sales Article Body:
How can we make cold calls "work" when weÆre talking to someone we havenÆt met, about something they may not need? Well, itÆs really simple. First we look at how to relate to them rather than hoping theyÆll relate to us and our solution.
When we approach cold calling with a question about what their needs are, potential clients respond much more readily to the idea of talking with us.
To help you with this, here are a few examples of dialogues within four very different industries.
Example: Staffing
In the staffing or recruiting industry, the goal is to call a company and identify whether they need help finding new staff.
The old cold calling approach is, "Hi. My name is... IÆm with XYZ Staffing Company, and we offer these services. IÆm just calling to..." And by that time, the person pretty much says, "WeÆre not interested," right?
With this new cold calling approach, the idea is to think about the problem youÆre solving. The problem youÆre solving is helping them find good people.
So I would start the conversation with, "Maybe you can help me out for a second?" And they usually say, "How can I help you?"
I reply, "IÆm just calling to see if your company is still looking at finding good, quality employees to hire?"
The response to that is likely to be, "Well sure. WhoÆs this?" This is a normal response which we want to be ready for. I would simply say, "My name is Ari and IÆm with XYZ Staffing Company and we help companies identify and find good people. IÆm just calling to see if your company is in a situation now where youÆre looking to hire and find new people."
Example: Software
LetÆs say youÆre in the software industry, and that you sell software to improve the productivity of an organization. What you want to do is focus on the problem that you solve specifically.
What most software salespeople do in cold calling is say, "Hi, we sell software to help improve productivity." But that doesnÆt really identify the problem it solves. You have to focus specifically on an issue.
So, for instance, the software might solve a problem with lost paper-based documents. ThatÆs a very specific issue.
In this case, I might call and say, "IÆm just calling to see if your company is having issues with lost paperwork because of manual paper-based filing systems."
See how specific that is? ItÆs very directed to the problem in their world. This
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John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
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John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession
John Woodville Feet Size, Family, Eye Color, fees per movie, Wiki, body stats, Real Name, Profession.
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