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Add You - Cold Calling Mean Prospects
Watch Out For The FinancingIts almost 9 PM and you've got just one more order to fill because you promised “Henry” you'd have his order ready for pick up first thing tomorrow, Henry's an old customer, a good friend and has a machine down and the part we stock will have him up and going again. But the nagging thought comes back again . . . . “after 27 years I don't need this anymore, I'm gonna sell it!”There are many different reasons why businesses are sold. But of all the reasons, the three mos
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM
If you're old enough and were living in America about 30 years ago, you may remember the scandal in the motion picture industry known as "the Begelman affair" or "Hollywoodgate."A skillful analysis of the crisis that rocked Columbia Pictures, a leading company in its field, is presented by Steven Fink in his book, "Crisis Management: Planning for theInevitable." I am telling the tale over, but not for the sake of relating a "juicy" story (such pastimes being hardly something I
"Stop calling me!"
"It's 10 o'clock Monday morning, what nerve!"
"I'm going to be hanging up on you!"
"What part of no did you not understand?"
"Who’s your manager?"
Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very intense. It's really hard not to take these responses personally. And yes, it's hard to stay positive when you hear so much negativity. And yes, such negativity from your sales prospects can turn a great day into a not so great day.
So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM
Leadership is an apprentice trade. In most apprentice trades, you learn about 20 percent in the classroom and from books. The rest, 80 percent, you learn on the job. Here are ten tips on how to do master your own apprenticeship.Pick good role models. Pick out some great leaders to emulate. Then, when you're faced with a leadership problem, ask yourself how your role models would handle the situation.Find a mentor or two or three. Mentors are people who provide wisdom and guidance. Mentors are
So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM
During the past couple of months, I spent considerable time researching the use of sweepstakes in the B2B software market.Software marketers tend to stay away from sweepstakes. There is a good reason for this. Last year, 1,900 B2B marketers surveyed by “MarketingSherpa” rated sweepstakes as one of the least effective means of generating high quality leads.But because the use of sweepstakes is a powerful tactic to convert prospects into customers, I tracked down which sweepstakes B2B marketers are u
So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM
In selling window-cleaning services to small businesses in retail centers it is often advisable to give free services to show them of your abilities. When working on selling to large corporations you'll need to do personal sales and approach them in a very professional matter and have with you a copy of your million-dollar liability insurance policy certificate to work other property.Often you may have to meet with the facilities maintenance directors and do a professional sales call. If you meet with th
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM
Public Relations for the Executive Branch of the United States Government are not easy, yet they are paramount to delivering the right message to the American People. Since all politics are local and there are so many variables and interests out there the Public Relations Programs must be somewhat of an overview as not to alienate any group of citizenry or they will feel slighted and disrespected and then want revenge.Additionally the message to the American People must be carefully constructed because it
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE.
Humor also has the power to create and build rapport with your prospects as well! Take a personal risk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’re having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call.
3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT.
Read this quote from Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole.
“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company ... a church ... a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude ... I am convinced that life is 10% what happens to me, and
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