1. Introductory Cold Calls
“I just want to be an engineer”

2. Who’s the expert?

3. What’s a Cold Call?
Its making contact without knowing the person that you are calling.

4. Why do most of us hate to make them?
Because we do not know the person we are calling!

5. Its all about fear

6. You’re not alone Fear of failing Fear of being judged
Fear of emotional pain
Fear of embarrassment
Fear of rejection

7. It doesn’t have to be that way

8. What’s the worst thing that could happen?
It’s not personal, it’s business
Replace negative "what-ifs" with positive "what-ifs“
Do not expect immediate and overwhelming results
Termination Notice
Reason: Ineffective Cold Calls

9. Why make cold calls?
In reality, we should only be using cold calls to set up contact
We are not going it to land a project after spending 3 minutes on the phone
We are just starting a relationship or getting background information

10. Why make cold calls by phone?
If you just drop in on someone you have never met, its normally considered rude
If you introduce yourself by letter, your letter may never be read
The middle ground is to call them to set up an appointment

11. Elements of a Cold Call
Get the person's attention -- say their name – “Remember that a person’s name is to that person the sweetest and most important sound in any language”
Identify yourself and the company
Give the reason for your call -- the objective of the call is to get an appointment

12. Suggestions for Effective Initial Calls
Know why you are calling and be prepared to discuss the reasons clearly and concisely
You do not need to have all the answers - just enough to start a conversation
Be prepared to give brief answers as to why we are interested in working for them

13. Suggestions for Effective Initial Calls
Knowledge reduces or eliminates fear
Know as much as possible about the firm and person you are calling. Google them!
Prospects are more receptive when they recognize that you have done some homework.

14. Suggestions for Effective Initial Calls
Try to find someone that you know in common and use them as a link. They may have some “inside” information about your prospect
The prospect may react more favorably by knowing that you have something or someone in common.

15. Suggestions for Effective Initial Calls
Be respectful of their time
You have just interrupted whatever they were doing
Ask if it’s a convenient time or whether it would be better to schedule a later time to talk.

16. Suggestions for Effective Initial Calls
Find out if they are the appropriate contact; namely, the decision maker. This is the person who has the authority to give you a “yes” or “no”

17. Suggestions for Effective Initial Calls
Focus on the prospect’s needs, not ours

18. Suggestions for Effective Initial Calls
Ask a few questions
If the prospect wants to talk and starts running you through a list of questions -- go with the flow and save your questions for the end.

19. Suggestions for Effective Initial Calls
Be friendly, yet professional
Everybody likes to help, so ask them for their help

20. Suggestions for Effective Initial Calls
Take notes (names, phone numbers, titles, etc.)

21. Suggestions for Effective Initial Calls
Follow up after the call. Ask whether they prefer that you follow up by phone, , etc.

22. Suggestions for Effective Initial Calls
Send a thank-you note after any substantial conversation

23. Dealing with Secretaries & Assistants
Be courteous
Get the name of the person you are speaking with -- this will save you time in the future
They are a gatekeeper. If this person becomes your ally, you have a better chance of getting connected with the person you are trying to reach.

24. Dealing with Voice Mail
Have a short but detailed message ready as to why you are calling
Leave not only your name and number, but also suggest times when you can typically be reached
People may not bother calling back if they think it's a sales call so leave a voic message that encourages prospects to call back.

25. When They Don’t Call Back
Try again

26. What’s a Cold Call? There really should be no such thing!
Get the basic information to start a conversation and go from there

27. BRANDING

28. What is Branding? We used to call it REPUTATION.
A brand is a consistent message you convey to your audience.
It’s not a logo.

29. We are not IBM, Sony or Nike, so why a brand?
Brands are an effective means of communication.
If branded clearly and consistently, customers will have a sense of what to expect.

30. Isn’t branding for companies that sell products, not services?
The line between products and services is getting more clouded all of the time.
Times have changed. You need every advantage to differentiate yourself from the competition.
You need to be in the client’s mind before the RFP. You need a brand.

31. Why are brands so effective?
We are overloaded with information. We are subject to more information than we can possibly process.
Brands help simplify the communication.

32. Advantages of Clear Brands
Recognition: Your image is recognizable
Focus: People know what you do and can easily associate your name with the concept
Trust: People know what to expect from you

33. Why do we need a brand?
You have one, whether you know if or not. When clients hear your company name, something pops into their heads. You can influence the message.

34. Building a Brand
Consistency of experience must be maintained for the clients, the press, and the public.

35. Who is the Audience for Your Brand?
Clients
Prospective Clients
Employees
Prospective Employees
The Competition
Contractors and suppliers
The General Public

36. What is Your Message?
It should be a direct reflection of your vision statement.
It should be what you want audiences to know about you.
It should be simple.

37. What Are the Points of Contact?
Your work
Your people
Word of mouth
Media and press coverage
Your logo and signage
Your office
Your business cards

38. What Are the Points of Contact?
Direct mail
Advertising
Proposals
Brochures
Presentation materials

39. Your People Are Also Your Brand
Everyone has a stake in it
People, not logos are the most tangible contact

40. The Brand: Walk the Talk
It must be consistent with the service you provide and its quality
Keep it real and continue to back it up with service delivery