I remember the first time that I ever had to make a cold call. It was with a past internship and I was so nervous I thought I was going to pass out. I was afraid of saying the wrong thing, rejection, forgetting to mention something about the product, forgetting who I was talking to; you name it, I was afraid of it. I read the script like it was my favorite novel instead of trying to hold an actual conversation with the person on the other end. After the opening of the pitch which was just about twenty seconds (only it seemed like an hour), I heard an angry "NO THANK YOU!" and an abrupt phone slam. After throwing a pity party for myself for a second, I realized that I was neither fully prepared for the cold call nor confident. After learning more about cold calling, I became comfortable with calling strangers and able to pitch myself, business, and the product or service I was selling. Picking up the phone to call a complete stranger and asking for some of their time to listen to you talk ab...
By Cheryl Sowa · August 28 2009
confidence, sales, business, cold call
Tips from August 27, 2009 The Small Business tips today discuss the body of the cold call.
Be prepared for anything. Know all information relevant to you, your business, & product. Have the script nearby for reference.
Pay attention! Take notes to remember what talking points you already covered & their information/status during the call.
Include promotions for an incentive to sign up today. A special deal will encourage customers to sign up at that moment.
If you encounter a road block, be persistent. Find out their objections & tell them why they need your product today.
Daily Overview: Practice! Know the product & promote special deals to encourage the sale ASAP.
By Cheryl Sowa · August 27 2009
small business tips, small business, cold call, script
On July 24th, 2009, the minimum wage was raised to $7.25. To employees, this meant another $2,000 per year added to their income, and to employers it meant an even larger headache. Minimum wage is the state and federal law that requires employers to pay their employees a minimum hourly wage. This wage is set up by the federal government, but each state, city, and county is free to impose it's own minimum wage or "living wage." The employer is held accountable to pay the highest--federal, state, or local wage.Understanding the Relevant LawThe Fair Labor Standards Act (FLSA) increased the minimum wage over three years, 2009 being the last section of the law passed. The average employer must abide to the FLSA provisions if: (1) the business earns more than $500,000 in annual sales; or (2) if its employees conduct business between states, better known as interstate commerce. This includes calling, mailing, and shipping or receiving items to or from out-of-state.
By Frances Foley · August 27 2009
small business, law, minimum wage, dol
Tips from August 26, 2009 The Small Business tips today discuss how to write cold calling scripts.
A script should have basic info to guide you through your sales pitch, how to open, close, body and info about your product.
Most of the script should include information about the product and answers to potential questions the consumer might have.
Use bulleted items as talking points. It allows creativity and freedom for a fluid conversation with the important points included.
DO NOT READ THE SCRIPT! Reading makes it sound like you're reading: boring. You need to be more conversational.
Daily Overview: A script is meant to be an outline, not a novel. Do not read, instead have a conversation!
By Cheryl Sowa · August 26 2009
small business tips, cold call, pitch, script
Obama's "Car Allowance Rebate System," known for its more popular name, Cash for Clunkers, ended Monday, August 24th at 8 P.M. EST time. According to a press release from the United States Department of Transportation, as of Thursday, August 20, there have been 457,000 dealer transactions which equals to $1.9 billion in rebates. Cash for Clunkers has "provided rebates of up to $4,500 when people turned in their clunkers for fuel-efficient vehicles. Most consumers have turned in trucks and SUV’s in exchange for passenger cars, with an improved gas mileage of about 60 percent." The Cash for Clunkers program undoubtedly created jobs, put people back to work, and kept the automobile industry alive. It has also reduced harmful emissions from clunkers into our air which helps our environment. Unfortunately, this pretty picture can be destroyed by taking a look at the most important group of businesses in America that drive our economy: small businesses.Independent Dealerships
By Cheryl Sowa · August 26 2009
small business, obama, cars, cash for clunkers
Tips from August 25, 2009 The Small Business tips today discuss how to open a cold call.
When initiating the cold call, greet the person and introduce yourself. Be friendly, courteous and confident. Ask if they can help you or direct you to who can.
When reaching who you need to talk to, introduce yourself again. If someone transferred you, reference that person. Don't roll into your pitch right away.
Don't give the people you're calling the chance to end the conversation. Don't ask "Is this a good time to talk?"; "How are you today?" Yes or no questions give opportunity to say no. Ask questions that illicit more discussion.
Greet your target, introduce yourself, give a brief overview about the product or service and then transition to questions that will begin the dialogue to a more targeted pitch.
Daily Overview: Don't give your prospects a chance to stop you short. Be friendly & open with courage!
By Cheryl Sowa · August 25 2009
small business tips, cold call, open, takl
Government, Politics, and the Economy Consumer Confidence Soars A step towards the right direction, consumers are now looking positively towards the future in regards to spending, housing, employment, and the economy. CNNmoney.comManagement and Operations3 Vital Business Lessons from Tiger Woods' PGA LossThe big upset of Tiger Woods losing the prestigious PGA tournament has not only created a buzz in the sports world, but in the business world as well. See how Woods' loss translates into business lessons. BusinessKnowHow.comManagement and Operations
By Cheryl Sowa · August 25 2009
small business brief, marketing, small business, confidence
Tips from August 24, 2009 The Small Business tips today discuss correct preparation when cold calling.
Your goal should never be to get the sale when cold calling. Instead, the goal is getting the chance to make the sale. Big difference.
Know the purpose behind the phone call. Are you trying to pitch a sale at that moment or simply get an appointment?
Research your target market & prospects. Cold call to your audience. Know the business to cater to their specific needs.
Calm your nerves. Be prepared & confident. Set aside all distractions including email to give full attention to your call.
Daily Overview: Stick to your goals & research to make a phone call. Be positive & confident!
By Cheryl Sowa · August 25 2009
small business tips, small business, cold call, positive
