The art of cold calling

Last week I received what I consider to be an 'ineffective' cold calling style. The person concerned had left a number of messages for me: on a daily basis, and finally got to speak to me directly. I didn't know her, but the organisation she was represented was used by myself for exhibiting at their event a couple of years ago. Obviously I knew they were trying to sell me a spot for their next exhibition.

I quickly responded to the call by stating that we had decided to use another exhibition due to our clients recommending it as a better one for our services. The person on the other end of the phone proceeded to 'bad mouth' the show and then my decision to exhibit there. She became patronising about my company; the other organisations that exhibit there and the general running of that exhibition. Her attitude and style was one of desperation, and I have no interest in exhibiting at their show in the future.

So what does that tell us about cold calling. The conversation could easily have ended with respect on both sides: I was very polite to her. But due to her not listening; being disrespectful to the other show, exhibitors and my company, and generally coming across as desperate, there was never any other outcome than me severing any business relationship with the organisation.

So how might the call have gone better? No cold call is going to result in an immediate result, but a more effective call might have retained a business relationship where they could approach me next year and I would have been open to discuss the opportunities available.

Being derogatory about other companies; people and competitors does no one any favours and it devalues your own business and image. When you are cold calling, you have no business relationship with the person you speak to. So being negative about a competitor leads to the person on the other end of the phone being wary of you. They won't like you and they won't buy from you.

For more tips on Cold calling or to buy the 'Being a Cold Calling Genius" Audio Training CD go to http://www.executivevoice.co.uk

I've got the answer to stress: shout at your boss!

With so much stress at work and the recognition that in some organisations, stress has to be 'seen' as a mark of success and that you're actually doing your job. Yet high levels of stress can result in health problems. Here, however, is a very useful solution to work: shout at your boss, to get rid of stress. Here is the article.
http://www.independent.co.uk/life-style/health-and-families/health-news/stressed-at-work-shout-at-your-boss-1826433.html

My gut feeling is that your promotion prospects will diminish....

100,000 Graduates unemployed

Here is a plea!! I know of some great young people who are unemployed. It is so difficult getting work for many people, but for graduates who have limited work experience it is proving to be a nightmare. Here are two articles about just this that have appeared in The Times.

http://www.timesonline.co.uk/tol/life_and_style/education/article6908090.ece

http://business.timesonline.co.uk/tol/business/career_and_jobs/graduate_management/article6907910.ece

Now I remember when I graduated from University, and it was a similar situation. It was very tough but I decided to accept an overseas contract to work there, and that got me on the 'work' ladder as I then had experience. This isn't an option for many graduates, and certainly if I hadn't taken the job, I would have been in a similar position to unemployed graduates here.
However, for some time, I have been offering opportunities to undergraduates from Hertfordshire University, to do some work experience. Last year I had the lovely Emma and this year, Sophie. In addition, I have been lucky enough to have the skills of Luca who is doing a gap year before attending Liverpool University. Not only are they wonderful people but they bring a fresh approach to the work I am doing and they are extremely helpful.
I just ask you to look at your own businesses and see whether you could use a graduate (or undergraduate) to assist you - even for a few hours a week, do do anything from building a database, to filing or even doing some cold calling. All of these activities provide the graduate with proper work experience and something to put on their CVs. With my lovely assistants, I provide them with testimonials and will be a referee for any future jobs, and I try to vary the work to offer a range of experiences.
So please: be open minded and contact your local university, or if you hear of a graduate who is unemployed, see how you might support them.

AND, if you have an unemployed graduate that would like to do some work for me, just ask!

http://www.executivevoice.co.uk