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| | The Marketing, Channels/Partnership & Sales Execs Network is not currently active and cannot accept new posts | | re: Cold Calling Tip #2 | Views: 535 | | Aug 16, 2004 9:24 pm | | re: Cold Calling Tip #2 | # | 
Adam Herbel | | While I think the opening should be focused on their business and something that would make them want to meet you, I think that the turnarounds are a good idea.
Today our boss told us not to tell a potential client anything that the reply could easily be, "So what?".
For example, "This last quarter our station was ranked 1st amongst Adults 25-54(which it was)". The client could care less if we were the first in that demographic. What they care about is how to get more people in their door, what type of people actually use their product or service, how much people spend in their business' category...information about THEM.
A quick turnaround to client objections, on the other hand, is something useful. Success stories, qualitative information, and other ways to connect with the prospect have proven to be most useful.
Sidenote...when I get cold called at home, I usually tell the person that their product is very interesting and ask if they have ever thought about advertising it on the radio. The reaction I get has been interesting. =) Private Reply to Adam Herbel | | |
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