http://www.tomhopkins.com/blog/overcoming_rejection/do-what-you-fear-most/ Selling Skills | Sales Training | Close More Sales | Increase Sales Revenue Sun, 22 Jan 2012 23:18:25 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.tomhopkins.com/blog/overcoming_rejection/do-what-you-fear-most//comment-page-1#comment-336 Susan Davis Mon, 12 Jul 2010 22:37:22 +0000 http://www.tomhopkins.com/blog/?p=151#comment-336 I do not believe I could keep up with maintaining a website like yours! Terrific piece of work and I seriously would like to see you keep it up. I do not believe I could keep up with maintaining a website like yours! Terrific piece of work and I seriously would like to see you keep it up.

]]> http://www.tomhopkins.com/blog/overcoming_rejection/do-what-you-fear-most//comment-page-1#comment-311 Tom Hopkins Tue, 06 Jul 2010 19:07:46 +0000 http://www.tomhopkins.com/blog/?p=151#comment-311 Erik, you do not mention what your product is but here are some thoughts about cold calling in office buildings. First of all, find out what type of security the building has. It could be that you must have a contact with someone in the building before being allowed in. Politely ask at the security desk or call one of the businesses in the building in advance. It's their game. You need to know the rules before deciding how to play. You may need to cold call businesses in some large buildings by phone. When it is appropriate for you to enter and approach businesses in those buildings, begin your approach at the reception desk with a polite good morning, a warm smile, and a request for help. Front office people are supposed to help those who show up at their doors and they will, if approached properly. Tell them you're looking for the person in charge of (the benefit your product or service offers) and ask who that might be. Once you get the name, thank them, then ask about that person's availability. If they're not available, which will happen in most cases, ask what the best method is to contact them. Make notes, express gratitude for their assistance (calling them by name) and make your exit. When you contact that business again, address the receptionist by name. Thank him or her for their past assistance and ask again for the decision-maker. Your goal is to make an ally of the front office person through sincere appreciation for their assistance. They have the power to open doors for you. Erik, you do not mention what your product is but here are some thoughts about cold calling in office buildings.
First of all, find out what type of security the building has. It could be that you must have a contact with someone in the building before being allowed in. Politely ask at the security desk or call one of the businesses in the building in advance. It’s their game. You need to know the rules before deciding how to play. You may need to cold call businesses in some large buildings by phone. When it is appropriate for you to enter and approach businesses in those buildings, begin your approach at the reception desk with a polite good morning, a warm smile, and a request for help. Front office people are supposed to help those who show up at their doors and they will, if approached properly. Tell them you’re looking for the person in charge of (the benefit your product or service offers) and ask who that might be. Once you get the name, thank them, then ask about that person’s availability. If they’re not available, which will happen in most cases, ask what the best method is to contact them. Make notes, express gratitude for their assistance (calling them by name) and make your exit. When you contact that business again, address the receptionist by name. Thank him or her for their past assistance and ask again for the decision-maker. Your goal is to make an ally of the front office person through sincere appreciation for their assistance. They have the power to open doors for you.

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