In this thorough research, ask yourself how you can help their business. What services does the contractor offer, and how are your products relevant add-on revenue streams and offerings that compliment their current operation? If calling a distributor, know what product lines they already stock, and educate them on how your product line is complimentary to an their current partners, and why it makes sense for their internal efforts. Successful cold-calling informs the contact of a new and exciting opportunity for them. It does not represent a new and exciting opportunity for you. A successful introduction will leave that person seeing you as a potential value-add partner, and not a slimy salesman. Aim to be a business partner before a vendor. Remember, companies see most vendor relationships on the expense side. Business partners have more effect on the revenue side. Ask yourself where you stand.
Helpful tips for your first contact with a prospect:
One of the biggest mistakes is to try and sell right away. Never attempt to sell on your first cold call. Gather as much info as you can, focus on the relationship and keep your client very relaxed. Listen to their needs and concerns. After gathering all of your info, set up a time to go back to that client and provide the answers he or she was looking for. Remember this is about the client and not you!
We at Alchemy-Spetec aim to be much more than a simple vendor for your materials and equipment. We provide robust technical, sales and marketing consulting to our customers. If you have any questions about these sales tips or any other marketing or technical information, please call us at 404-618-0438.