FreeLists / webproducers / [webproducers] Re: cold calling vs networking

["Katherine Gray" <kat@xxxxxxxxxxxxxxxxxxxx>]

Sorry all. Of course, that was supposed to be private to Lydia!
  ----- Original Message ----- 
  From: Katherine Gray 
  To: webproducers@xxxxxxxxxxxxx 
  Sent: Tuesday, December 09, 2003 10:56 PM
  Subject: [webproducers] Re: cold calling vs networking

  Hi, Lydia,
  We emailed a few months back. I'm an acquaintance of Lief Youngberg here in 
Portland. I'd love to hear more about the courses you've taken and what you're 
doing to hone your sales skills. I've done just fine with my straightforward 
approach of asking people what they need and then telling people how I can help 
them, but I want methods for getting in front of new people. Portland is small 
and I think I've tapped out my circle of referrals.

  Would you have time to schedule a 20 minute phone call next week? I'm 
available on Mondays and Wednesdays (I'm transitioning back from maternity 
leave). Shoot me an email if this works for you.

  Regards,

  Katherine Gray
    ----- Original Message ----- 
    From: Lydia Sugarman 
    To: webproducers@xxxxxxxxxxxxx 
    Sent: Saturday, November 15, 2003 7:09 AM
    Subject: [webproducers] Re: cold calling vs networking


    It isn't a matter of one or the other.  Every successful salesperson and 
    we are all salespeople, whether you care to acknowledge it or not, will 
    rely on a combination of methods to reach prospective clients.  You must 
    network...effectively.  It's nice to hang out with people in your 
    industry.  It's nice to keep up with your industry by going to the trade 
    shows and seminars.  But, you will not get new business from this. 
    Network where you will be in front of real prospects.  Go to their trade 
    shows and events.  Meet regularly with your friends for coffee, not to 
    talk about the last movie you saw, but to ask for referrals and exchange 
    leads.

    Most of you are probably not aware of this, but I started holding 
    monthly events, Power NetworkingT in June.  I hear from past attendees 
    every week about the effectiveness of these events that are designed to 
    put actively engaged business professionals in front of each other in a 
    structured exercise.  One person ended up getting a meeting with the VP 
    Marketing of the Mets.  Another thanked me for the $3,000 commission he 
    made as a result of a new client gained through an acquaintance met at 
    Power NetworkingT.

    I've been a sales and marketing professional for more than 20 years.  I 
    still take courses every year to hone my skills.  Fight now I'm taking 
    FutureLab which is awesome, but I also tool the yearlong SellMasters 
    course which examined the entire sales process in detail. One of the 
    most valuable things I came away with from that course with regard to 
    cold calling is to do your research and to have an I-We-You statement 
    prepared.  People don't care what you do if it can't be immediately 
    related to the pain they're going through.  The  I-We-You statement 
    tells them in 3-4 sentences who you are, what you do, and why they 
    should be interested in that as it related to their particular business 
    challenges.

    These are two very different scenarios which will get you to the same 
    place-new business.  The first helps you build out your network of 
    professional contacts.  The second gives you a script to use when you 
    call those referrals you've gotten from the first group!

    If you are interested in receiving more information about my up coming 
    Power NetworkingTon December 3rd here in Manhattan, drop me an email.

    Best regards,

    Lydia Sugarman
    Managing Principal
    Private Label InterActive, Inc. / CoolerEmail East
    http://www.PrivateLabelInterActive.com
    Digital Communications & InterActive Marketing Specialists
    Ph: 212.533.3456
    Cell: 917.445.8637

    Power NetworkingT - "Business NOT as usual!"T
    Next event-December 3rd. For details, email:
    info@xxxxxxxxxxxxxxxxxxx



    m o r r y wrote:
    > For those of you working getting new clients do you find it more useful to
    > network to get new clients or cold calling?
    > 
    > I've heard many argue cold calling is a must but you have to know how to 
do
    > it right.
    > 
    > Any tips and techniques?
    > 
    >


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