[PrintSales] Wendy Weiss' course

[Kathy Henry]

I schedule every morning, every day, between 8 and 10 to do all the sales
stuff,  the research on the company, getting them into ACT!, and whatever
materials I am sending to them done. This includes the phone calls. I find
that if I start my day sales oriented, then the rest of the stuff can hold
until I am done. If I try to make time to do it later in the day, that time
never comes. 

As far as researching goes, I know what my core customer is and I use that
to pick those types of companies. I don't look any further than that. No, I
don't go after fortune 500 companies, I stay within my comfort zone.

There is no particular time to call better than another, you will get voice
mail 85% of the time, just hope your script is strong enough to get them to
call you back. If they don't, that's ok, either they don't need anything or
they are not interested. Don't take it personally. Wendy says early morning
or late evening works best, I have not found that to be the case, voice
mail, voice mail, voice mail. If I get it more than twice, I just send a
note to them Fellman like.

Most important, just do it. Don't over-think it, just do it.

Kathleen Henry
Mitchell Printing & Mailing
kathy at mpcny.com
 
125 East First Street
PO Box 815
Oswego, NY 13126
(315) 343-3531
(315) 343-3577 (fax)
(315) 532-0943 (cell)

-----Original Message-----
From: printsales-bounces at printweb.org
[mailto:printsales-bounces at printweb.org] On Behalf Of Steve Blatman
Sent: Tuesday, October 02, 2007 7:29 PM
To: Discussion List for Printing Sales Professionals
Subject: [PrintSales] Wendy Weiss' course

$  $  $  + This is a PrintSales list message. + $  $  $

Just thought I'd see if this list is still active....

I had the first session of Wendy's live cold calling course this 
afternoon. I'm working on my homework...

Part of the assignment is to schedule time for introductory calls. 
I'm curious about the sales leaders here...

 How much time per day or week do you aim for, and how much are you 
typically able to do?

How much time do you typically spend researching prospect companies 
to support this?

What's your favorite time (or times) of the day to schedule your 
calling?

TIA,
Steve

Steve Blatman
Ink Spot Printing & Copy Center, Inc.
14 Church Road, Frazer, PA 19355 USA
Tel: 610-647-0776
Fax: 610-647-4560

_______________________________________________
PrintSales mailing list
Post: PrintSales at printweb.org
Info: http://rb.enter.net/mailman/listinfo/printsales

No virus found in this incoming message.
Checked by AVG Free Edition. 
Version: 7.5.488 / Virus Database: 269.13.37/1042 - Release Date: 10/1/2007
6:59 PM
 

No virus found in this outgoing message.
Checked by AVG Free Edition. 
Version: 7.5.488 / Virus Database: 269.13.39/1045 - Release Date: 10/2/2007
6:43 PM