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John Madden
John Madden helps organizations and people become more profitable. He does this by sharing successful techniques, which have worked for him and others. John is an International speaker, trainer, and consultant who formerly managed multiple hotels and restaurants in Europe and here in the United States. He has presented lectures and seminars to all industries throughout this country and abroad-on customer service, coaching skills, problem solving, and stress reduction through humor. John is a member of the National Speakers Association and has authored several articles and audiotapes on customer service, creative problem solving, and humor. You can reach him at 316-689-6932; email:john@leapdontsleep.com; or at his web site: www.LeapDontSleep.com
Business
2002-04-01 12:14:00
Cold calling... yuk!
Answer:  I'm not the best at cold calling either. Years ago I got my greatest education about cold call selling. I discovered I was no good at it at all. I hated rejection, always got flustered when I was trying to make a pitch, got frustrated when the client wouldn't agree to a meeting or wouldn't make a decision. Now, in my own business for six years, I've had to make some cold calls to generate business. But I found a better way that works for me. I practice great networking, Just as cold calling comes naturally to some great salespeople, networking comes naturally to me - and maybe to you. With practice you can be good at it. Networking sets up the foundation for the sales call. When you meet someone socially and connect with them, it is far easier to get them to take your call, and if you did your homework, you'll know how you can help them, and so you'll know what to say.How can you merge the networking and cold calling to get best results?When you attend a breakfast, a seminar or a lecture, always sit next to someone you've never met. Don't do what many company sales people do…they all sit together! What a waste of a great networking opportunity.Always carry business cards. If you don't, you're not even trying to be successful! When you get their card, scribble some notes on the back about their business, and a problem they might have, high turnover, inter-departmental conflict, shipping problems - and if you're lucky, the name of their children. You won't find out that information unless you ask them! Follow-up with a note or an email as soon as possible. Let it go too long and they've forgotten you and whether they liked you or not.
 
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