Article 101

3 stupid simple... can't believe something so minor could get such great results, prospecting tips.

- Question that turns dead ends into opportunities
- When you should hang-up on gatekeepers
- Cellphone Fedex story

1. Even when they say "no," "no" and "no" ... always ask this question.

You deliver a great pitch and get rejected. You eloquently respond and still get shut down. Now say something like this "Not a problem, don't want to be on your back, but we do a lot of this. When would you suggest I be back in touch with you?"

It still amazes me how many people will say "Call me in 2 weeks... a month."

Big picture: Remember, you wouldn't have called them in the first place unless they fit a profile of companies likely to buy from you or a competitor. Give them a chance to tell you how they can be sold. If you ask this question you will be shocked how many dead ends turn into live opportunities. Couple other things you want to do to qualify them and one technique you can use to book the meeting right then, but you have to ask that question first.

2. Hang-up on gatekeepers

Call into initial gatekeeper at Mega Corporation and ask for your decision-maker. After you are transferred hang-up the phone. Immediately call back. You usually get the same gatekeeper. Say "Hi, I just called for ________ and we got disconnected." True statement - right? Usually the gatekeeper perceives that they messed up and apologizes. Just a split second before you get transferred again do your best inspector Columbo impersonation ... as an afterthought ask..."Do you have that extension number for the next time I call?" Many times you will get the direct dial or extension number because... they think they screwed up and owe you. You have changed the dynamic of the call.... they think the extension number is unimportant to you as you just thought of it at the last split second, so they are more willing to give it.

When you get the direct dial or extension number of a top dog the odds of having a conversation skyrocket, particularly if you call before or after regular business hours.

I have only used this when calling President/Ceo's of very large corporations. Be careful on this one. You have to really know what you are doing or you could end up looking like an idiot.

3. Fedexing a cellphone?

I can't vouch for this one. Heard it yesterday from someone who was pretty excited about having closed a major deal with a virtually impossible to speak to big honcho decision-maker.

After having called, voicemailed and mailed over and over again and got nothing, super salesguy send a package Fedex to decision-maker. The only contents was a note with no identifying information asking them to press "send" and a $20 cell phone purchased at the local five and dime for $20. Super salesguy programmed his number into the phone and covered over all the keys except "send."

Ms. Big couldn't resist and called. They talked. Major deal was closed. $20 for the cellphone and $20 for Fedex.

Not sure how I feel about this one in today's 9/11 world, but thought I would pass it on.

There are quite a lot of stupid simple little tricks and techniques which when combined with a solid total appointment setting process can significantly increase results.

Best wishes for great selling,
Scott Channel

copyright 2007-2009 Scott Channell

Article 141	3 Stupid Prospecting Tips
	by Scott Channell