While a `cold call’ is a much-used selling technique, when calling on a VIP customer, always take an appointment. The process and words:
- If you are able to talk directly to the person you want to meet: Greet and give your full name and the name of your company: “Good morning, Sir / Dr Dhar. My name is Raj Tikoo. I head Marketing with Corporate Arms, a Bangalore-based training firm.”
- Explain your purpose for calling, and the time you will need: “I am calling to seek 15 minutes from you to explain what we do and how we can contribute to the skill-growth of your company”.
- Add strength to your request: “In your recent interview on TV, you expressed your passion about enhancing the skills of your managers. And that is exactly what we do. So, may I request 15 minutes on any day this or next week at a mutually convenient time. Our visual presentation is barely five minutes long. I’d also like to show with you feedback from our other clients.”
- Thank and confirm if you get the time: “Thank you Dr Dhar. I will see you next Wednesday, at 4:30 pm. Thank you again. Good day.”
- If you do not get a positive response: “Though I am disappointed, I understand. May I seek an appointment a few months later. Thank you for your time now.”
- If you talk to a secretary: “Good morning. I need your help (this usually gets a positive response). My name is Raj Tikoo. I head Marketing with Corporate Arms. I seek 15 minutes time from Dr Dhar to explain how we can contribute (this arouses interest) to the skill-growth of his company.” Remember to thank, regardless of whether you get the appointment or not. Your courtesy will be remembered.
- An important tip: The less time you ask for, the sooner you will get your appointment; the more time you ask for, the later you will get your appointment.
- Confirm the appointment a day or some hours before the meeting.
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Kind Acknowledgement to (author Renu Mattoo)