Articles

Cold Calling Optimization in 7 steps.

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Cold calling takes time and requires good planning. We always strive to spend that time wisely. 1- The Right Contact –  We always aim to talk to the highest ranking decision maker for your product or service. This is usually the person who owns the problem that your company can solve. 2- Develop a Winning [ … ]

How to Get More Business from Your Clients

Hand watering grass with a tiny watering can

We’re usually asked to cold call to help bring new business to our clients’ sales pipeline. While we are doing that, we sometimes come across contacts that have not been identified as customers in the list review. It is surprising how often we hear “We haven’t heard from anyone there in years”, and, “Yes, we [ … ]

How to Cold Call to
Generate More Leads (part 1)

A single die with a question mark on all faces

How we cold call. “So how do you do it?” From time to time our clients ask me how we do the calling and how do we get the results that they can’t seem to achieve when they take to the phones. Yes, we do the cold calling for them, but they also have prospects [ … ]

How to Cold Call to
Generate More Leads (part 2)

Man in shirt and tie holding up a piece of paper infront of his face with a frown on it. :(

The best way to deal with resistance of gatekeepers. In the previous article you were given some general tips on what makes cold calling more successful Now here’s a more specific subject: How to deal with resistant gatekeepers. York Consulting team shares their tips on how they get through to the decision-makers: Carol “When dealing [ … ]

How to Cold Call to
Generate More Leads (part 3)

2 cartoon people on the phone. One is anonymous.

The best way to get into the conversation. You have a great product, but you know you’re not the only one out there. The people you’re trying to reach probably receive many calls like yours, so how do you catch their attention and how can you get them interested? Here’s what some of our best [ … ]

How to Warm
Up Cold Calls

Hamlet

To send information…or not send information…THAT IS THE QUESTION. You want to get in to see a prospect, but they’re asking you to send them information. Why? 1. Because they need to see something. Some prospects are visual and have difficulty grasping a concept delivered over the phone. Everybody’s spoken to someone like this. And [ … ]

Want a Sure-Fire Way to Make Better Cold Calls?

Fancy script

Write a script! Scripts help you get right to the point with your contact by reducing extra words and condensing your message into an easy-to-swallow “pill” that begins to remedy your contact’s business “pain.” That’s why my employees use scripts. And why I do, too. Let’s analyze one key sentence from one of my most [ … ]

Get More Business from Your Customer Base

Farmer bird

It’s the New Year. Time to hoe, hoe, hoe! In addition to hunting for new customers, “farm” the ones you already have. There are two types of salespeople—Hunters and Farmers. York Consulting almost always “hunts” for new leads. But lately, some of our clients have asked us to do some “farming,” too—to generate new business [ … ]

Why Do Most Cold Calls Turn People Off?

Dressed-up monkey in a picture frame

Maybe there’s a place for those cut-rate call centers, but you should consider what they’ll do to your reputation and credibility. When prospective clients ask how much we charge to make cold calls on their behalf, they often say, “I can get it cheaper, a lot cheaper.” True enough. I know, because many cut-rate callers [ … ]

How to Maximize Your Sales Appointments

Gold fish and fishing hook in bowl

Recently, a new client received his first appointment from us and called to ask me: “I’ve got the meeting, now what do I do?” Believe it or not, I’m asked this question surprisingly often. First, you need to build rapport and familiarity as soon as possible. So break the ice. Don’t dive right into your [ … ]

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