|
|
|
|
|
|
|
|
|
|
How to Make Cold Calling Work for You: An Interview with David ReglerDavid Regler is Managing Director of Maine Associates; a company that provides outsourcing, telemarketing and particularly cold-calling services to high-end B2B clients. During his interview with NLP Trainer Michael Beale, he described his business in a nutshell as ‘we help our clients find new business opportunities’.
Regler explains that cold calling is just one route to market. He said he felt that it was a matter of picking the right tactic. Success, he said, was dependent upon three factors:
§ Who are we targeting? § What are we offering? § What’s the desire result?
He also said that communicating how his clients were different and better than established vendors was key. He continued by explaining that cold calling wasn’t a cheap route, and so it was best suited to high-end propositions such as £½ million software, consultancy or training solutions. He expressed that if you weren’t within the top 3 companies at doing what you do, cold calling was often the best way to create new business.
David went on to explain that potential customers would listen if you had the right thing to offer them. He says the difference between working off random referrals and cold calling. He said that cold calling brought the opportunity to build a solid customer base and that whilst that was a much more expensive route than referrals, at about £1500 per month, it was likely to bring in much greater revenue over time. He made it clear that cold calling is a long-term campaign and that over a period of six months, his employees would deliver roughly 20 quality leads to the client. Of course, 20 leads worth £1/2 million is big business.
Michael asked David about why people don’t do their own cold calling? Regler was quick to point out that the client won’t do it, that people generally hate cold calling, so they put it off. He also mentioned two things on this topic, positioning, having another person do it for you to maintain your position, and experience, which means outsourcing cold calling skills to someone with years of telephone expertise so that you can get on with the real business of your company.
In David’s world, his employees open doors and then the client needs to turn the meeting into a successful sale. For this reason, he spends a lot of time ensuring that the client can actually do this. It will turn out badly for both if they can’t.
Michael asked David about whether his call staff had any particular qualities. David said that some were like chalk and cheese, but generally, they all had 5 or more years of experience and were extremely comfortable on the telephone.
Finally, Michael asked David about the relationship between NLP and his business. David answered that since the fundamentals of NLP were about communication, it was very useful. He also mentioned that state control could be vital for his employees.
At the end of the interview, David
reiterated that in order to make a success, the client needed to understand the
market
The full interview can be read or listened to from Telemarketing: David Regler Interview
Article Tags: Cold Calling, Asked David Source: Free Articles from ArticlesFactory.com
ABOUT THE AUTHOR
|
|||||||||||||||||||||||||||||||||||||||||
Partners
|
