October 24, 2006
Cold Call Prospecting
Even though cold calling on prospective customers is one of the hardest, most time consuming, and definitely most frustrating ways of getting new customers, it does work. Now, I don’t teach cold call prospecting as a method of getting new customers simply because there are dozens of other ways for getting new customers, but that doesn’t mean you should ignore it completely. Especially if you’re just starting out in business.
If you’re going to do it, the first key to keep in mind about cold call prospecting is that in order to succeed, you MUST exude enthusiasm. Even if you don’t feel like you’re having fun, it’s important to make your prospect think you’re enjoying yourself.
Another thing to keep in mind is that you have about 3 seconds to capture your prospect’s attention in order to get them to listen to your sales pitch or message. That being said, make sure your opening line is like a great headline on any sales letter, postcard, flyer, or door hanger you’d send potential prospects.
The key is to hit their emotional hot buttons and give them a reason to keep listening. Once you’ve captured their attention with a great opening, then proceed to deliver a benefit laden sales message that gets them to take baby steps toward the ultimate goal of becoming your customer.
Again, cold calling is never fun to do and it’s definitely not the most effective method for getting new customers, but if done correctly, it does work and you will get new customers.
So if you’re low on funds and short on business, that probably means you’re high on extra time, so get out there and knock them doors!
Filed under Lawn Care Marketing by Chestin
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