January 19th, 2009 @ 11:30 am
This morning’s post “7 Steps to a Perfect Cold Call” described a fairly mainstream approach to the subject from Andrea Sittig-Rolf.
To provide a contrast, here’s the management coach Keith Rosen of Profitbuilders.com providing a completely different view of what a cold call is all about.
Keith sees the cold call as primarily developmental to the relationship, and believes it should have no goal other than qualification.
Check it out:
This Blog's Best Post: The Ultimate Cold Calling Tool |
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EASTeam
Geoffrey,
Once again, Keith Rosen hits the bull???s eye! This guy just 'gets it', no doubt...
Seek to understand, not be understood - at least at this phase of the process. Come to think of it, the 'sales' process hasn???t even begun yet. This is merely a preface.
Thanks for sharing,
Kirk Abraham
Partner, MRI - EAST
www.engineeringsolutionsteam.com
EASTeam
Once again, Keith Rosen hits the bull???s eye! This guy just 'gets it', no doubt...
Seek to understand, not be understood - at least at this phase of the process. Come to think of it, the 'sales' process hasn???t even begun yet. This is merely a preface.
Thanks for sharing,
Kirk Abraham
Partner, MRI - EAST
www.engineeringsolutionsteam.com
storycrafter
I have to agree 100%. I approach the beginning communication with any new prospect like a first date -- how disastrous would ANY first date be, if you went into it looking to get married by the end of the date -- and the question, do I want a second date?
What I look for at the start (and, this search could span many more than one conversation) is, do we have a basis to be in business together? That question must be yes from both sides before I continue my sales process.
tarnow19
Yes. The first calls especially are investigative. Finding out the prospects interests and point of purchase and obtaining permision for re-contact, wether by phone or visit.
Even more so if your building a contact list before DM contact when you need a picture of the business before giving to much away your self.
Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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