Cold Calling 101

Raise your hand if you've heard of Pat Cavanaugh, CEO of Cavanaugh Promotions, before this sentence.  I'm hoping some of you raised your hand for two reasons.  One is that your co-workers are now looking at you a bit mystified and two if your in sales hes a guy worth knowing.   For the NCAA basketball buffs the name may ring a few bells.  He was a standout player at Pittsburgh and has evolved into a standout sales man.  He generated 100 new accounts in the first quarter of 2000 alone and says that he can make 200 cold calls a day if left alone with the phone.  So whats his advice on success?  You'll find it below courtesy of Inc.com. 

Q: Do you have any tips on devolping cold-calling skills?

•  Warm up prospects with an inexpensive promotional item
• Ask for an appointment at a certain time, rather than "Tuesday"
• Respect the other person's time
• Do your homework on the person you are calling before you pick up the phone
• Timing is everything 
• If you get their voice mail, leave a message. The right message gets a return call
• Follow up

Q: What advice do you have for a cold caller who sells services?

• Don't waste an appointment collecting information on your prospects. Make the appointment once you have a match. That's when you're ready to start the selling process.

  Q: I got there voice mail, now what?

• Leave a message. 

Q: How should I address my staffs concerns regarding the impact of economic downtown?

• Your team must have faith in their products and services so that they can convey that faith to customers

 Want more sales tips? Check out the original text at Inc.com