Category Archives: Sales

On My Mind: Cold-Calling and RSVP’s

I have a couple things nagging at my brain as I enjoy lunch at my desk this afternoon. Here goes!

Cold-Calling

I think telemarketers have one of the toughest jobs in existence today. Let’s face it: nobody really wants to talk with a telemarketer now, do they? Especially the ones that call in the evening, precisely at dinner time, seeking to sell that home security system or that spanking new life insurance policy. Years ago, around 1989 or thereabouts, I took a second job as a telemarketer for the Houston Ballet. Our job in the Ballet call center was to sell season tickets for the next ballet season to attendees of recent Ballet performances. They provided their contact details on information cards completed at the performance, which at least implied permission to contact them. I came close to closing one sale, with the call center supervisor looking over my shoulder and whispering his encouragement, but in the end the customer had dinner on the table and it was getting cold – no sale. That was one of the most grueling nights of my working career; I went home and did not return.

Surely you want to talk with this guy!

Surely you want to talk with this guy!

My role in commercial insurance sales today also involves telemarketing. I’m not working from a call center, but from my desk. The objective is to contact executives at prospective client companies and secure a meeting during which I can introduce my firm’s insurance and risk management capabilities in hopes of one day winning them as a client. Having recently converted from a buyer of these services to one who is now selling them, I remember what it was like to get those sales calls. Like many of the people I try to reach today, I would often let my voice mail system answer calls from numbers I did not recognize or from caller ID’s I simply didn’t want to talk to. Truth be told, my first client was won after a cold-call telephone conversation, so while I don’t necessarily enjoy the process, I do it because it’s necessary. I just wish more people would answer their phone; we are really quite good at what we do!

RSVP’s

Photo credit: www.seshrm.org

We’ve lost some elements of good etiquette in our modern society. I’ve noticed the last few times I’ve sent invitations to an event that a large percentage of the invitees don’t bother to RSVP even though one is requested. Why is that so difficult? Somebody thinks enough of you to invite you to an event and you don’t even have the courtesy to turn them down? Worse, when they follow up to see if you are coming you don’t reply? What’s up with that? Come on, people, show some respect. When you receive an invitation to a party, a dinner, a business function, a shower, a wedding, a child’s birthday party or whatever – please have the decency and respect to offer the host or hostess a prompt RSVP. End of rant.

With that, it’s time to get back to the phones. Enjoy your Tuesday!

RSVP Photo credit: seshrm.org

2015 Photo-Some-Days 6.21.2015

A former boss once told me, “Seek first to understand, second to be understood.” In reading my Bible this morning, I came across the Proverb below. I try to live this in all aspects of my life, sometimes more successfully than others. It’s a process.

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2015 Photo-Some-Days 4.16.2015

According to yourdictionary.com, the poet author of “Piers Plowman” is credited with penning “Patience is a virtue.” I was reminded of that today during a telephone conversation with a coworker. Sales, especially in my line of work, is a process. In our conversation my coworker reminded me that it is important to be patient and allow the process to play out, because it will play out over time. It was just what I needed to hear, and I thank God for that conversation at that moment. God can use anybody to achieve His divine purpose. We must pray for His intervention and then tune in, for He may surprise you with His source.

“The key to everything is patience. You get the chicken by hatching the egg, not by smashing it.”  ~ Arnold H. Glasgow via brainyquote.com

What does this have to do with patience? Sit, sometime, and watch a sunset. You'll understand.

What does this have to do with patience? Sit, sometime, and watch a sunset. You’ll understand.

2015 Photo-Some-Days 4.13.2015

Building a sales pipeline is some of the hardest work I’ve ever done.  It requires diligence, perseverance, patience, research, preparation, and sometimes a thick skin. I find that I perform best in an initial meeting with a new prospect if I drive to the location of the meeting well ahead of time, then locate a local coffee shop in which to decompress and collect my thoughts. Thirty to forty five minutes sitting in a Starbucks may sound like time wasted to some; for me it is time well spent as I put the stress of metropolitan traffic behind me and focus on the task at hand.

“Before anything else, preparation is the key to success.” ~ Alexander Graham Bell via BrainyQuote.com

Decompression and prep time before a new business meeting

Decompression and prep time before a new business meeting

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