Archive for December, 2016

How to Have a Productive December

Monday, December 12th, 2016

by Ginny Speaks

As the year begins to wind down and December rolls in, it is easy to get caught up in the holiday mode with parties, cheer and festivities and forget our schedules on making time to cold call. I encourage you to enjoy the season, but not buy into the myth that this is not a good time to call prospects. It is actually one of the best times to call because most prospects are in their offices and not on the road. Plus, you will find that most people are in the holiday spirit and willing to talk. But before you dial, make sure to prepare and do the following:

  • Check social media presence. Are they doing contests? What are they promoting? Is there a new product/service? What is the major buzz?
  • What are people saying about the brand, the company, and their services?
  • Use LinkedIn to find multiple decision makers in marketing, sales and communications
  • Check website for in depth overview and information
  • And check Twitter

Taking time to conduct this research prior to the call will help you locate pertinent information that you can craft into compelling questions to conduct a successful initial conversation. This research should also help you locate key information about the company/client before picking up the phone to dial. The more you know, the better you can direct the conversation to an assignment. The following list is a guideline on what to know and look for when conducting pre-call research.

  • Headquarters contact information
  • Decision maker’s title/role
  • Fiscal year
  • Background information
  • Organizational structure
  • Marketing practices
  • New and major products or services
  • Sponsorships and corporate interests

So, make your list of all those hard to reach prospects that you tried throughout the year and let your fingers do the dialing. You will be glad you did. You will be singing Merry Merry to me all the way to the bank.

Have a blessed holiday season!