The Idea

A cold-call workflow workflow helps you to remember what the key steps in the canvassing process are and let’s you get back to basics. Create one for your business and get the feedback of salespeople and experience – and don’t forget to keep it up to date. It’s a valuable tool for training and motivation.

Example

  1. Start with a greeting (Hello, good afternoon etc.)
  2. Introduce yourself and the company (My name is … on behalf of Company Name)
  3. Either ask a question about their interests or tell them what you’re offering, then ask if they would be interested (choose a OR b)
    1. Our team is in the area offering our monthly promotions to households and I’m wondering if you were looking to do any renovation work this summer?
    2. Our company specializes in insert services but we offer many other home services. If you’re interested in getting some work done I can give you some great offers for this month.
  4. Provide them with more information if they seem interested
    1. or tell them “thank you and enjoy your day” if they don’t
  5. Close the lead by getting their information
    1. This is the most difficult part. Smoothly steer the conversation to conclusion
      1. “If you are interested in a quote, my manager would be more than happy to come by to give you a free estimate whenever you have spare time.”
      2. “I can just set up a free estimate session for you and you can just get an idea of how much a job like that would cost, no obligation.”
    2. Take down their information and provide a business card if successful

Tips

  1. Be confident, but not pushy- be proud of your company, but realize when people are genuinely interested or genuinely disinterested.
  2. Keep your head up- Marketing can be brutal; you don’t always get leads. However, each house you go to is a possibility, and it’s that one client in the day that makes the difference.
  3. Take a break once in a while- To stay motivated, take a quick break to talk to your partner and motivate each other to do better and perform better. Have some fun.
  4. Become a better salesman- Each house you approach builds your experience in sales. This is a vital skill that can be used in life and business. Keep practising and you will
  5. Know your company – Customers will ask questions if they are interested so they can see if they are dealing with a legitimate business that can help them. Know enough about the company to answer them without hesitation.
  6. Don’t be afraid to say you’re not sure- If a customer asks a question you don’t know the answer to, don’t BS an answer. Simply ask for their information and say “a manager would be more than happy to give you a call and answer all of your questions fully.”
  7. Create a sense of urgency- Use monthly promotions and give clients a reason to act now

Metrics

  • Ease: Tough
  • Cost: Free
  • Scope: Small
  • Speed: Quick
  • Reach: Local