Government, Politics, and the Economy
U.S. Economy: Service Industries Grow for First Time in a Year
Thanks to the emerging recovery in housing and factories, service industries in the United States expanded in September for the first time in a year. Bloomberg.comManagement and OperationsAnchor Your Networking with Strong Relationships Your corporate associations are important to keep your business striving during these tough economic times. Entrepreneur.com Management and Operations
By Cheryl Sowa · October 06 2009
small business brief, small business, economy, internet
Tips from August 28, 2009 The Small Business tips today discuss how to close a cold call.
Be confident in the close. Take control of the conversation but let them make the decision. Offer options but stay focused.
Be specific when setting an appointment. Don't generalize with "next week," but say "10am next Tuesday."
Ask if they would like additional information to send them so they can look over before you speak with them again.
Follow up with a confirmation email about the appointment or next time to speak about an hour after the call is placed.
Daily Overview: Be courteous & seal the deal to cater to their needs, but don't forget about yours.
By Cheryl Sowa · August 28 2009
small business tips, small business, close, cold call
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
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
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
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
