Summertime Blues

By , Queen of Cold Calling

Solo-E Certified Solo Entrepreneur Expert

Wendy Weiss - Queen of Cold Calling

It’s summertime!

   1. No one wants to be bothered.
   2. It’s too hot.
   3. It’s a beautiful day; everyone is out.
   4. No one is thinking about work.
   5. Prospects are getting ready to go on vacation.
   6. Everyone is on vacation.
   7. Prospects are just returning from their vacations.
   8. I’m preparing to go on vacation.
   9. I’m on vacation.
  10. I’ve just returned from vacation.
  11. My assistant is on vacation.
  12. Their assistant is on vacation.
  13. No one is in on Mondays.
  14. No one is in on Fridays.
  15. Prospects are catching up midweek.
  16. Prospects leave the office early.
  17. Prospects go to the office late.
  18. Prospects take long lunches.
  19. No one makes appointments till after July 4th.
  20. No one makes appointments till after Labor Day.

Print this list out. Send it to your competition. Then, get on the telephone!

Life and work continue, even in the summer. If it’s too hot, then your prospects will be in their nice, air-conditioned offices—where you should be, too, making calls. If it is a beautiful day, some people may be out. The rest will not.

Everyone is not on vacation every day. If you happen to call someone who is on vacation, call them back when they return. If they are planning a vacation, schedule the meeting for when they return. If they have just returned from their vacation, schedule for a time when they say they will be caught up. If you are going on vacation, schedule for when you return.

Prospects are in the office on Mondays and Fridays, early and late. They are frequently at their desks during lunch—especially when you are calling the boss.

Prospects make appointments all summer long, just as they do in the fall, winter and spring. If a prospect asks you to call back after a holiday, suggest that you “pencil in a meeting for after the holiday.” Promise that you will call to confirm it. Do so.

Have a wonderful prospecting summer.

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, sales coach and author. She helps entrepreneurs, business owners and sales professionals gain confidence, reach more prospects, close more sales and make more money. She started her business 15 years ago, representing clients on the telephone and setting new business appointments. While Wendy no longer "dials for dollars" (except for her own business), all of her workshops, seminars, products and individual sales coaching are based on practical, real-life, hands-on experience. She has been featured in BusinessWeek, Entrepreneur Magazine, Selling Power,Target Marketing and various other business and sales publications. Her e-mail newsletter, Opening Doors & Closing Sales has an international readership and her columns are syndicated to 168 different print and Internet publications.

© Copyright 2008 Wendy Weiss

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