Today I share a very basic but often overlooked method of building solid long term contacts. I’ve always hated cold calling. Selling at its worst, I felt. Most people are the same. [bctt tweet=”Never cold call again to steal a title from a sales book. Make warm calls.” username=”bobremp”]
My personal approach to it is simply look for current opportunities to contact specific individuals generally in your target markets where you can congratulate them on a recent positive announcement, promotion, even offer a referral. Make the connection by having something substantive to say, to offer.
Never ask for a purchase decision, even through referencing an event or a product you are working on it quite acceptable as long as it is part of the conversation. You’ll see opportunities in traditional media, in your social media and comments from friends and others. Phone or an email with appropriate non sales subject line work best. Reference other individuals you both know if appropriate.
Here is Chris “Kubby” Kubbernus’s article, “How To Make Warm Calls” and what he does. Follow Chris on Twitter @ChrisKubby
“Here is a very simple trick to make it rain.
Okay maybe it won’t rain cash-money upon you. I’m not magical, although someone did call me a wizard the other day. But this simple trick has helped me pick up new projects and keep revenue coming in.
You’ve heard of the cold call right? Well the warm call is just like that but…err warm. Let me explain. The warm call is about calling a prospect that you already have real contact with, at the right time. Here’s how I do it.
I pay attention on social media. Is that prospect interacting with me or my company? Liking my posts, commenting? What are THEY posting on social. Can I comment?
I make a call to them, a physical phone call – remember those? Phone calls might seem old school but they give you way more context and opportunity than email.
I typically get people on the phone right after lunch or early morning. Once on the call I make a light pitch, or I comment on something they’ve done. I deliver a clear, thoughtful and non-pushy message which basically says “If you need help in (insert your service), we can help and were doing it all ready for Company X, Y, and Z.
See no real magic here, just thoughtful and good communication. If you do this you’ll find people to be very receptive and you might sell something. Typically I end up a lot wiser than I was before the call because people will give you information such as new hires, perhaps they are changing roles soon, or when they are doing their budgeting etc… Make note of this information, the more informed you are the better position you’ll be in to create success.”
by Chris Kubbernus
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