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What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.

Other interested response Related Articles

Ensure That Prospects Buy From You and Not Your Competition
Life in the world of sales and marketing is a passing parade. At anytime there are a small percentage of potential customers ready to do business with you, and a bigger percentage of customers who are interested in buying what you sell but are not yet committed to any particular vendor. There is an even bigger group who has needs, but is not yet interested. Many of these might become interested if they were educated about how your product or service can help them solve problems they recognize.
Getting My Attention
Every day I get inbound emails from entrepreneurs looking for funding. I triage these quickly as I can usually tell within a couple of minutes of looking at whatever is attached (executive summary, overview, intro powerpoint) whether or not it's in an area that I'm interested in investing in. Since my top level filter is "theme" it's easy to make a quick call. If you've ever sent me something, hopefully you've gotten a quick response.
Companies Stifle Intrapreneurs At Their Own Risk
I've noticed an interesting trend lately. Usually the e-mail I receive in response to this column comes from rookie entrepreneurs or established business owners seeking my input on startup matters, financing, employee relations, general management and leadership issues, policy matters, etc. Lately, however, many of the messages are coming from employees of medium-size and large companies who are interested in starting a business of their own.
Even When It Works, There's More Work
Whether a particular story elicits a negligible response or a huge response, you still need to work it.
A Message for Instructional Designers - Learning Styles Are Important
I recently had a casual conversation with a guy responsible for checking aircraft engines for cracks in the metal casings. A pretty critical job you might think-particularly if, like me, you fly a lot on business. I was interested in the quality tool and systems he uses in his job “Six Sigma? SPC? ISO 9000? “ I inquired. “I sat through all that stuff in class,” was his response, “but I really didn’t understand it or pay attention”. He thought for a second and added, “but I know I can detect a hairline crack on a piece of metal from 100 yards!”

A Little Mistake That Could Cost You A Fortune
There you are, across the table from a prospect. It’s been a very good meeting so far and he seems to like you, your company and your product. You’ve asked some insightful questions and he’s given you frank answers. In response to his answers you’ve laid out an attractive solution to his problem and he seems interested. After you finish speaking, the prospect pauses a moment and then asks you the magic question. “So,” he says, “How much does the solution you’re proposing cost?”
Twitter for Business Building and Lead Generation (or as I prefer to call it, relationship building) - Part 1 of 2, Follow and Be Followed
In response to requests from readers on how to use Twitter to market their businesses, large and small, a few thoughts on the matter, over the course of two articles. The first will be how to build and manage your following/followers lists. The second will be how to interact with that group to build the relationships that will benefit you and your business by focusing on what your followers are interested in.
The Truth About Pharmacogenetics
Pharmacogenetics, or the scientific study of genetic variations in relation to their response to medicines, is not supposedly new. The term had already been coined in 1959 by a German scientist, Friedrich Vogel. But by then, the knowledge and resources of gaining more knowledge about the subject were extremely limited. It was not until the completion of US-funded the Human Genome Project that scientists become interested again in delving into this investigation again.
You've Got To Move It, Move It
While it is true there are a lot of people looking for employment, employers need to consider that this works against them if they are slow to act. In the last month, I have lost 3 candidates who were very interested in the job but because someone else was faster in presenting an offer of employment they were gone. In this economy, people are less interested in finding the 'perfect' job and more interested in paying the bills. You might have a great company and be a super manager but "You’ve got to move it, move it..."
What Is A Call Center And Other Questions Answered In This Overview
A call center is capable of handling multiple inbound and outbound communications from customers across all types of communication lines including live chat, email response, fax response, and more.

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