Gitomer’s Approach to Cold Calling It's an attitude and a numbers game...If you see enough people and you have the right attitude, (and you're prepared) you will succeed. Get ready for the fact that you won't make a sale every time. You will get NO a majority of the time – big deal, so what? Embrace the fact you’ll hear no more often than yes. Start thanking people for telling you no because they're helping you get one step closer to yes Ask them if they know anyone else that might not be interested, because you still need three more no's before someone says yes
Cold calling is an acquired skill. You acquire it by practicing and being prepared. Want to get better at cold calling? Easy, make more cold calls. The biggest most important rule of cold calling is... Have fun! It's a game – play to win.
Qualifying What – How – Who – Why What does the company do? What is the company culture What is their track record? What immediate opportunities exist? What can you offer that is unique?
Qualifying What – How – Who – Why How much do you know about the industry? How would you fit into the organization? How excited can you get about a job there? How do they hire?
Qualifying What – How – Who – Why Who are the organization’s leaders? Who are the Gatekeepers? The Keymasters? Who are the decision makers? Who might be a roadblock to your success?
Qualifying What – How – Who – Why Why are you interested in this company? Why do YOU think you would be an asset? Why should they hire you?
NEEDS ANALYSIS “Investigate requirements” thoroughly review job descriptions Contact an insider for information that is not posted Research the company BEFORE you write your cover and resume Find direct or transferable reasons you are qualified Focus on what you will DO, not what you’ve DONE
PROPOSAL Your “pitch” needs to stand out – STAR focused What points do you want an organization to remember about you? Elevator speech focused on them Focus on how your skills and experiences will benefit the organization Emphasize those skills where you really excel Focus on your “soft skills” and character traits Have a list of strengths that have served you well on the job
NEGOTIATION Congratulations! Its time to finally turned all the NO’S into a YES Know your true value in the market Don’t be afraid to tell them NO First number out is NOT a loser, if you have done your homework Always Be Closing If I could, would you? ASK FOR THE DEAL
Sign on the Line that is Dotted…. It’s finally time to relax. You have a job. NOT! Underpromise & overdeliver Continue to build relationships both in and outside of the organization Ask for feedback and adjust your course Observe office politics, but do not participate Learn how each person operates and tailor your approach
Show class, have pride, and display character. If you do, winning takes care of itself. Paul “Bear” Bryant Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity. Lou Holtz
Woods Chapel Crossroads Ministry Leaders Dave Templeman: firstname.lastname@example.org Chad Snider: email@example.com Paul Quinlan: firstname.lastname@example.org Kristy Marcum-Kempin: email@example.com Dave Crocker: firstname.lastname@example.org Terry Matz: email@example.com