Cold Calling Tools: May 2008

Thursday, May 22, 2008

Cold Calling: Review of a short, short script

Thanks Bob for this short, short voice mail script!

"Hi (manager's first name) it's Bob, 555-555-5555. I have an SAP Basis Admin available who lives in the area. I also have other SAP and non SAP talent available, as an employee or contractor. Let me know what you need. Bob LastName, Recruiters, 555-555-5555. Have a great day, goodbye"

Quick observations and thoughts:

1. When you have a product/service that is greatly needed such as SAP talent, this kind of message should get you a call back just about every single time. I image this is the case for Bob right now. A close examination of the results of these calls would allow me to see where there is opportunity for even better results.

2. Every decade or so there are particular shortages in specific segments of the workforce that result in employers paying outrageous salaries and going to great lengths to find those people. In the 80's Geologists were hotly pursued and courted. Then, as in all markets something changes and the tide goes another direction. This is one reason I encourage those of you who have products/services that seemingly "sell themselves" to change your thinking toward building relationship with your prospects and discovering their needs for more than SAP talent.

3. Building relationship also serves to identify other opportunities with your prospect companies. Opportunities that you will never know about unless you take the time to get to know your prospects.

Leslie Buterin (like butterin' bread)

Visit: www.coldcallingexecutives.com

Thursday, May 8, 2008

Cold Calling: Closing Lines That Reel-In Appointments

Here you will see 3 green-sets of closing statements that are representative of the way your colleagues end cold calls.

You will see my comments after each of the 3 paragraphs ..

"Mr. Prospect, do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?Do mornings or afternoons work better for you?Thanks again for the opportunity to meet with you and for taking the time to discuss how we may be able to .... If anything changes on your side or if you need to reschedule, please take down my phone number and e-mail address. Otherwise, I'll reconfirm this meeting with you on ....I'm looking forward to meeting with you on ... at ... Have a great day!""Can I set up some time with you next week to learn about ....?"
- Too many words
- Too solicitous. I understand the desire is to server the prospect however, it comes off as weak, lacking confidence, and as though the caller is nowhere near equal in stature to the prospect
- In dog-terms, the Top Dog looks at this caller as though he/she is a yippy little poodle ... rather than as another Top Dog

"Can I set up some time with you next week to learn about
- This line is good in that it is brief, however ...
- The moment you ask permission you identify yourself as being a person of lower stature.
- Better to use words that show you are directing the call rather than bending over backwards to please, such as, "Which works best for you this month or next, OK Tuesday the 12th or Tuesday the 19th?"

"How does this Friday at 1:10 pm or next Monday at 10:40 am sound? Which would you prefer?"
- You are getting warmer with this line
- Again, avoid asking permission and using passive statements such as "how does this sound?". You are a Top Dog calling a Top Dog make statements that direct the call and the prospect with respond accordingly.
- For example "I'm open Friday at 1:10 and Monday at 10:40 which works best for you?"

Tighten up your closing lines; use a few words that direct the call and position you as one Top Dog calling upon another.

One cautionary note: when you are ready to meet with Top Dog decision-makers do not be tempted to underestimate the power of these simple yet powerful adjustments to language. They speak volumes to high-level decision-makers.

Your thoughts?
Leslie Buterin (like butterin' bread)
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Visit: www.coldcallingexecutives.com