From Cold Calling to New Clients

February 8, 2018

Cold calling has been around for longer than we can imagine. Yet, it’s still very alive today even with having a 2% success rate, which is mostly for the highly skilled sales professionals. Why doesn’t cold calling work nowadays? Firstly, it’s simply annoying for the consumers to receive, especially since they are busier now more than ever before. With ever increasing technology, consumers can easily research anything online. Therefore, they’re most likely not to engage or listen during the phone call. For that reason, we must redefine modern cold calling. Have you ever been persuaded to choose something simply because someone you know told you to? Let’s be honest, we all have! So why don’t we do the same when we’re reaching out to potential clients? Think of how different your cold calling conversation would go if you said: “Hi, my name is Jodie Binning, I’m the owner of Three Point Marketing. One of my clients mentioned that you need a little bit of help in growing your marketing and developing your website.” By hearing “one of my clients mentioned,” the consumer instantly develops trust. Instead of randomly cold calling, find connections and turn them into “warm calls.” I’ll leave you with a couple of tips to ensure your call is successful:

  1. Create a list of all connections. And use them. Doesn’t matter how big or small you feel each connection is.
  2. Practice. Practice. Practice. Do you think actors ever film a scene without practicing their script? Absolutely not. Write out what you would like to say in your call and the call is half done for you.
  3. Listen. One of the main issues in the modern age is that we talk before we listen. When you actively listen, the customer feels that you care. You also want to ensure that you’re asking strategic follow up questions.
  4. Ask for a meeting at the right time. After you’ve used your practiced conversation, listened to the customer’s needs, and know that you can help them: ask for the meeting.

And just like that, you’ll turn your modern cold call into a connection!

Networking Do’s and Don’ts – The Top 10

February 18, 2014

In today’s business world, they say it’s all about who you know. Networking events are the best way to cover the most ground in terms of meeting other professionals, but what exactly are the rules for networking?

1. Do interact with people you haven’t met before. Catching up with existing connections is always a good icebreaker and can calm your nerves at unfamiliar events. However, the whole reason of networking is to make new connections.  

2. Do seek to find common interests. Business included or aside, people are drawn to others who they think are like them. Whether it’s a hometown sports team or a watch, tie or other accessory, be attentive in looking for similarities you might have with others.

3. Do introduce others. If you know two people who don’t know each other, introduce them. Having you as a common connection will make your name that much more relevant in other business interactions.

4. Do exchange business cards. And make it memorable. The more meaningful the interaction is during this exchange, the more likely they will remember you when they stumble across your business card in the stack they’ve collected.

5. Do connect with people afterwards. It is completely acceptable to add people via LinkedIn after meeting them at an event. Try to make requests personal so they have an easy time remembering who you are, but keep it professional.

handshake.87122244_std6. Don’t count people out. It may seem that some people you meet just don’t fit in with you or your business, but sometimes it can be about who they know, too. Be respectful to everyone you meet even if you aren’t sure how you connect with them.

7. Don’t make a full business pitch. Casually introduce yourself and what your company is about, but don’t make people feel like they are watching a rehearsed TV advertisement. If someone seems interested in your business, be sure to exchange information and set up a meet for another time.

8. Don’t only talk about yourself. Keep the conversation going by engaging whomever you’re speaking with. Any person listening to you only talk about you, will probably feel bored or uninterested and likely won’t even retain anything you’re telling them.

9. Don’t make it too personal. Sharing minor personal details to connect with people is a great starter, but getting into the details of your love life, health issues, or political views is never OK. This rule should generally apply to all professional environments; your personal problems should never be a part of your business practice.

10. Don’t trash talk, ever. Whether you feel like complaining about your spouse, your colleague or a random person you saw on the street this morning, just don’t. Not only does it give you a bad attitude, but it’s also never worth the risk of who knows who; it’s a small world, after all.

What else would you recommend to keep in mind at networking events?

Three Point Marketing offers marketing support for professional service providers such as financial planners, attorneys, and accountants.