"Make Less Cold Calls and Reach More Prospects!"
by Pop Icon Mr. Cold Call™
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Before you pick up your telephone how often do you review your prospect's website? If you're just picking up the telephone and dialing for dollars then you might as well get yourself a good pair of sunglasses to go along with your wardrobe. The more time you take to really understand your prospect's business, how they do business and what they do will always create more interest from your prospect. Your genuine interest in understanding your prospect's business through their website will help you to reach and speak with more qualified sales prospects.
When reviewing your prospect's website make sure that you check out their "Management Profile" section. Many times you will read something in their profile that you can relate to and incorporate into your conversation. Common interests create and build repoire. And when you mention to your prospect that you saw a "shared interest" on their website, how will they react? Your prospect will know that you really took a genuine interest to learn more about them and their business. Where else should you look on their site?
Check out their most recent news releases. Perhaps they just introduced a new product that is a "perfect in" for your product or service (focus on solution-based selling not pushing your product or service). Also, review the "About Us" section and learn how their company got started or if there are any really interesting company facts. Click on different product and service buttons and try to locate an audio or video demo of what they do. The point here is to peak around their website, be innovative and bring your findings to your sales call. By doing your initial online research you will uncover not only that you need to make less cold calls to reach more prospects, but that you will uncover more needs. And uncovering needs is your ticket to being the #1 salesperson in your office!
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