[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 Networking? 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 Networking?.

  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 Networking?on 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 Networking? - "Business NOT as usual!"?
  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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