
  
  Thanks.
  
  Regards,
  
  Guillemm
  
  • 16 Jun 2009, 12:30 am
  Guillem Abril wrote: > Hi, > > I just have an open question for everyone. > > How do you prepare for a Cold Call? > > For me it is relatively easy to call a high ranked lead, and farily > more complicated for low ranked leads. But when I get to really > really cold calls I don't know where to get the grip. > > I look at their website, think about an introduction and strategy but > I usually end up speaking to someone in MKTG or Purchasing dept that > promises me to redistribute the info I'll send him/her by email. > > My introductions start like: > > At the reception desk: I would like to talk with sby at technical > dept. My name is XY, and I work at Z company. We have been working in > the past or I'd like to share with him some info (the second sounds > like a really deseperate seller, but that's my best shot) > > When I get to a potential user: > > Hi my name is XY, and I work at Z company. I am the local Field > Engineer for your Region and I phone you to learn a bit more about > you. I've been surfing your website and seems impressive. We produce > tools for (X market), do you ever heard about Y (our flagship > product). > Yes -> Good. Do you use it? I would like to step by and show you new > features that can enhance your productivity. > No -> Good. I would like to step by learn a bit more about your role > in the company and get you the opportunity to see a demo and benefit > from our tools to enchance your productivity. > > Typical answer --> Yeah, but I am not the most suited. Try with Mr.Y. > > Then I repeat the same with Mr.Y,Z, A and I finally get to MKTG or > Purchasing. > > Any Suggestions? > > Thanks. > > Regards, > > Guillemm
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• 
  Guillem Abril

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  Re^2: Making Cold Calls

  Thanks Jürgen.
  
  I just signed in.
  
  • 22 Jun 2009, 9:07 pm
  Guillem Abril wrote: > Thanks Jürgen. > > I just signed in.
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• 
  Hagen Döring    Premium Member

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  Re^3: Making Cold Calls

  My name is Hagen Doering and I am a new member in this group. For many years I am in B2B sales in the cosmetic industry. Today I am selling active ingredients to cosmetic companies such as Beiersdorf and Henkel.
  
  When browsing through the different topics that have been posted I found this one interesting. I assume this is always a challenge for all sales people. As a matter of fact I was a bit surprised that only few comments were made about it. Even though those comments made were quite helpful.
  
  Cold calling is also not my favorite. So what I like to do is to warm up the contact prior to my first phone call. By that I mean that after identifying the right person I send a letter or email with relevant information. Ideally this will mean that the target person has at least read about my company before which should make the call easier.
  
  Hope we can elaborate on this matter a bit further...
  
  My best for the New Year to all of you!
  
  • 06 Jan 2010, 11:35 am
  Hagen Döring wrote: > My name is Hagen Doering and I am a new member in this group. For > many years I am in B2B sales in the cosmetic industry. Today I am > selling active ingredients to cosmetic companies such as Beiersdorf > and Henkel. > > When browsing through the different topics that have been posted I > found this one interesting. I assume this is always a challenge for > all sales people. As a matter of fact I was a bit surprised that only > few comments were made about it. Even though those comments made were > quite helpful. > > Cold calling is also not my favorite. So what I like to do is to warm > up the contact prior to my first phone call. By that I mean that > after identifying the right person I send a letter or email with > relevant information. Ideally this will mean that the target person > has at least read about my company before which should make the call > easier. > > Hope we can elaborate on this matter a bit further... > > My best for the New Year to all of you!