I could related to this article very closely because this is exactly what I had done during my internship. I would take the office phone and sit in the conference room to make calls so that I dont get disturbed by the office noises. I would also plan out what to say when I get the person I need to speak to on the phone. I would take down notes because a lot of times I have to call other people within the same company or send emails to the prospects with certain information.
There were a couple of times when some prospects became rude and asked for credibility but over time one learns to take these things with a pinch of salt. I remember repeating to myself, "it's not you, it's the job that calls for such reactions", "don't take this personally and let it affect you". After the initial couple of times, one tends to get over it. I did too.
Like the article mentions prospects do want to know how you are better than the competitors and you have to have a good explanation for that too. In my case, I was offering a free service in exchange for some information (not confidential) so it was not that difficult to convince them.
There were times when we got referals and add on subscriptions from the prospects. I feel that this article spells out the right measures for successful prospecting techniques.
One of the things that this article mentions is that when you call a prospect, let them know that you have a little information about the company's background. During my internship, before I started calling up the prospects, I had done a study of the projects that they were currently working on. This helped me get to the point directly and speak to the concerned person. It saved me a lot of time trying to figure out who to ask for. All I needed to say was, "I am calling from XXX company and I would like to speak to someone in the Retail dept about your upcoming project ABC". This put me directly in contact with the right person.
Also, if you have done the groundwork it impresses the prospect when you meet because then they feel that the background study has been done and that they are important customers for the company. It definitely worked in my favor. Sometimes, the prospects also ask you about your other clients and who you are in touch with in the other company. They just want to cross check if you are faking information or you are actually doing what you say you are doing. So, one should also be aware of the information about other clients too. You never know when this information can come handy.
when i was working with ITC Hotel, my job profile had this aspect also. i was working under the reservation department for few months as a trainee where we had to talk to our cliente regarding hotel reservation.we followed the following steps mentioned in the article.
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I could related to this article very closely because this is exactly what I had done during my internship. I would take the office phone and sit in the conference room to make calls so that I dont get disturbed by the office noises. I would also plan out what to say when I get the person I need to speak to on the phone. I would take down notes because a lot of times I have to call other people within the same company or send emails to the prospects with certain information.
ReplyDeleteThere were a couple of times when some prospects became rude and asked for credibility but over time one learns to take these things with a pinch of salt. I remember repeating to myself, "it's not you, it's the job that calls for such reactions", "don't take this personally and let it affect you". After the initial couple of times, one tends to get over it. I did too.
Like the article mentions prospects do want to know how you are better than the competitors and you have to have a good explanation for that too. In my case, I was offering a free service in exchange for some information (not confidential) so it was not that difficult to convince them.
There were times when we got referals and add on subscriptions from the prospects. I feel that this article spells out the right measures for successful prospecting techniques.
One of the things that this article mentions is that when you call a prospect, let them know that you have a little information about the company's background. During my internship, before I started calling up the prospects, I had done a study of the projects that they were currently working on. This helped me get to the point directly and speak to the concerned person. It saved me a lot of time trying to figure out who to ask for. All I needed to say was, "I am calling from XXX company and I would like to speak to someone in the Retail dept about your upcoming project ABC". This put me directly in contact with the right person.
ReplyDeleteAlso, if you have done the groundwork it impresses the prospect when you meet because then they feel that the background study has been done and that they are important customers for the company. It definitely worked in my favor. Sometimes, the prospects also ask you about your other clients and who you are in touch with in the other company. They just want to cross check if you are faking information or you are actually doing what you say you are doing. So, one should also be aware of the information about other clients too. You never know when this information can come handy.
when i was working with ITC Hotel, my job profile had this aspect also. i was working under the reservation department for few months as a trainee where we had to talk to our cliente regarding hotel reservation.we followed the following steps mentioned in the article.
ReplyDelete