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What to say when coldcalling...

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What to say when coldcalling...
December 24, 2010
12:32 am
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SallieP
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December 23, 2010
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Bob and Sam,

I will soon have my announcement cards mailed … I have inlcuded a plastic Rolodex card in them. Then I plan to hit the pavement, knocking on many doors. I could use a bit of advice though on what to say when I make my rounds. It seems it should be quick but effective and pass out another Rolodex card as well. If you have a short speech that you have found effective, please let me know … I want to make a good impression in the short amount of time I am sure to have. The name I have chosen for my business is The Company Courier.

Thank you so much,

Sallie

December 24, 2010
12:33 am
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Sam Knowlton
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February 20, 2010
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Sallie,

Great to hear from you. It sounds like you are building some great forward momentum.

One of the easiest and most effective ways of breaking the ice with prospects is using a survey strategy. Done correctly, you can glean a lot of useful information that you wouldn’t get with a more sales-centric approach. Also, you open the door to identifying prospects that might really need your services — but not at the moment.

Remember, too, as you begin, that a handful of clients starts the fire. One strategy that I’ve been in love with lately is the "I’m already in the area" approach. This is most effective when you are prospecting near an established account, but I see no reason it couldn’t also be applied to a new territory. Basically, you stop into a prospect’s office and inform them that you were "just next door" or "down the street" visiting XYZ Widgets, where you were telling them about the business that you have making deliveries for local businesses. You can then give them a rate card, Rolodex card, or survey "just in case" they might need/want your services as well.

This strategy can also be put in the form of a door hanger or post-it note for nearby businesses.

Anyway, those are two simple strategies. As a general principle, you also want to ensure that you know who you need to be talking to. I.e., who is the decision maker? I expect you may already have some of the ins and outs from your sign business.

There’s no wrong way to prospect! Just remember too that for most of your prospects, it may be the third or fourth visit over the course of a few months before they warm up to you.

Break a leg! And let us know how it goes!

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