Does This Work with Small & Mid Sized Companies Too?

Sure our cold calling practice, programs and products are geared toward calling the executive-level decision-makers of large companies -- b2b, that's business to business calls.

And, yes, these practices work well when you are cold calling small to mid-sized companies as well. They are even used for b2c, business to consumer calls. After all, consumers are decision makers too.

What will make cold calling "work" in your market segment is your ability to stop thinking and speaking like a seller and to start thinking and speaking like a buyer of your products and services.

One of my mentors illustrated the importance of this point with an example that was totally out of my realm of selling. He asked, "Why do hospitals buy lights for their parking lots?"

If you answer -- as a courtesy to employees and patients' families ... or ... so people can find their cars when it is dark ... you'd be wrong. The answer is "to avoid law suits."

The seller of lighting who really "gets" that the purchasing departments of hospitals don't give a hoot about aesthetic appeal of lighting; that they are not thinking about making life easier for people who park in their lots; and who really "gets" that hospitals purchase outdoor lighting as a way to stop "wrongful negligence" law suits ... will own the lighting market for hospitals. Everyone else will place a distant second.

Now, think about it, why do buyers really buy when they invest in your products and services. Don't know the answer? Pick up the phone, call one of your happy clients and ask them. Because, the right answer to this important question will increase your sales by multiples.

Visit: www.coldcallingexecutives.com

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