Description
Traditional cold calling is ineffective, frustrating, and now, sometimes, illegal. Learn the new, effective, and ethical way to cold call. Cold calling is almost universally despised by salespeople and the people they call. Voice mail, diligent secretaries, caller ID, and e-mail pitches all conspire to foil sales professionals from reaching prospects by phone. Plus, new legislation has made many cold calls flat-out illegal. Heat Up Your Cold Calls gives today’s marketers and sales professionals a highly-effective new road map for pursuing new prospects. The book is written in a no-nonsense style, replete with wide-ranging industry examples so readers can read a section and then easily personalize the approach for their particular sales offer. Author George Walther is known as a virtuoso in the phone sales world. His book is a practical, how-to guide of new cold calling tactics, including tips on using the latest technologies. It also covers the all-important ethical and legal issues involved in making cold calls. The book covers such subjects as: Tactics for using e-mail and authored articles to set the stage for the initial cold call Strategies for creating a positive and memorable first impression with voice mail messages Ascending the relationship hierarchy to get your foot in the door Guidelines for effectively using cold calling tools including cell phones, headsets, and single-number access plans Step-by-step call planning guides with rationale and verbiage for each phase Productive ways to reduce the frustration of phone tag Using CRM contact management software to efficiently manage cold calls Interspersed throughout the book are ready-to-use forms, case study examples, and interviews with sales professionals that can be universally applied. This must-have book will heat up the phone power of marketers, sharpen cold calling skills, and help close more sales for the 140,000 U.S. call centers and the more than 6.5 million telemarketers who work in them. It’s an equally potent resource for salespeople working from home offices and in the field, as well as corporate marketers with partial sales responsibilities.
