The feature was principally about physical cold calling where representatives from various companies tried to promote some sort of service by knocking on peoples doors. However Cold calling by phone was also discussed, hence the invitation to comment.

Bob who was interviewing me asked me as a business consultant what I did and I explained that I taught software sales people to have a more considered approach when starting conversations from cold with senior executives in large corporations. I explained that the main reason why

cold calling was so annoying was that the approach was all about “them” that is the salesperson  and their product or service. I explained that a far more successful approach is actually for the caller to spend time doing some research about the person or the company they are calling so they can build rapport. The other point which is so often missed is that the caller seldom assesses that it is actually convenient to go ahead with the call. They miss the stressed or annoyed voice tone and just carry on!

Finally he asked me how I would advise anyone and especially older people if they are physically cold called, I said it is best to have an much an unresponsive tone and body language as possible and basically to say “thanks but no thanks” so they will go away as quickly as possible!!

If you think about it most people will call at their comfort level which means they will be calling “influencers” rather than “decision-makers”. Furthermore whatever niche you are in again new business developers will target what they perceive to be easiest. The problem with this as Tim quite correctly points out is that the level of competition in these cases is huge because everyone else is doing this. I remember years ago when I was working for a software company, I discovered that “influencers” or managers in the middle of the hierachy of the companies, we were targetting could be really irritable or even rude when we called them. And quite rightly so because they were constantly bothered by cold calls. One day I said I am going to call the CEOs and one of the team said you can’t do that, you will upset them! Interestingly although they were the most difficult to get hold of, they were often very courteous and helpful and of course got me to the decision-maker!  So in the spirit of what Tim is saying go for the seemingly the most difficult or unrealistic targets and see how many calls they get. Alot of people will be too afraid to call them. If you are blocked by a very skillful PA -work with her and respect her role so she transforms from “a gate-keeper” to a “gate-opener”!

So I thought it would be helpful to to provide some wisdom about how the phone could help in carrying on your business and not postponing meetings until you get back. You can also use this whenever you are severely delayed or for whatever reason you can not physically get to a meeting.

Here are the seven tips I would recommend to help support your business:

1.Email of course is the obvious choice but it can take up to a week to get a decision using email. Far better to use the phone which in comparison can take a matter of minutes to get an outcome.
2.If you do not like the phone particularly, it is probably because you are a “visual person” and prefer to see the other person’s face to face. Compensate for this by bringing up picture of them from the website. If this is not possible imagine what they look like. There is also the option of using skype and the video option so you can actually see the other person. The quality now is pretty good.
3.To replace the body language you would get from a face to face meeting, focus on the other person’s tone, you will get a lot of clues about how they are responding to what you are saying and acknowledge this accordingly.
4.Rather than having adhoc telephone conversations, arrange a formal “telephone meeting” with an agenda. The other person will then be in a better state of mind to discuss the outcomes you are trying to achieve as they will have had time to think about the points you want to discuss.
5.Test the agenda, if you were in the other person’s shoes would you accept your point of view? Briefly mentally rehearse what you are going to say. Does it make sense, does it feel right? If not adjust your agenda and what you are going to say!
6.When you do the call, make sure you are really listening to what the other person is saying not concentrating on what you are going to say next. “check in with them” from time to time to see what you have said has been well received.
7.You may like to consider another “telephone meeting” as a follow up or you can use teleconference call/teleseminar technology if there are a number of you involved in the decision-making process. It may take some time for your clients to get themselves back to some state of normality so they can start having face to face meetings again.

Please join us tomorrow 7th October at 9.00am US Central time which is 3.00pm BST. You can join us by listening in to the webcast or by dialling in to the conference line. Please get all the details by clicking on: http://www.instantteleseminar.com/?preview=1&previewbar=1&eventid=9257943

Or alternatively, you can join us at 1.00pm US Central time which is 7pm BST on Friday 9th October. Please get all the details by clicking on:

http://www.instantteleseminar.com/?preview=1&previewbar=1&eventid=9258195

Dr Zimmerman will be highlighting the extraordinary change his programme has made on people’s lives over the years and you can put your question to Dr Zimmerman about your life. For more about Dr Zimmerman, please go to http://www.drzimmerman.com/ and register for his Tuesday tip. For more about the this extraordinary Journey and the 12 keys to extraordinary sucess go to: http://www.journeytotheextraordinary.com/

The 1 hour call will give you:  

• Reminder tips on discovering your Personal Brand.
• The key points for projecting a strong Presentational Brand.
• Structuring a well-branded presentation.
• The Charisma Factors.
• The must-haves and the No No’s.
• How PowerPoint can destroy your Presentational Brand and weaken your personal impact.

Plus, lesley will be answering YOUR question during the call.  Go to asklesleyeverett.com to place your question in advance.
 
 
 
Here’s what you get for your investment:

• An insight into the acclaimed Walking TALL methodology
• A handout to make your notes as we go along

And … a complimentary copy of her Audio CD – Taking Control of your Personal Brand, posted directly to you. In itself worth £20.00!

All this and the call is just £67.00 plus VAT
 
DON’T DELAY …. there are limited places available. The telephone line I’ve booked only has 97 spaces on it.
 
BOOK YOUR PLACE NOW – DON’T WAIT AND BE DISAPPOINTED (Please note, refunds can not be made, once you have registered).
 
 
TO BOOK YOUR PLACE, GO TO THE WALKING TALL SHOP 
We will look forward to your question and to the call.  Remember, it’s on Wednesday 27th August at 8pm (BST). 
 
 

If you have already registered – that’s great. We will look forward to you joining us
on the call. But if you have yet to decide – read on…..!

As you know, Graham Jones has made money from selling products online -
indeed he has been doing this for several years now and one
thing’s for sure – if he can do it, so can you…!

So, join us today at 12 noon (British Summer Time) and you will discover:

* the 3 reasons you must have products
* the best strategies for product development
* 17 different products you can create within a week
* how to create multiple products within days
* 3 easy ways to create products
* 7 steps to additional product sales

In addition Graham will be answering YOUR question during the call, so
you won’t want to miss it.

So join Graham and myself for one hour that will help you see through the
Internet fog and start to gain those extra profits you need.

Here’s what you get:

Your personal question answered about how your business
can be transformed by selling products

An insight into Graham’s methods so that you can copy them and
boost your online success

A list of 17 different products you can create within a
week

And…you’ll receive follow-up advice and support from Graham for 30
days after the call That alone is worth £500 – yet the call is
only £47 plus VAT.

DON’T DELAY……there are limited places available.

BOOK YOUR PLACE NOW – DON’T WAIT AND BE DISAPPOINTED

———————————————————–
Sign up NOW by ASKING YOUR QUESTION on profiting
from products. All you have to do is go to:

http://www.askgrahamjones.co.uk

Ask your question to Graham Jones and join us on the teleseminar

It’s not just about what you look like. It’s more about discovering your authentic core brand and then packaging yourself to project this consistently and effectively.

On 11th June 2008 at 8pm (UK time-BST), I’ll be in conversation with Lesley Everett who is recognised as a thought-leader and international authority on Personal Branding – and I’d love it if you could join us on the call. We’ll be discussing how you can use your authentic Personal Brand to enhance your profile, impact and visibility.

The 1 hour call will give you:

• Understanding of how Personal Branding can fit into your corporate brand strategy
• Clarity on how to discover your core authentic Personal Brand
• How to use your Personal Brand to kick-start your career
• The 7 Big Strides to Walking TALL
• Great tips on packaging your brand
• Practical ways to build your visibility in your target market

Plus, she’ll be answering YOUR question during the call. Go to www.asklesleyeverett.com to place your question in advance.

Here’s what you get for your investment:

• An insight into the acclaimed Walking TALL methodology
• A handout to make your notes as we go along

And … the best bit – a complimentary copy of her Audio CD – Taking Control of your Personal Brand, posted directly to you. In itself worth £20.00!

All this and the call is just £67.00 plus VAT

DON’T DELAY …. there are limited places available. The telephone line which is booked only has 97 spaces on it.

BOOK YOUR PLACE NOW – DON’T WAIT AND BE DISAPPOINTED (Please note, refunds can not be made once you have registered).

TO BOOK YOUR PLACE, GO TO THE WALKING TALL SHOP

Lesley and I will look forward to receiving your question and to joining us on the call. Remember its on Wednesday 11th June at 8pm (BST)