The "one-two punch" technique for cold calling

It is estimated that some 80% of business calls end up in voice mail. I would not be surprised if a similar percentage of business e-mails end up in the "junk mail" or "deleted items" folders. I heard a technique today that should increase your chance of getting through to a decision maker.

The technique starts with a phone call. When you get voice-mail, leave a message something like this: "This is Jim Busch from Company Name,  I know you're busy so I will send you a e-mail detailing how businesses like yours are attracting new clients. Look it over and if you're interested, give me a call. Thanks."

this low key approach doesn't sound overly "salesie" and enhances the chances of your e-mail being read.

Follow this up with an e-mail using the subject line: "Per my e-mail"

In your e-mail use a customer testimonial and tell the prospect you'd like to give them some information that they will find valuable. Do not give them all the details. Include your number and ask them to call or e-mail you.

If the customer calls back be prepared to share some research or ideas with them to make good on your promise. If they do not call back, follow-up in a few days leaving a message that you are following up on your voice-mail and e-mail messages. This will tell the customer that you have made an effort to reach them and they may feel obligated to call back.

Will this work? I'm not sure but this is a good idea to experiment.

Thanks for reading

Jim Busch

Getting through the gate keeper

Getting through to a client on the telephone can be a challenge. Secretaries, receptionists, and switchboard operators are instructed "I don't want to take any calls from any salespeople!" This why, when you call, you get a quick "NO" from these people. To get around this engage them in the following way.

"Hello this is Jim Busch from Ideas and Eyeballs, I need to get some information to the person that is responsible for marketing in your company, call you tell who that would be?"
"Great, could you spell her name for me?
"Thanks, and what is her title?"
"And your company name is , is that correct?"
"Thanks, could you give me your mailing address?"
"Thanks, let me repeat that to make sure I got it right"
"Does she prefer to get information in the mail or via e-mail?"
"Thanks for the information, could you put me through to Ms. Jones please?"
'Thank you"

By asking a series of easy questions, you get the gate keeper in the habit of complying with your requests. They will often comply positively to your next request as well. You also establish rapport. Often they will put you through and in worst case scenario you have their complete contact information.

The $20 phrase for this technique is "Psycho-neuro linguistic programming" I have used this technique successfully for many years

Keep Smiling, Keep Selling!

Thanks Jim Busch