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Categories of Cold Calls

October 16, 2016
Mary Jane Copps

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Categories of Cold Calls

Before you get completely overwhelmed by even the thought of making a cold call, one of the things you need to do is take a few moments to determine what type of cold call suits your service or product. The task may be much less intimidating that you think, depending on what you want to accomplish.

Here are three examples:

1. The easiest of cold calls is one in which you are able to deliver your message whether or not you speak directly with a specific contact. For example, you could be inviting a large number of people to a fundraising event and you have email addresses. You can compose an energetic, detail-filled message that can be left on voicemail and include a promise that more information is on its way to them. Of course – keep the promise and make sure the email is delivered.

2. In the middle-range of difficulty is a cold call that needs to result in a face-to-face meeting. These calls are challenging because to get the meeting you need to highlight benefits very quickly and succinctly in your call and, ideally, get the meeting organized in the one call. My experience is that once these calls get into the “follow up on email” stage, the less likely a meeting will take place. But these calls are simple because once the meeting’s set, you are truly on the path to building a long-term relationship without constant dialing.

3. The most difficult of cold calls are those that involve an educational component – when your product or service is so unique or complex that a detailed conversation needs to take place in order to build your customer base and motivate people to find out more about you. These calls require very specific scripting, almost a choreography, that inspires conversation, rather than a simple delivery of information.

Have I captured your interest?

What category applies to you and how would you build a script to fit that approach?

Want to know more?

Write to me about your product or service and I’ll create a “hands on” learning experience for everyone. I’ll choose a few of you to be my “guinea pigs” for the next few weeks. Using your product or service as my examples, I’ll design your scripts and review possible outcomes here in my blog.

 

What’s The Phone Lady Doing?  

October 16 – Mastering Essential Phone Skills, TripCentral, Toronto, ON

October 18 – Access-A-Pro Event: Celebrating Small Business Week with Free Consulting to Entrepreneurs, Entrepreneurs With Disabilities Nova Scotia, Halifax, NS

October 18 – Telephone Talent: Essential Skills for Reaching and Inspiring Conversations with Prospects & Clients, TD Wealth Financial Planning (National Tele-training)

October 21 – Phone Skills for Job Search  & On The Job, Job Junction, Halifax, NS

October 24 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

October 25 – October 24 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

October 25 – Phone Fear to Phone Fabulous, CBDC Kings Hants, Kentville, NS

October 26 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

October 26 – Telephone Talent: Essential Skills for Reaching and Inspiring Conversations with Prospects & Clients, TD Wealth Financial Planning (National Tele-training)

October 27 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

October 28 – Customer Service Excellence, TEAM Work Cooperative Ltd., Halifax, NS

October 29 – Let’s Talk: How to Inspire Conversation on the Phone, CAA, Dartmouth, NS

October 31 – Phone Fear to Phone Fabulous, CBDC NOBL, Truro

November 1 – Essential Fundraising Phone Skills, Heart & Stroke Foundation, Halifax, NS

November 6 – Why Create a Business Blog?, BlogJam Atlantic, Halifax

November 7 – Creating Effective Communication, Dalhousie Professional & Managerial Group, Halifax

November 8 – Phone Skills for Job Search & On The Job, Employment Solutions Society, Bridgewater, NS

November 9 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

November 11 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

November 14 – Phone Skills for Job Search & On The Job, YWCA, Spryfield, NS

November  16  – Telephone Talent: Phone Skills that Build Relationships and Support Growth, Newfoundland  Assn of CBDCs, Gander, NL

November 21 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

November 22 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

November 24 – Mastering Essential Phone Skills, Lifemark, Ontario (Tele-training session)

November 30 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

December 1 – Essential Phone Skills for Physiotherapy Clinics, live webinar in partnership with CallHero

December 8 – Phone Skills for Job Search & On The Job, YWCA, Spryfield, NS

December  8 – Essential Phone Skills for Physiotherapy Clinics, live webinar in partnership with CallHero

December 15 – Essential Phone Skills for Physiotherapy Clinics, live webinar in partnership with CallHero

December 22 – Essential Phone Skills for Physiotherapy Clinics, live webinar in partnership with CallHero

January 9 – Telephone Talent: Essential Phone Communication Skills, TD Bank Group, Toronto, ON

January 24 – “Tell Me More” – Increased Sales Through the Art of Conversation,LaserQuest, Mississauga, ON

May 3 – Improving Telephone Communication, Institute of Professional Management, Halifax, NS

 

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4 COMMENTS

  1. peggy says:

    Hi Mary Jane
    I think I’m sort of number 2 but my calls rarely result in a face-to-face meeting as most of my potential clients are out of province/country. And I’d love to be your guinea pig! 🙂

    • The Phone Lady says:

      Wonderful … I’d love to have you as my guinea pig! I will be in touch by email to set up a conversation. Thanks Peggy.

  2. Sarah says:

    Hi,

    You’ve captured my interest for sure. Number 2 is the category that suits me. I struggle with making calls but thrive during appointments. Thing is success depends on getting the face to face appointments booked. For some reason hit a blockage with the phone…not picking it up!
    Looking forward to suggestions and similar stories.

    Sarah

    • The Phone Lady says:

      Thanks, Sarah, for this comment. I’ll definitely do a blog post that specifically relates to this and give you the strategies you need to “Pick It Up. Make Things Happe!”

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