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BUSINESS AND PROFESSIONAL WOMEN: 5 TOP TIPS FOR MAKING "COLD CALLS"

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Published: 01Dec2005
Word count: 547
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One way to increase sales and of course clients is by making “cold calls”. In cold calling you"go to" the potential customer. The potential customer doesn't go to you. Cold calls can sometimes land you that sales opportunity you have been waiting for. Also note that not all businesses use cold calls as a means of getting customers. Also note cold calls are primarily used to gather information as apposed to closing the deal; however, if the opportunity to close presents itself, then by all means go ahead and ….. “Close”! So here are the tips for making cold calls.

1. TIP #1: You must first identify your target market. Identify everything about the potential customer until you understand actually who they are and where to find them.

2. TIP #2: Before you begin to call on your potential customers you must first decide on your particular qualifying information. Qualifying information is whatever information describes your target customer. For example if your goal is to help single moms right out of high school find jobs in the $15,000 per year range, a law school graduate mom even though she needs a job, would not qualify because she is not right out of high school and most likely would be looking for a higher paying job. If at any point in the qualifying interview, you find that the person you are spending your time on does not qualify, end the conversation as quickly as possible so that you do not waste your time talking with a person who will not benefit from your services or product. Since in certain business a sales woman has to see 100 customers in order to make 1 sale ( I am in such a business), we can see, it is important that a sales woman qualifies her customer quickly. Do not spend a lot of time with leads who do not qualify.

3. TIP #3: Go to where you are most likely to find that customer, i.e., office building, grocery store, apartment building, beach, church, etc. Do not waste time going “everywhere”. Although you may find people everywhere, the key is to find your customer by working smart, efficiently, and productively.

4. TIP #4: Introduce yourself to the prospective customer and let them know who you work for and what you do. Network with them a bit before you start qualifying them with questions. Do not be pushy. Just ask the questions during the course of your conversation.

5. TIP #5: Don’t forget to write down the information you obtain from the potential customer. It is also a good idea to give them a gift especially one that has your company name and logo on it along with your business card. Always thank them for the information.

Summary Go for it! Start cold calling if your business requires it. Go see as many potential customers as you can. Be persistent and be sure to follow up on all potential customers and after you follow up do stay in touch with them. Sometimes it takes many, many calls to turn a prospective into a paying customer. Cold calling only starts the relationship with your customer. This start must be nurtured so that it ends up in a paying customer relationship. Be Empowered!

Dr. Beverly Tillman, author and speaker, teaches business and professional women how to gain more independence and become "outrageously" successful in their business. She is the transformational and energetic Speaker and Work Shop leader all women groups should love to have. Look for her new book in late November: FOR WOMEN ONLY: How to Become "Outrageously" Successful in Business. For more information contact Dr.Beverly at http://www.leapoffaithforwomen.com

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