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Hot tips & Ideas Update, Vol-10 Issue #011
June 22, 2010

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Hot Tips Of The Week 23 June 2010
Volume 10, Issue 011
1. Note from David

2. Feature Article:
Everything You Need to Know About Cold Calling.

3. Insight Of The Week

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Note From David

Hello ,

With all the worries building up in the global financial market, people are saying that we might be at another economic "turning point"? Things are changing so rapidly nowadays that we don't know who's predictions to listen to.

Should we worry about another economic recession? Sure, we should! The good news is, there is hope!

Do you know the quickest way to double your sales, even in a recession? Answer: Double your time spent in selling!

I know this is not a "strategic marketing" breakthrough, but it is so fundamental that we sometimes ignore it, or never think about it at all!

Some of our clients with whom I share these ideas, are even talking about doing some 'cold calling'. Yes, sometimes we have to return to traditional wisdom, it might sound boring, but hey, it works!

So this week's feature article is quite unique: "Everything You Need to Know About Cold Calling" and I hope it will make your next cold call, a pleasant experience.

Happy Cold Calling!

Dedicated to your business success and profits

David Ji

Feature Article

Everything You Need to Know About Cold Calling

Do you hear the ominous music in the background when someone mentions the dreaded words: COLD CALLING? The idea of calling up one stranger after another to make a sales pitch can be an intimidating one. It doesn't have to be a traumatic experience! It's time to change the way you think about cold calling.

Mistake #1: Cold calling is about making the sale.

Don't look at cold calling as a do or die, 'you-must-make-the-sale' activity. Cold calling is about getting the CHANCE to make a sale. You want to establish a rapport with your potential customer and then set up an appointment to make your actual sales pitch.

Mistake #2: Cold calling is a success or a failure the first time out.

Statistically speaking, it takes the average customer FIVE points of contact before they actually make a purchase. If you only call once, you're giving up too easily. If you send only one mailing, you're giving up too easily.

Mistake #3: Hurry hurry hurry.

Even if you've made the same call fifty times already, the person on the other end is only hearing the information for the first time. SLOW DOWN. Speak clearly. Enunciate. If the person on the other end of the line can't understand you, what is the point of even calling?

Mistake #4: Giving the person a chance to end the call.

"How are you today?" A natural question if you're calling a friend. A bad question if you're calling a potential customer -- you've just made it easy for them to say "Very busy" and hang up. Donít ask if "this is a good time to talk" because you've just made it very easy to say no.

Mistake #5: Just pick out a number and go for it.

A little research will make your cold calling MUCH less traumatic. Know who you're calling, what they do, and where they are. Take the time to learn a little bit about the business or person you are calling -- you want your call to focus on THEM and how you can help them with your product or service.

Mistake #6: Just read the script.

A script is good for making sure you hit all the important points. A script is bad because it gets very easy to rush through it unintelligibly. Bullet points are better -- you'll have all the information at your fingertips, and you can talk about it naturally.

Your success in cold calling depends largely on your attitude. If you hate making calls, it's going to show.

A few more quick tips for cold calling success:

1. Smile! It adds warmth and changes the tone of your voice on the phone.

2. Ask for an appointment at a specific time, rather than a general time. "Would tomorrow afternoon be a good time to stop by?" is better than "Can I stop by next week?"

3. Be nice to everyone you talk to -- the person who answers the phone may or may not be the person you actually need to talk to.

4. Try sending a unique promotional item out before you call. Something really unusual will make people remember you. Just be sure to mention that YOU sent it when you call.

5. Try to do your calling early in the morning, rather than late in the day. Most people don't like being disturbed after a long, hard day at work.

6. Try to avoid calling during mealtimes. Most people don't like being disturbed at the dinner table.

'Everything You Need to Know About Cold Calling' was brought to you by Advance Printing and Signs Pty Ltd...A true "one stop" PRINTING & SIGNAGE supplier. Want to save TIME, MONEY & STRESS on all your printing needs? Contact us on 02 9749 1966 at 38 Railway Street, Lidcombe, Sydney, NSW Australia 2141

(C) 2010 David Ji - Advance Printing & Signs

Insight Of The Week
"If things are not going well with you, begin your effort at correcting the situation by carefully examining the service you are rendering, and especially the spirit in which you are rendering it."

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