PampChefJoy
11-07-2009, 12:40 PM
This came from our national sales manager at work. Granted, the business is investments, not kitchen products, but I thought there are some lessons that can be learned or adapted for PC use... take what you can :)
It takes barely fifteen seconds to put into practice my four rules for what I call “warm calling” – a friendlier way to engage someone you’ve never met, i.e. the traditional “cold call.” These rules apply to both live calls and voicemails – or even in person.
Hit the points below and you’ll give yourself the best shot at getting the meeting or follow up you seek.
1) Convey credibility by mentioning a familiar person or institution that connects you. If you don’t have one – find one!
2) State your value proposition: How will interacting with you help this person?
3) Impart urgency and convenience by being prepared to do whatever it takes to meet the other person on his or her own terms.
4) Offer a compromise that secures a definite follow-up at a minimum. Example: "I’ll be in New York next week. Let’s get together. Or, if getting together this trip isn’t convenient, I’ll make room in my schedule for whenever it’s more convenient for you."
Feeling hazy on any one of those points? Then you’re not ready to make the call! Although all the above rules are important, waiting until you’re ready – in particular, until you truly have something of value to offer and know how to articulate it – may trump them all.
It takes barely fifteen seconds to put into practice my four rules for what I call “warm calling” – a friendlier way to engage someone you’ve never met, i.e. the traditional “cold call.” These rules apply to both live calls and voicemails – or even in person.
Hit the points below and you’ll give yourself the best shot at getting the meeting or follow up you seek.
1) Convey credibility by mentioning a familiar person or institution that connects you. If you don’t have one – find one!
2) State your value proposition: How will interacting with you help this person?
3) Impart urgency and convenience by being prepared to do whatever it takes to meet the other person on his or her own terms.
4) Offer a compromise that secures a definite follow-up at a minimum. Example: "I’ll be in New York next week. Let’s get together. Or, if getting together this trip isn’t convenient, I’ll make room in my schedule for whenever it’s more convenient for you."
Feeling hazy on any one of those points? Then you’re not ready to make the call! Although all the above rules are important, waiting until you’re ready – in particular, until you truly have something of value to offer and know how to articulate it – may trump them all.