 For other great sales openers to warm up your calls - Click here!
Start Cold Calling from Coupon Booklets that you receive in the mail!
Summary of sales technique:
We all receive coupons in the mail. Some of us use these coupons and others use them as free throws into their trash can. Have you thought about using these coupons as business leads? These leads give you an excuse to call your sales prospect and helps to source your telephone calls. When you source your call it helps to build credibility rather than keeping your prospect guessing as to how you got their name in the first place.
Who advertises in these booklets?
- Chiropractors
- Veterinarians
- Podiatrists
- Dentists
- Attorneys
- Restaurants
- Storage Facilities
- Carpet Cleaners
- Air Conditioning and Heating Companies
- Plumbers
How do you find the owners of these companies?
Check out your state government's "Secretary of State" website. In most cases, you can search for the names of business entities in your state. These records indicate the name of the business owner. Read this article entitled: "Locate Business Owners in One Minute or Less!"
Can I see an example of how this opener works?
Give yourself an "ATTITUDE CHECK" - get excited and sound excited! Your prospect won't be enthusiastic unless you are! Do a little pre-call planning and check out your prospect's website to learn a bit more about what they do and how they do it. Perhaps their is a news article that you can incorporate into your conversation OR maybe you noticed in the owners biography that they enjoy rock climbing and you do as well! Maybe they went to your college? During your pre-call planning and research find something interesting about your prospect's company. Then use this new information to show your prospect that you're genuine and that you did take the time to learn more about their company.
Example #1
(Insert the first name of your prospect here), this is (Insert your full name here) from (Insert the name of your company here) and now you know that your advertising works! PAUSE.
Your prospect will be very curious as to who is calling and will most likely let you continue speaking...
I received one of your ads in the mail the other day and that is what prompted me to reach out to you today! PAUSE. One of the areas that we specialize in is working with (Insert their profession here), and the reason for my call today is (Insert something here compelling and give your prospect a reason to speak with you. Can you help save your prospect money? Can you help make them money? Think about how you can save your prospect time? How can you protect their business interests? Put yourself in your prospect's shoes and think about what would prompt you to meet with someone? How can you make someone's life easier? Your prospect may be happy now, but, when was the last time they seriously compared apples to apples of the specific service or product that you offer?)
(Insert the first name of your prospect here), as a business owner, it never hurts to review your options. In fact, more options give you more information so that you can make the best possible decision for your company. While you may already be happy with your supplier we would like the opportunity to compete for your future business. PAUSE. (Listen to how your prospect responds and ask for the appointment - focus on options and focus on the "What if scenario?" You can ask your prospect what happens if your vendor messes up then what? Do you have a back-up plan? Focus on being their back-up plan.)
|
