Say "No" to Cold Calling
Starting at the A's and working through the Z's of the local phone book is not the most profitable way to sales success. Your cold market is all the people you do not know. You have a 9 percent chance that your cold market will turn into your warm market. The odds are against you the moment you pick up the phone book.
A survey of buyers discovered that:
> 91 percent of buyers never respond to an unsolicited inquiry
> 71 percent of buyers find cold calls annoying
> 88 percent of buyers will have nothing to do with cold calls
Stop wasting your time on cold calling and start building your sales success with buyers that contact you. This is the best place to focus your energy.
Your success begins by taking a creative look at what you are offering to your prospects. Why does someone need your product or service? Who would need your product or service? And finally, what makes you different from your competition?
When you determine who needs your product or service, you have pinpointed a niche market. Take a close look at your ideal prospect. Who are they? What do they act like? Why is this the type of prospect you want? Consider the characteristics of your ideal prospect.
You have selected your niche market and determined what your ideal prospect looks like. Now, ask yourself “How can I become somebody special to them in this area of sales?"
Your goal is to market yourself to this niche as the one that has the solution to their needs. It is time to market you along with your product or service.
When you decide to target a niche market you have the opportunity to build a reputation for yourself as a specialist in your field. This reduces the rejections and stimulates new business inquiries from others. To become a specialist you should use different types of marketing strategies.
To build your reputation you must become involved in the niche you are servicing. Join organizations and trade groups of your niche market. Become a member of their community. Obtain leadership positions within these organizations. You want to be visible and known.
Create an awareness of you and your business. There are many opportunities to speak at luncheons and weekly or monthly meetings of organizational groups. Get out there and be seen and heard.
Write articles with information that your niche market would find informative. Submit these articles to trade publications for your niche. Contact your local paper about writing niche specific articles, start your own newspaper column.
Write letters to the editor of your local paper about controversial issues. Always end your letters with your name and the name of your business. Write a reply to an editorial opinion in a niche specific trade journal.
Develop educational flyers or brochures to generate awareness about your product or service. If you are offering a new type of product or service, issue a press release.
Stimulate inquiries from high-potential prospects by conducting seminars centered on your niche market. You do not want the seminar to be all about sales, you want to educate your prospects about you and your product or service.
Advertise to your niche market. Advertising will be costly and must be ongoing in order to be effective. Start a newsletter based on your niche market. Participate in local radio interviews about your niche. Contact your local television station and find out if they produce segments on new businesses in the area.
Ask for referrals from community leaders. Explain to them who you are targeting, who your ideal prospect is, and ask if they could introduce you to a couple of individuals that may be interested in what you are offering. Host a small casual function so that you can be introduced to these referrals.
Say "No!" to cold calling. Put the phone book back on the shelf and start using marketing strategies that work. Create a marketing plan that includes various strategies and you will have a steady flow of prospects calling you.
A survey of buyers discovered that:
> 91 percent of buyers never respond to an unsolicited inquiry
> 71 percent of buyers find cold calls annoying
> 88 percent of buyers will have nothing to do with cold calls
Stop wasting your time on cold calling and start building your sales success with buyers that contact you. This is the best place to focus your energy.
Your success begins by taking a creative look at what you are offering to your prospects. Why does someone need your product or service? Who would need your product or service? And finally, what makes you different from your competition?
When you determine who needs your product or service, you have pinpointed a niche market. Take a close look at your ideal prospect. Who are they? What do they act like? Why is this the type of prospect you want? Consider the characteristics of your ideal prospect.
You have selected your niche market and determined what your ideal prospect looks like. Now, ask yourself “How can I become somebody special to them in this area of sales?"
Your goal is to market yourself to this niche as the one that has the solution to their needs. It is time to market you along with your product or service.
When you decide to target a niche market you have the opportunity to build a reputation for yourself as a specialist in your field. This reduces the rejections and stimulates new business inquiries from others. To become a specialist you should use different types of marketing strategies.
To build your reputation you must become involved in the niche you are servicing. Join organizations and trade groups of your niche market. Become a member of their community. Obtain leadership positions within these organizations. You want to be visible and known.
Create an awareness of you and your business. There are many opportunities to speak at luncheons and weekly or monthly meetings of organizational groups. Get out there and be seen and heard.
Write articles with information that your niche market would find informative. Submit these articles to trade publications for your niche. Contact your local paper about writing niche specific articles, start your own newspaper column.
Write letters to the editor of your local paper about controversial issues. Always end your letters with your name and the name of your business. Write a reply to an editorial opinion in a niche specific trade journal.
Develop educational flyers or brochures to generate awareness about your product or service. If you are offering a new type of product or service, issue a press release.
Stimulate inquiries from high-potential prospects by conducting seminars centered on your niche market. You do not want the seminar to be all about sales, you want to educate your prospects about you and your product or service.
Advertise to your niche market. Advertising will be costly and must be ongoing in order to be effective. Start a newsletter based on your niche market. Participate in local radio interviews about your niche. Contact your local television station and find out if they produce segments on new businesses in the area.
Ask for referrals from community leaders. Explain to them who you are targeting, who your ideal prospect is, and ask if they could introduce you to a couple of individuals that may be interested in what you are offering. Host a small casual function so that you can be introduced to these referrals.
Say "No!" to cold calling. Put the phone book back on the shelf and start using marketing strategies that work. Create a marketing plan that includes various strategies and you will have a steady flow of prospects calling you.
posted by Puppy 1000 at 12:26 AM
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