Even if you are experienced, making the initial sales call on a company on which you have never called before requires nerve, at the very least, and perhaps some other attributes as well, like confidence and a positive attitude. But what else? How should one prepare?
A group of us belonging to the Greater New Haven (CT) Chamber of Commerce are planning a seminar on this topic and are soliciting good ideas and fresh input. Here are some initial thoughts to stimulate your own suggestions:
Prepare your mental attitude and emotions beforehand: confidence, optimism, calmness and the determination to succeed eventually, even if not on this first attempt
- Remember the purpose of the first call is to confirm who you should be talking to and to handle the call so as to start a relationship with the company, i.e. to develop a welcoming attitude towards your future contacts
- Also, use this initial call learn something helpful about how (s)he likes to be approached …or how not!
- Plan your conversation so as learn more about the company and the needs of the person you really want to speak to. Do not give the listener a canned presentation.
- Remember that you are doing the customer a favor by offering your product or service ….he or she will benefit from doing business with you. Stay confident.
- Keep focused on the long term opportunity for success, not on the possibility of an immediate turn down.
That is a start; what other thoughts and suggestions do you have? I am looking forward to “hearing” from you. Thanks!