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Turn ‘Cold Calls’ into ‘Connect Calls’

coldcallI don’t think I ever met a salesman that enjoyed making cold calls. In fact, it’s usually the entry level gig to any major sales position with a company.

I’m a salesman. I’m not gonna lie. Cold calling sucks. However, the name Cold Call doesn’t mean that you have to be cold with the person you’re speaking with. Get off the script and find a way to connect. A first time phone chat has a much better chance of converting into a future deal if the focus is on the company and person you’re calling.

Meaning, don’t call to promote your product, call them to fill a need [with the help of your product]!

Lew Hoff, President of Bartizan Mobile Apps wrote a recent piece about this on TSNN. Hoff recommends using their profiles on social media as a tool. “If you use Linkedin and Twitter your cold calls don’t have to feel like cold calls because you know something about them and can possibly relate on a human level. The prospect could be a neighbor, went to the same school, have the same hobby. Be open with the people when you call about having looked at their LinkedIn profiles. It helps break the ice. Plus it shows you’ve gone to more trouble than 90% of the other salespeople who call them every day.”

Great points, read the full story here.

Lew says Cold Calls like this are considered Connect Calls. And that makes perfect sense because you are making a connection early which dramatically improves your chances of closing the deal.

Go get ’em Tiger!

 


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How do I get Attendees engaged?

Office Workers Clapping at Office PartyYou spent the money and put together a really nice display.  Your staff has smart looking, trendy outfits and your latest product is the best in the biz.

So why is everyone walking right past your booth?

Lorraine Arams of Wize Time Management  gives some tips to the Entreprenette Gazette that will help direct Attendees right into your display area:

* Stand in front of the table, engage people – smile, exude lots of energy
* Give something away – eg a pen with your company’s name & website
* People love videos – great when you are away from your booth
* Create a game or a demonstration about something even if it has nothing to do with your company – eg a ball maze – people love to watch the balls go through the maze. It creates “buzz”.
* Create fun and energy around your booth – a mascot, a clown, give away great fake tattoos,etc

Social Media and brand marketing guru, Shane Shirley told The Trade Show News Network, “Integrating technology into your tradeshow experience will get people engaged and excited about what you’re offering and when you can introduce technology while also going green you can help the planet and stay true to your environmental initiatives.”

Shirley elaborated on that subject and later suggested polling, go green apps and digital press kits as a way of getting people more engaged.

Look for my interview with Shane later this week on our iTunes podcast, Trade Show On-Air.