Any Advice on Cold Calling?

[enkogneto]

Hi again everybody. I am really terrible at cold calling. I'm trying to get better but I thought I'd get everyone's opinion. I've tried Coitster's technique the most, but it hasn't seemed to work very well. What I'm getting, is that I'm not pushing the sell hard enough. If people tell me their not interested, I usually leave. I think this is where I'm going wrong. Plus a question for Coitster if you're reading this(or anyone who wants to answer it): If the building is isolated, what do you tell them you were doing in the parking lot? I know usually you say you were fixing a chip next door, but what if their isn't a next door? I feel kinda ackward saying that I was just roaming around their parking lot. Any advice would help, from anyone.

[mafsu]

As far as the isolated building, I usually say I was down the street doing some work, got finished early and had an hour until my next appointment. Never had anyone question this. I would say if you are dressed professionally and act professionally it will be the rare occurence when someone has a problem with you looking at the cars. As far as he cold calling, it gets easier the more you do it. I'll let others better at it than me give you more advice on cold calling.

[Jeremiahswindshieldrepair]

I have mentioned in the past that I was coming to check and see if they had a fleet of vehicles that might need repairing and I happened to park next to a car that had a chip in it .. do you know who's Honda that might be by any chance?


One of the more powerful things I have done in that form of soliciting is mention that the car has some damage on it that I would like to let the person know about ... it makes the person think that maybe I rammed my door into it or something .. even though I am not being dishonest and saying that. Assumptions can be our friend in this case. I almost always get the customer out that way.

[Sneck]

Just smile, and be yourself, be couteous and to the point. Don't beat around the bush. Sounds easy I know, but if you let your personality show through, and you don't come off sounding like a pushy salesman but rather just a nice person trying to make a living, they may be more receptive to you (and you being there) because they won't feel intimidated by your presence. Try to put yourself in their shoes. I imagine that most people would probably rather deal with a customer than a salesman.

I have a regular 8 to 5 job, and I do windshield repair on nights and week-ends, and salemanship is not my strongest character trait, but being pleasant and helpful is the only way I know how to be. There are other fellow co-workers of mine that are much better at sales than I am. - (thank god im not on commission, I would probably starve).

I am not even a real good "people" person until I feel comfortable with the person I am talking with, that is why I ask questions and let them do alot of the talking. If all you do is talk, talk, talk, then you are missing out on the most important thing of all, and that is LISTENING.

Don't be discouraged if you get a NO. Just look at how many hundreds of thousands of vehicles there are that you actually see in your daily travels on any given day. The work is there. Being a salesman might be difficult, but the work is definately there. And you will get better at it. I think I am better at dealing with customers, vendors, and salesmen than I use to be. Just listen to your customers, and keep on serving them the best way you know how.

Sneck

[GlassStarz]

You might want to find someone who can sell and have them ride with you. Pay them $20 per job they line up a good salesperson can close 7 a day easy leaving you to do repairs.
The ability to sell is like athletic ability either you have it or you dont. Practice can make you a average golfer but that 12 handicap is here to stay. you should be able to close 50% of the cold calls you make. trial and error and a keep on trying attitude will help.

[enkogneto]

All good words of wisdom. Thanks to all of you. GlassStarz, what kind of sales person are you talking about? Any? Or do you mean somebody else that also does windshield repair?

-Ricky

[GlassStarz]

If it was me I would find someone who can talk to anyone have them go inside and find the owner and sell the repair call the insurance etc. leaving you to do the repair and while doing the repair they are out selling the next one. I had a buddy ride with me a couple days (we sold cars together a couple years ago he could sell cow poo to a dairy farmer) I had him going finding breaks and selling the job while I did the repairs we did 15 repairs on 9 cars one day in 5 hours and 18 on 11 cars the next and only were out 6 hours ( then spent 3 hrs at the dollar store)

[GlassStarz]

That was the reason for my golf analogy yes you can learn to sell but lets face it some people are good at other things.
Anyone can learn to do average repairs with a little practice not true with sales for one reason or another some people just cant ask for the money. That doesnt mean they cant succeed in our buisness there are many ways to work and earn a living here. But lets face it the cold call method isnt for everyone and if you need to earn a living right now bringing along a salesperson wont hurt. Everyone jumps to say why would you train someone else? its simple if you cant sell they are training you! sooner or later you wont need a salesperson.

[repare-brise]

As usual great advice by all(isn't being part of a helpfull comunity great). I would just like to add that salesmanship can be learned, and any good motivational program(Dale Carneghy for example) will help. Most people just need a confidence boost, and the motivational courses tell you what you already know, but in such a way that it clicks, and if practiced it sticks. They are like a placibo, your body does the healing because your brain thinks it's getting something that will cure it(the chicken soup syndrome, when you were a kid your parents gave you chicken soup, your young brain associated chicken soup with improved health , now an adult you reach for the soup when you have the sniffles, all we need is chicken soup for sales )

Enjoy

[DaveC]

Enko,

Lots of good advise. Persistence and practice will prevail.

However, here's a suggestion for ya, especially if you have a true aversion/phobia to cold calling and are spending your days just driving around, maybe getting out of the vehicle and finding some damaged windshields but are just "shaking" in your boots when it comes time to approach your prospective customer....

Think location, signage and tent. Make a deal with some merchant to setup a tent in a high traffic location and consistently work the location during the peak hours. This way, prospective customers will be approaching you with an expressed interest in your services. A little "gentle" persuasion/salesmanship and you'll be closing deals, making repairs and gaining more confidence in your selling abilities. During off-peak hours hang a "Out on mobile repair, be back at or call 867-5309 to schedule a repair" sign and go out and "Coitster," distribute flyers, etc...

Just a thought:)