Cold Calling The Amazingly Simple Secret for Successful Cold Calls to Company Presidents
Your colleagues are extremely interested in cold calling
company presidents-like you, everybody with business savvy
wants to reach the executives, quickly to close top dollar
sales.
In this business environment with collapsed organizational
structures, the elimination of middle management, and the
increased workload for executive assistants-it’s even more
challenging to break through to the inner-circle of
decision-makers.
So consider this–stop making the cold-call process more
complicated (and considerably more painful) than it needs
to be. Quit agonizing over the writing of pre-approach
letters and searching out friends who can provide warm
introductions that’ll break you through, get you into the
hallowed halls of the executive suites.
Sure pre-approach letters and warm introductions are a good
mix to add to any sales strategy-but even big time local
and long distance phone companies are finally catching on
to the fact that the product they market, the telephone, is
the most direct, effective tool for increasing sales by
leaps and bounds. Now, you don’t wanna miss out on use of a
proven, effective sales tool. Do you?
Of course not!
Here’s What Sales Pros Attempt
Now, this is interesting … a recent client survey revealed
that most sales professionals feel pressed to accomplish a
lot during a prospecting call. With each executive-level
cold call most professionals take a big breath and in one,
great big, run on sentence try to establish rapport by
being friendly, gain credibility by giving company history,
learn about the prospect with probing questions, introduce
and sell products/services-all within the parameters of one
brief make-it-or-break-it telephone call to the executive
suite.
You’ll Never See It Coming, Here’s Why
Here’s a news flash … it can’t be done! Even bigger news …
this kind of approach actually signals executive assistants
that you don’t belong in the president’s office. The
assistant will simply smile, refer you down to a lower
level-and you’ll never know why or how you got booted down
the ladder so quickly.
So, let’s go to the heart of the matter, take a close look
at the structure of the phone call itself. In the 35 to 90
seconds that’ll you’ll have to spend on the telephone at
the president’s level you’ve gotta be prepared to take the
call down the straight and very narrow path in which you
want it to go. And there is one absolute, positive, no
doubt about it, purpose of your call. Any hint of a
deviation from this purpose will result in fewer
executive-level appointments.
So here’s the secret … cherish it and know it’s extremely
valuable.
THE amazingly simple secret to successful cold calls to the
offices of presidents is to be certain that every single
one of your prospecting calls has one crystal clear purpose
and one purpose only. Each word you speak during your
prospecting phone calls directs and redirects the
conversation toward that one goal-scheduling an
executive-level sales call. It doesn’t matter whether you
schedule a meeting in person, or schedule a phone
meeting-every word of the initial phone call must direct
the conversation toward getting that meeting booked on the
calendar. Period.
Write Down the Words of a Successful Call
A technique that’ll catapult you forward is to write down
the words exchanged during your cold call. Identify what
words, statements, and questions, keep the conversation on
track towards an appointment and what words cause you to
lose the appointment.
You’ll become consciously aware of the words that flow
between you and your prospect-and their impact. Won’t be
long till you realize that your words either get you what
you want or take your cold calls way off the path down some
obscure rabbit trail.
I guarantee your competition doesn’t have a single-minded
focus on high level calls and is unwittingly, forfeiting a
whole lot of potentially lucrative business. Yet, they hold
onto their ill-advised, accomplish-a-lot-in-a-little
bit-of-time approach to prospecting at the top. You on the
other hand will find that keeping your prospecting calls on
one laser-like focus will bring in more executive- level
sales calls than you ever imagined possible. Now, go get
‘em.
Forward this article to friends-they’ll thank you for it!
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It costs you nothing to enroll in our Mini-Course
“Jealously Guarded Secrets to Cold Calling Company
Presidents†visit http://www.ColdCallingExecutives.com ! Or
call Your Sales Coach for Extreme Profitability, author,
speaker, Leslie Buterin (like butterin’ bread) at
(316)260-3800 9-3 CST (that’s Kansas City/Chicago Time)
