Rich Enterprises, Inc. Bi-Weekly Newsletter
Learn more Building Your Sales Pipeline, Motivating Your Sales Team

Rich Enterprises, Inc. provides our small to mid sized clients with qualified leads and new sales appointments through our cold calling and telemarketing services. Our goal is to help our clients expand their business by locating new prospects and customers.

This newsletter is designed to keep our clients informed of new developments within our industry, new legal requirements, company and staff updates, and new marketing techniques that may enhance their sales. Should you have any questions, please do not hesitate to contact us any time.

Qualifying questions-Encouraging Prospects to answer your qualifying questions.
By: KC Govens (staff)

 
In this article I will talk about ways in which I get new prospects to answer those important qualifying and probing questions, as I pursue and try to get them to buy, try to generate a lead, or set an appointment - particularly when cold calling and telemarketing.

When cold calling prospects...Always create a casual conversation.  Make sure your keep your focus and talk about what your interests are. Talk to the person.  Be cheerful, pleasant and funny. Listen to what the person says.  Compliment them when something / someone is similar to your experience.  Relate that experience to one you may have had or one of your friends or family may have had.

Share your story and ask the questions you need within normal conversation while linking that question to their experience.  Now that you have a common interest and as you are bonding, next close the deal by asking for the order or generate the lead, because now you are talking to a friend and not just a prospective customer.

If you have spoken to that person in the past, make sure you review your notes and refer to that conversation.  As you refresh their memory,  keep the conversation flowing....keep being funny and enjoyable as you explain how your services can be to their benefit.

The more you practice and use these techniques, getting your qualifying and probing questions answered will become easier. Even the best technique does not work on everybody, so just remember you only get one chance to make a first impression.  Always make the best of that first impression.  I know it is hard sometimes, but stay focused and you will get it eventually. It will become easier as each day passes.

Remember your production results depends on your skills.  These techniques will help you create a good pipeline of prospects to call.   The more prospects you have, the more customers you will get, and that will make your job more enjoyable and productive. Aloha!

Use " Horse-Sense" to Create Creditability on Cold Calls

 By: Brenda Wenzel (staff)

Creating credibility when cold calling or telemarketing is key to successful relationships with prospective clients. Sounding credible on a cold call often "makes or breaks" future dialogue with your sales prospect. And to top it off, usually a caller has mere seconds to make a credible connection with a prospect!

To me, creating credibility on cold calls is all about communicating the right way. To illustrate, I will compare cold calling communication with "natural horsemanship" communication. Horses by nature are prey animals, while we humans are their natural predators. Therefore, improper communication by a human with a horse will automatically trigger the horse's "flight or fight" response to avoid the perceived danger - in this case their primal instinct is to avoid being eaten.

While cold calling, it's my opinion that prospects in general will react like prey animals, and react to our cold call as though we are a predator. Often I think, within seconds of realizing they have answered a cold call, your prospect's senses are on alert for danger - what are you trying to sell, what's your gimmick or what are you trying to find out?

With a horse, you build credibility and trust by communicating in a way that does not trigger their "flight or fight" response. When "talking" to a horse, first introduce yourself. Then ask permission, show them what you want to do, and then make your request.

This method works equally well for cold calling and sales prospecting calls. When you reach your business prospect, first introduce yourself and your company. Then, ask if you may "speak briefly". If it's a good time, give them your brief "sales pitch" which should include how you can help them, make their job easier or save them money with your product. Lastly, make your request which may be asking for an appointment or scheduling a follow-up call at a more convenient time.

Build your credibility on cold calls with my simple example and ALWAYS be polite, professional, a good listener and practice your opening. Practice on your peers - or on your horse! Either way, you will find this simple process really does work!

About Rich Enterprises

Rich Enterprises, Inc. was founded in 1999 on the premise that businesses must not only maintain, but must always seek new revenues and opportunities in order to succeed.

We certainly look forward to answering your questions and meeting your outsourcing needs. We are proud to be an active member of our local Chamber of Commerce and professional business associations.

Rich Enterprises, Inc. has been honored by the Kansas Department of Commerce as the 2007 Women Owned Business of Year - Service Industry Firm. In August of 2004, Rich Enterprises, Inc. was certified as a Women Owned Business Enterprise with the State of Kansas Department of Commerce.

Our primary website for cold calling services can be viewed at www.richworldwide.com. In 2004, Rich Enterprises, Inc. also established www.richcrm.com to handle customer service calls or warm calls.

Our sales team is anxious to provide information about products, pricing, and answer your questions. Rich Enterprises, Inc. is responsible for a wide range of sales outsourcing services and looks forward to creating a sales solution and program that best suits your needs.

Please feel free to contact us via any of the following methods:

Contact Information

email: customersupport@richworldwide.com

website: http://richworldwide.com  

phone: (620) 443-5247

Melissa Rich
Rich Enterprises, Inc.

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