Introduction
Make your own calls
Don't insult your prospect
Be prepared and speak clearly
Know your customer
It's a two-way conversation
It drives me nuts when I pick up the phone and a salesperson launches into a pitch before I have a chance to say hello. Sixty seconds later, I'm waiting for the salesperson to breathe…60 seconds more and still waiting…still waiting…still waiting. Just like consumers don't want to be talked to but instead want to engage in a dialogue, your prospect is no different. If you talk at me, you'll annoy me. Talk with me and you have a shot.
All things being equal, I'm going to buy media from someone I like and trust versus someone I don't like or trust. If you've done your homework and know a little about my business and where I'm advertising, I'm going to spend time with you on the phone because you've respected my time and I respect your effort. Ask questions that relate to my business and we can flesh out whether a business relationship is going to be a great fit. I've had plenty of people engage in a dialogue with me and determine that their company isn't going to be a good fit for my business. Many of these same people have easily earned my business months or years later when they had something to present that was a good fit.
I look forward to many great and mutually beneficial cold calls in the future!
Sean Cheyney is the VP of marketing and business development for AccuQuote. Read full bio.
