Marketing Mentor Tip #4: Part 2 – What to say when you’re cold calling
Author of this post: Ilise Benun | About Blog Authors »
When calling prospects you must be prepared to address the 2 most common responses you will hear:
1. “We’re not in the market for that right now.”
This means the obstacle is timing. All you need to find out is when they will be in the market, then be sure to reach out during (or before) that window of time.
Here’s what to say: “I’d be happy to send you some information and then stay in touch until you are ready. May I do that?”
2. “We already have a vendor for these services.”
Yes, but are they happy with their current vendor? Your prospect may be staying with the current resource because it’s too much effort to find someone else. Or they may need a back up resource at the drop of a hat. If you’re waiting in the wings, you’ll be well positioned to fill the need.
Here’s what to say: “Well, just in case things change, do you mind if I send you some information and then stay in touch?”
Wondering whether you should use a script for your calls? (The answer may surprise you.)
May 18th, 2007 at 4:34 pm
[...] Read Ilise’s next post [...]
May 23rd, 2007 at 2:35 pm
[...] Just one more reason not to be discouraged by a bit of silence from clients. It simply means that you have to shift your expectations to the right a bit. When it comes to prospects who don’t know you well, don’t even expect a response to your first outreach. Plan your strategy to include a second outreach a day or two later. And if by chance someone does respond to your first effort, imagine your delight! Read Elena’s Previous Post [...]