Cold Calling - What I do to make it happen
April 19th, 2008
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.
Entry Filed under: Sales & Marketing
8 Comments Add your own
1. Alison | April 20th, 2008 at 3:13 am
Amber - that’s a fabulous post - and I’m intrigued - what’s your sample bag like?!
2. amber | April 20th, 2008 at 10:59 am
It’s a great Hot pink / Black Lace print rolling suitcase (Betsy Johnson). I’ll take a picture.
My first sample bag was just a bag and I still got sales just fine, but like I said, it helped my confidence
3. Trina | April 20th, 2008 at 7:14 pm
Could you be more specific on some of the forms that you use. I am always not sure on pricing for boutiques. Do you have a price per item? Like if they by 1-10 it’s a certain price and 10 and more or a certain price? What is included in you new account agreement?
Thanks
Trina
4. georgieworld | April 22nd, 2008 at 3:49 pm
You have been an inspiration to me. I just finished calling like 20 stores in my area. Most of them had email address for me to contact, but I did get two appointments! YAY!
5. amber | April 22nd, 2008 at 6:24 pm
Hi goergieworld!
*Yeah** That is so great. Isn’t it amazing how you can start rolling after you get the first one over with. This even goes for the first one each day (call or appt). you’ve been an inspiration to me b/c I lagged today and now I’m determined to get back to it tomorrow.
Let us know how the appointments go!!
6. Cathy Kalepo | April 23rd, 2008 at 3:28 pm
Thank you for this blog! You are very inspiring.
7. Georgieworld | April 24th, 2008 at 3:53 pm
Update: I had my first sales visit today and got a huge order! YAY! I took that energy and did cold calls all afternoon. I didn’t get any appointments, but I did get a ton of emails and sent out line sheets and photos. Woo Hoo!
8. amber | April 24th, 2008 at 5:14 pm
Georgieworld!!! That is so great. Thanks for updating us - I know it will be inspiring to so many others as well!!
Keep it up!!!
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