191: The Cold Calling Zoom Salesperson- Part One

<p>The Cold Calling On Zoom Salesperson – Part One</p> <p> </p> <p>Cold calling is always a subject of great debate and interest.  I have been doing podcasts for the last seven years and episodes which feature the subject of cold calling, always get a lot of downloads.  When I re-purpose these episodes as blogs on Linkedin, Twitter and Facebook these posts will certainly have people leaving comments.  Many buyers are locked away at home, or in the office, but not receiving visitors.  How can we cold call companies who we have deduced are a perfect match for our solutions?</p> <p> </p> <p>The arrangements are not that different.  We call their company general number, the person answering the phone gives us the bum’s rush and abruptly ends the call. We have been unsuccessful in speaking with the buyer.  At this point we make one more call and experience the same miserable result.  We promptly give up on cold calling clients and find some busy work to take our mind off our incompetence.  Do we try to rework our hook to generate interest inside that company, such that we will get transferred to the buyer?  No, we just crawl off and lick our wounds.</p> <p> </p> <p>The hook has to exude value for the client company.  The buyer may be at home and only receive a message that you called, if you are lucky.  If they are in the office, the person answering the phone wants to get rid of you, because they don’t want to be criticised for transferring the call and wasting the buyer’s time.  In most cases, in my brutal experience, Japanese companies won’t release email addresses or mobile phone numbers to callers, even when you know the name of the person you wish to reach, let alone cases where you don’t have a name.  You need toughness in sales and always be clear, they are not rejecting you personally, only your offer.</p> <p> </p> <p>The hook can go like this:  “Hello, this is Greg Story from Dale Carnegie Training.  Do you have a moment to speak?  Thank you. The reason for my call is we have a new solution for ‘X’ which com