Cold Calling Confessions Of A Shopaholic
I am a certified, professional SHOPAHOLIC and my time is coming soon enough, as the malls in our area prepare for their Memorial Day Sales. For most, this can be a bit overwhelming, as you determine which sales fit your needs and priorities first. With the right amount of prep and planning, I am able to tackle the stores without breaking a sweat.
Putting in a little research and mapping out the mall is the best strategy for me to execute my day flawlessly. Similarly in cold calling, being given a new list of prospects can be a bit overwhelming at first, but by putting in a little research and drawing out a plan of attack, you will navigate and prospect your new list more effectively and efficiently.
This week, I am receiving a new target list for the financial and insurance industries, verticals I have little experience with. Before making my first dial, I will develop new messaging directly targeting these industries with examples and case studies specific to the industry. Just as I would research specific stores to print out any coupons that may be online, this initial research is necessary to make the most out of every conversation.
In the same manner that I would map out the store sites and travel itinerary, when navigating a new list, it is important to look through the companies and target titles to devise a proper strategy for attacking these new prospects. Carefully selecting the companies and titles that are an immediate fit will yield higher traction sooner. This early traction will assist in identifying trends, objections, and help develop a way to communicate your message properly to this new target audience. As you continue to call on your list, moving on to more difficult targets, you will be armed with the ability to better navigate and communicate with your prospects.
At the end of the day, both shopping and cold calling require research, preparation, and a course of action that will lead to best results, whether that be saving money on your shopping spree, or qualifying opportunities. Without the proper preparation and planning you will be left with holding the (empty) bag!