E-
I'm making an assumption that you make calls when you hear or read of a real opportunity - for example, a brand new CIO at a local company that has had "cultural problems" the past few years.
Anyone who is a CIO probably has spoken at conferences or has been quoted in a local or national business journal - perhaps even giving you fodder for identifying "issues." Take all you can find and formulate a list of possible areas of need that may be coachable.
Here's where it becomes creative. With the list complete, it's time to create calling plan. Hint: The CIO's assistant probably knows about the CIO's personal and professional needs better than you.
So Eric - I'll stop here and see how you're "hmmmm" turns into questions to ask.
See you in a few hours.
> Eric Sohn wrote:
> Folks -
>You've probably noticed that I ask a lot of questions. Normally, I'd ask them one at a time, but the inherent slowness of doing this online (not via iChat) makes that infeasible.
>The purpose of the questions, as you might have guessed, is to get people to question their assumptions and limits, and consider other possibilities currently walled-off to them by their own hand. Coaches try to ask questions that make you go "Hmmm..." :`)
>So, how about you ask me questions to help me with a problem?
>As I said, I hate cold-calling. I don't know how to approach calling someone I don't know on the phone, and being asked what this is all about. When I've done it, I've identified myself as a business coach and asked if we could get together to talk about coaching over coffee. All but once, I got "we're not interested" and "Click!"
>To me, it feels funny to say "I just want to get to know you" - actually, it feels phony, which I don't want to be.
>So, what questions would you ask me to figure out how to market with initial phone contact - or to decide to abandon it as a strategy (my current choice)?
>I am open to the possibility of changing my attitude and behaviors about this, so... ask away!
>Coach Eric
>Some of you are coaches... I'd prefer you lay low on this one, except to comment on other's questions - Thanks! Private Reply to Steve Levy (new win) |