About the Small Business Administration´s Cold Calling Workshop hosted by yours truly. Presented on Tuesday Feb. 21st from 3:30-5:30pm located 455 Market Street 6th Fl call 415-744-8475 to register. This free workshop covers the basics of small business cold calling and is also a wonderful way to network with other sales professionals. Some of the topics covered include:
ï?? Telemarketing 101- the psychology of telemarketing (the myth behind the stigma) before you can make the first call it´s important to understand why we make the type of calls that we make and why most aren´t effective.
ï?? Effective scriptwriting-While my technique tends to shy away from actually using a script (they are not effective) having a"guide" to help you reach the objective of the call is important. My scriptwriting techniques show the importance of asking probing questions as well why too much info over the phone is never a good thing
ï?? Setting quality appointments-Most sales professionals will agree that a quality appointment is almost a guarantee of sale. Learn why most telemarketers and sales people don´t set good appointments.
ï?? Gathering info or Lead Generation-The appointment you set is only as good as the info you gather. The more info you can gather from the prospect the better the appointment the surer the sale.
ï?? Target Marketing 101- knowing your market-This is important because before you can sell your product or services, you need to know who´s wiling to buy it. This topic covers how to develop your current market and create new ones.
ï?? Making that first call- getting past the gatekeeper-Now that you know what it will take to set up a good appointment, it´s time to make that first call. But this isn´t as easy as it sounds. Before you can speak with the decision maker you must get past his assistant-the gatekeeper. Find out how to speak to the right person without alienating his/her secretary in the process.
ï?? Effective closing techniques-Closing an appointment is just as important as closing the sale. But before you can do that you need to know how to close.
ï?? Role-playing exercises-These exercises offers practical real-time scenarios to help get you ready to make the first call.
ï?? Cross selling techniques-This is an important component to cold calling because it offers the opportunity to sell more of your product to the same prospects. Learn how to cross sell your products effectively while the prospect is still on the phone.
ï?? Overcoming call reluctance-Everyone has call reluctance even the most seasoned phone pros. The exercise to overcome this sales mishap encompasses creative visualization and new ways to look at the phone call. Learn the secrets to overcoming your call reluctance forever.
ï?? Achieving goals and setting up a filing system for leads-Organization and having a clear goal in mind are key to any marketing campaign. The number one mistake that most sales people make is neglecting to follow up on leads. Learn some simple tips to insuring that you not only meet your sales goals but exceed them.
ï?? Finding call lists that cost next to nothing-Growing firms have limited financial resources to begin with. And yet too many firms spend thousands a year on direct mail and calling lists that could have been obtained for free or for a nominal fee. Learn who has these lists and how to get them.
At a few of my workshops it´s been noted that attendees were not told to bring business cards with them (a basic business action that seems very natural to me). So I am officially going on record by asking everyone to bring lots of business cards with them to distribute to other attendees. You have a prime opportunity to network with the people in the group and you should take advantage of this opportunity. I never understand showing up to a business function with no business cards and no way for a prospect to get in touch with you except on a poorly written napkin. Come on people, www.vistaprint.com will help design 250 business cards for the cost of shipping and handling!!!! I hope those of you who live in the bay area will attend this free workshop and get lots of useful information and business contacts!!! And if you don´t live in the Bay area, please feel free to contact me to see when/if I will be in your area to schedule a session or attend a workshop.
Tony Wilkins is the author of "Telemarketing Success for Small and Mid-sized Firms available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at firstname.lastname@example.org or phone 415-267-4872 .If you´d like to be notified of a new posting for this column ,please contact Tony Wilkins at email@example.com