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| Posted on 5/18/08 at 08:13 AM | |
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When I have made cold calls, my only goal was to introduce the prospects to the existance of our company. Never expect to go out and "sell" people. Either they are currently interested in your product or not. Either they recognize the need for your product or not. Every organization should use our products. It's that simple. They always don't recognize that need, but it is there. If we try to "hard sell" our products to someone who does not recognize his need, we have lost them forever. All we can do is hope to implant a seed that will eventually develope into a full fledged recognition of their need for our products. All I have to do as a sales person is: Let them know that they can get these products from us. Occasionally follow up (which I never do because I am a lowsy sales person), just reminding them that we exist. Either they will start using us or not. More often than not they will continue using whoever they have already been using, regardless or price or quality or service - at least until they get pizzed at their current vendor. That may happen to be today, it may happen in six months, maybe in six year. Then and only then they will consider switching. When they switch, they will switch to someone they feel comfortable with. Someone they have heard of or met. Thus the purpose of the cold call: let people meet you, and then leave somthing that they will remember you by. | |
  
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