| Articles |
|
Cold Calling A Cool Little Trick So You’ll Spend Less Time Cold Calling
This whole idea about cold calling company presidents and using audio email to leverage your time for more face-to-face meetings is about an amazing technology but at the same time-- it’s really not about the technology at all. I know that sounds whacked, just stick with me on this. John Naisbett and author of Megatrends spoke at a convention I attended. He really nailed it when he said … “The Internet is not a technological revolution, it’s a sociological revolution.” I had to pay attention to the guy because when he looks into his crystal ball to forecast the future direction of business—his100% accuracy makes him a force to be reckoned with. I was sitting with an audience of IT Executives. Our brains were so primed to hear about technology that I almost missed the brilliant flash of the gem of truth that Naisbett gave us. Which is simply this ... every good relationship, personal or business is built on meaningful communication. What’s in that statement that you can profit from? I noodled that very thought over for a while and the light bulb surprised me when it went on. Internet technology is an inexpensive vehicle you can use to increase the frequency and broaden the outreach of meaningful communication. It gives you the ability to stay in touch with more people. I think of it as “push button communications”. And am blown way by what this kind of ease and affordability is doing for my business and can do for yours as well. The guys who use audio on web sites are fully aware of why their “secret weapon” is responsible for their increase in sales by 37% … which in turn made me want to explore the possibilities of using audio in emails as yet another prospecting tool! Here’s what they know accounts for this surge in sales …The customers’ desire to buy has absolutely to do with technology. These sales have everything to do with the audible connection … the real live voices of their colleagues that they hear. The same reasoning applies to your Top Dog prospects. Let’s put these thoughts in the framework of your everyday life. First, think about this … What would you have to pay to get your entire group of happy clients in one room to talk about how they profit by doing business with you? What would it cost to get those folks in one room with so just one prospect could listen in? Now, picture your prospect booting up his computer and per his assistant’s request opening your email. See him reading your instructions to make sure his speakers are turned on. Notice how he fiddles with the volume control and clicks on your audio button. Examine his face as he stares into the screen and listens intently to his Top Dog colleagues (your happy clients) speaking his Top Dog language and stating every single one of the great things they get out of doing business with you, using your products and services. Watch him tilt his head ever so slightly to the right as his peers recommend doing business with you—see his hand pick up a pen, make a note for his assistant to put through the next call that comes from you. Why on earth does this executive-level prospect want to see you and only you? Because, he’s just heard his significant influencers, his peers talk about topics he’s interested in. Are you getting this? The Top Dog just heard a sale presentation without any interruptions! It’s like he listened in on Survivor with a bunch of people who all chose you! You may be like me and thinking, “Sounds interesting, but I don’t have time to learn anything else, especially new technology for heavens sakes!” This is so easy to use your grandmother could do it. You and granny can have a blast recording and listening to your voice—without spending a dime and in less than 7 minutes of your time. Explore the possibilities of adding audio e-mail to your prospecting tactics and marvel at how it gives you instant credibility, positions you as someone to be listened to, and catapults you into the executive suites. ***** Forward this article to friends. They will thank you for it! For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time) (c) 2008 Leslie Buterin. All Rights Reserved.
|
|
Leslie Buterin, founder Top Dog
Consulting |