The Ten Commandments of Cold Calling: 9. Value your time and the time of others
Time is a scarce commodity. This applies to your time and your client's time. How to take this fact into account during cold calling?
In the last episode we talked about the importance of:
- have your USP (unique selling point) formulated
- remember that business customers often “pay” something different than end customers
- be able to sell your USP in an appropriate way
This time we want to mention another fundamental principle:
Value your time and the time of others
Some people may have the idea that a good trader is basically a “talker”. With a cheeky forehead.
A man who can sell sand to a Bedouin and honey to bees .
But the goal of a good salesperson is not just to sell.
He wants to sell to people who will benefit from the offered solution – not to impose himself on those who are not interested in anything similar.
That’s why it’s so important that you, as marketers, reach out to:
- the right companies (i.e. those that can really use the solution in a meaningful way)
- the right people (i.e. competent managers who can best assess the feasibility of your offer)
And if it turns out that despite a careful selection, the approached company is not interested in your solution?
Nothing happens at all. As we said in the first part , rejection does not mean that you have failed . It’s part of your job.
You can make a great deal on your next call. With a person who will really benefit from your solution.
Do you hate wasting your time and other people’s time?
Do you want to reach out to those you have something to offer?
Contact us and arrange a free consultation.
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