Cold Calling - What I do to make it happen
I’ve been getting a lot of questions about making cold calls. I think this was one of the most daunting things for me - before I got the first one under my belt. When it comes to making cold calls, it is one of those things I wish I had started earlier.
Here’s what you need to be successful when walking into a boutique without an appointment:
- Your sales kit!!! - Your sales kit should consist of your samples, line sheets, PO forms, and terms & agreement forms (new account form).
- Brochures / Product Literature to leave behind
When I first walk in, I walk up to the register and ask the person in front of me if they are the owner or buyer (as I write this, it occurs to me that it might be better to first introduce myself): “Hello, (smile smile smile) - are you the owner or buyer by any chance?”
If the answer is yes, I introduce myself and ask if they have a minute for me to show them a few of our items - as I’m asking this, I’m already pulling out the first item. My thinking is to capture their interest.
If they seem hesitant about time, I keep talking and saying “we have really unique ______ that would be great fit in your boutique. Would it be more convenient for me to make an appointment”
By this time, they have the sample in their hands and 8 out of 10 times will say “that’s ok, I can take about 5 minutes to see what you have…”
From there, I handle it like a normal appointment, showing product and sharing the benefits of carrying our line in their store.
If the owner is not in, the sales rep will usually share the owner’s name and the day and time the owner will be in the store. I’ll make a note and try to return at that time for another cold call.
One thing that helped my confidence walking into the boutique was getting a sample bag that I love. Sounds silly, but it’s true.
Let me know if you have any questions.
9 comments April 19th, 2008