What? They are NOT returning your calls???

Just read a great article about Cold Calling ( one of my favorite pass-times….either by phone or my very favorite in person ) and the lack of response by Kelley Robertson….and I wanted to share a brief recap of it….as it is very good food for thought….

If they are NOT calling you back or taking your call…look to these six possible reason and analyze your approach….and of course take ACTION and PRACTICE to improve it!

1) Your voice mail is TOO long for ANYONE to really listen to….Real decision makers are BUSY…make it 15 seconds or less plus your call back info….total 30 seconds….REPEAT your call back info slowly….

2) Your message is too cryptic! ( or the reverse… to short and terse ) Add DETAILS…but remind yourself of # 1 above!

3) You leave the same voice mail message each time? Really? You are selling your “creative services” and you can’t come up with a different email? Have multiples and leave variations…..

4) You sound like everyone else? Be CREATIVE…they get dozens of messages a day…make your stand out before they hit DELETE!

5) You just “called” …you didn’t research….you don’t have a clue….about them or their company…but they DO about YOU…they know YOU DONT! DELETE!

6) Your product or service, as you presented it….does not interest them! Either you didn’t dp # 5 and you are calling the wrong company / person….or ….you are “couching” your sell in the wrong way….either way you are WASTING YOUR AND THEIR TIME!

What do these “sales blunders” cost you? your company?? the prospect??? ….BIG BUCKS…..

Prepare….Propose….PROFIT!
Till next time…get out there and SELL SOMETHING!

Euby

PRINT: Paper and Pulp Price Pressure continues…

The news on the “paper and pulp price pressures” continue to build toward substantial increases for 2010. We continue to see sharp increases in input costs for most mills, not only with pulp, but energy ( and this could be significant with some pending legislation ) wood, chemicals and transportation costs all trending up. Add to this that the “black liquor credits” all expired in 2010, which is the equivalent of a $ 100 per ton cost increase! IP, Franklin, Domtar and Plymouth together have announced permanent shutdowns of over 700 tons of uncoated freesheet capacity in North America alone in 2010! Additional imports may offset some of this capacity, but with the current issues with “mother nature” including weather and earthquakes as well as union strikes, will slow their importation. Pulp costs have risen 31% in the last year already….and that is eqivilent to $ 230 per ton in cost increases. Add to this possible pressure to close non-integrated paper mills in Europe and North American due to the rising costs of pulp, and we could be in for a long run of price increases, especially if demand stays strong or increases. Prepare for those increases now… it is no longer a matter of “if or when”….but “when, how much and how often”!

Euby