| Cold call selling can be a challenge to say the least. | | | | I'd try to catch him for a moment." |
| Assuming you have the name of the | | | | Another approach is to drop the name of another |
| decision-maker, how do you reach that person | | | | company with which you are doing business in the |
| directly? | | | | area. You might say, "No, he's not expecting me. |
| An approach to use to get to the decision maker | | | | We've been doing quite a lot of work with (the |
| while cold calling | | | | names of the companies) down the street, and I |
| Approach the receptionist in your pleasant, | | | | just wanted to catch him for a minute while I |
| professional manner, make eye contact, smile, | | | | was in the area." |
| and say, "Hi. I'm here to see (decision-maker's | | | | The receptionist may say, "I'm sorry, but he |
| name)." Then pull out your business card, present | | | | doesn't see anyone without an appointment." If |
| it to her, and repeat, "(Your name) with (your | | | | she does, respond with, "Okay, I'd be happy to |
| company)." | | | | set up an appointment." Pull out your schedule and |
| The receptionist's typical response will be, "And | | | | ask, "What times does he have available?" |
| may I ask what this is regarding?" To which you | | | | We should also note that you want to be firm |
| will reply, "Yes, I'm the new sales rep for the area | | | | with the receptionist, but not confrontational. If |
| and I'd simply like to take a moment to say hello | | | | you get a question from the receptionist don't |
| and introduce myself." | | | | ask a question after answering his or her question. |
| Another response you might get from her is, "Is | | | | When you get a question, simply answer it. |
| he expecting you?" To which you would say, "No, | | | | If the receptionist gives you any sort of brush-off |
| he isn't. I'm the new sales rep for the area and I'd | | | | such as: "I'm sure he's not interested," "He already |
| simply like to take a moment to say hello and | | | | has someone who takes care of that," "We're all |
| introduce myself." | | | | set with that service," "He doesn't talk to |
| Note: If you have any leverage, use it. For | | | | salespeople," or anything else for that matter, |
| example, if you work for a company that is a | | | | respond with, "I can definitely understand that. |
| household name, use that to your advantage. In | | | | And if he'd extend me the courtesy of a moment |
| this case, if the receptionist asks if the prospect | | | | of his time, I'd really appreciate it." That phrase, |
| knows you or is expecting you, simply say, "He's | | | | said in a non-confrontational, pleasant, and |
| familiar with my company. I just happened to be | | | | professional manner, works wonders. |
| in the area and figured I'd try to catch him for a | | | | If you still can't get through and you have a |
| minute." | | | | number of other places you can call on, and if this |
| If you are not a new sales rep and have been | | | | account isn't a major one, there may be better |
| there enough times in the past that the prospect | | | | places to spend your time. Of course, it's always |
| will probably recognize your name, simply say, | | | | better to hear: "I'm really, completely, and totally |
| "He's familiar with me, although he's not expecting | | | | not interested!" from the decision-maker instead |
| me. I just happened to be in the area and figured | | | | of the receptionist! |