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Will You Add? - Warm-Up Your Chilliest Cold Calls With The Congratulations Approach
Investing for a business can have varied meanings. You have probably heard the term investing in your future. Investing in your future to businesses may pertain to the amount of investments necessary to keep the business running and headed towards a pr
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks abou
Business forms are used by everybody for some reason or other, in offices as well as personal dealings. It could be an employment form, a contract, sale deed, agreement, insurance policy, rent form, bank form, medical form, human resources form, and s
That's why I love what I call THE CONGRATULATIONS APPROACH. It can instantly heat-up the chilliest cold calls.
Whenever I read a newspaper or a business or trade publication, I keep my eyes peeled for names of “comers,” heads of small to middle sized firms that are making a splash in their respective ponds, large or small.
For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about
Most businesses understand the value of advertising and one of the best ways to advertise for many business types is to use the direct mail marketing coupon packages that are sent out to a zip code area. Some non-profits also use direct mail marketing
Whenever I read a newspaper or a business or trade publication, I keep my eyes peeled for names of “comers,” heads of small to middle sized firms that are making a splash in their respective ponds, large or small.
For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks abou
Jerry Seinfeld didn't call it quits because his audience wanted him to end his TV series. No, the comic turned TV star decided it was time to go.In an interview before the final "Seinfeld" episode, Katie Couric posed this question: "You’re the n
For instance I happened upon an article in FORTUNE that mentioned the owner of a Midwestern distribution company. With a few clicks, I was at the firm’s web site, doing a quick study of its products and positioning.
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks abou
Shipping lighting products is like shipping eggshells, as the bulbs lenses and components are all critical to the proper functioning of the light. Unfortunately if you have seen the way that many union carriers handle the packaging these days you would
Then, I called, opted for the company directory, entered the President’s name, and within seconds THE MAN, HIMSELF answered the line.
I introduced myself as president of my own firm, and quite enthusiastically I said:
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks abou
If you go to Vegas, Atlantic City, or even Monte Carlo, it pays to find the high percentage games and to play them.Typically, Blackjack is among them, which means it returns generally more money in winnings than say, the slot machines.One
“Congratulations on the FORTUNE article!”
“Which article?” my contact wondered.
“The one that talks about equipment leasing.”
“Oh, right, that one. I haven’t seen it yet.”
And not one to miss an opportunity, I asked, “Would you like me to fax you a copy?”
“Uh, yes, sure, that would be great!” my once reluctant but now suddenly grateful and enthusiastic prospect replied.
Before leaving the line, my new friend clicked onto my web site and affably agreed to engaging in a more detailed conversation in a day or two about my consulting programs.
I think there are at least a few lessons from this type of cold-calling:
(1) When people become “public figures” they tend to appreciate that they’re going to elicit attention;
(2) When you can genuinely compliment someone on an achievement of THEIRS they’ll tend to be all ears, and
(3) They’ll respect your appro
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