Post by Kevin on Jan 24, 2009 11:15:42 GMT -5
Let me tell you the great fun and wealth your missing, if you are not doing door to door sales.
Your first response might be, YUCK or I HATE cold calling on people.
Now if your one of the haters, it is simply because your not doing it right. Now not doing it right leads to rejection and more No`s then getting Yes`s which in turn takes a tole on your mind, triggering the effect of YUCK or I HATE!
Now the art of good cold calling, is making people happy, getting more Yes and less NO.
So lets look into this a minute, the human psychology of the cold call from the possible client`s point of view.
Your a salesperson, therefore the client thinks your trying to get something from them. Now if your not trying to get their money, your stealing their time. Regardless most people feel one way or the other that you are their trying to take something from them.
It does not matter if it is the gatekeeper $8 an hour receptionist, or the President of the company. Doing a bad cold call always gets the same result.
Have you ever heard that old old joke about the Boss who was mad at his new sales clerk employee in the large department store. Well if you haven`t heard it, the boss asks the new employee how many sales did you get today, the employees response was 9, boss very upset because most of his sales associates get over 100 sales a day in his store. So the boss asks why only nine? The clerk responds, well this man came in, so I sold him a tackle kit, fishing pole, fishing clothes, fishing knife, sea fishing set, new speedboat and trailer, and that Chevy truck to pull the trailer. The boss is absolutely amazed. How did you do that he ask`s ?
The clerk responds well he came in looking for tampons for his wife, so after I got him those I told him his weekend is pretty much shot and he should go fishing.
Now this little sales joke goes along way, talking to people is making sales. Communication and listening is making sales.
Now before you pipe in with, communication is hard when they are shoving me out the door.
To this I say your approach is wrong, start looking at your cold calling as you are there to GIVE and not take. Their is a reason to your being there. So lets go over some cold calling zingers that give you reason and purpose.
HI, I`m Joe from Johnson Janitorial:.................
The reason i`m here is i`m wondering if you have any space for rent, we are cleaning place X down the road and they do not have enough room for our equipment, and I can GIVE you a huge discount on your cleaning weekly if you have appropriate space.
The reason I`m here is we clean the doctors office down the road, and since we have a crew so close we can discount your janitorial bill. Would you like a me to GIVE you a free estimate.
The reason I`m here is we are doing charity carpet cleaning this month all the carpet cleaning were doing in January 25% is going to the local X charity and we hope to make them ten thousand dollars. Can I give you a FREE estimate.
The reason i`m here is we are giving away free window washings this week. If you buy one window washing we GIVE you one for free? Can I give you a FREE estimate.
Now I think you might have the idea. Reason, Give, Free... are powerful words. It beats going in and saying HI, I`m Joe from Johnson Janitorial:................. does anyone clean here, here`s a brochure call me when you want to give me some money.
Your approach and communication is the ultimate wealth builder. With practice comes perfection. Set your goal of cold calling 35 places a week. It is all in the numbers, the higher amount of cold calls leads to more higher wealth. Get your schedule out and write in the days of the month and time that you will spend cold calling. Let me give you some free advice. If you don`t write it into your planner today, you never will.
Your first response might be, YUCK or I HATE cold calling on people.
Now if your one of the haters, it is simply because your not doing it right. Now not doing it right leads to rejection and more No`s then getting Yes`s which in turn takes a tole on your mind, triggering the effect of YUCK or I HATE!
Now the art of good cold calling, is making people happy, getting more Yes and less NO.
So lets look into this a minute, the human psychology of the cold call from the possible client`s point of view.
Your a salesperson, therefore the client thinks your trying to get something from them. Now if your not trying to get their money, your stealing their time. Regardless most people feel one way or the other that you are their trying to take something from them.
It does not matter if it is the gatekeeper $8 an hour receptionist, or the President of the company. Doing a bad cold call always gets the same result.
Have you ever heard that old old joke about the Boss who was mad at his new sales clerk employee in the large department store. Well if you haven`t heard it, the boss asks the new employee how many sales did you get today, the employees response was 9, boss very upset because most of his sales associates get over 100 sales a day in his store. So the boss asks why only nine? The clerk responds, well this man came in, so I sold him a tackle kit, fishing pole, fishing clothes, fishing knife, sea fishing set, new speedboat and trailer, and that Chevy truck to pull the trailer. The boss is absolutely amazed. How did you do that he ask`s ?
The clerk responds well he came in looking for tampons for his wife, so after I got him those I told him his weekend is pretty much shot and he should go fishing.
Now this little sales joke goes along way, talking to people is making sales. Communication and listening is making sales.
Now before you pipe in with, communication is hard when they are shoving me out the door.
To this I say your approach is wrong, start looking at your cold calling as you are there to GIVE and not take. Their is a reason to your being there. So lets go over some cold calling zingers that give you reason and purpose.
HI, I`m Joe from Johnson Janitorial:.................
The reason i`m here is i`m wondering if you have any space for rent, we are cleaning place X down the road and they do not have enough room for our equipment, and I can GIVE you a huge discount on your cleaning weekly if you have appropriate space.
The reason I`m here is we clean the doctors office down the road, and since we have a crew so close we can discount your janitorial bill. Would you like a me to GIVE you a free estimate.
The reason I`m here is we are doing charity carpet cleaning this month all the carpet cleaning were doing in January 25% is going to the local X charity and we hope to make them ten thousand dollars. Can I give you a FREE estimate.
The reason i`m here is we are giving away free window washings this week. If you buy one window washing we GIVE you one for free? Can I give you a FREE estimate.
Now I think you might have the idea. Reason, Give, Free... are powerful words. It beats going in and saying HI, I`m Joe from Johnson Janitorial:................. does anyone clean here, here`s a brochure call me when you want to give me some money.
Your approach and communication is the ultimate wealth builder. With practice comes perfection. Set your goal of cold calling 35 places a week. It is all in the numbers, the higher amount of cold calls leads to more higher wealth. Get your schedule out and write in the days of the month and time that you will spend cold calling. Let me give you some free advice. If you don`t write it into your planner today, you never will.
