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Has anyone seen "cool calling" used anywhere else?
Everything seems to revolve around how we define others with how we define ourselves... and why others might not like it.
This certainly fits the theme. How does one say "give me some business" without sounding demanding or greedy? Focusing on the benefit for the recipient doesn't work, it only makes it all a bit more threatening, either raising doubts about the viability of the recipient's business as it is, or adding an "or else" to the request, or forcing the other person into a mutually face-threatening situation (the introduction can be the most impolite polite thing to do at times).
Interesting, I have to think more on this. Thanks!
This certainly fits the theme. How does one say "give me some business" without sounding demanding or greedy? Focusing on the benefit for the recipient doesn't work, it only makes it all a bit more threatening, either raising doubts about the viability of the recipient's business as it is, or adding an "or else" to the request, or forcing the other person into a mutually face-threatening situation (the introduction can be the most impolite polite thing to do at times).
Interesting, I have to think more on this. Thanks!
Lately I've been focused on the human interaction aspect of doing business -- treating each other like friends instead of marks. I'm open to any suggestions you have for moving further in that direction.
Here's a quote from Rosenberg : http://www.cnvc.org/Training/nvc-chapter-1
"We perceive relationships in a new light when we use NVC to hear our own deeper needs and those of others.
As NVC replaces our old patterns of defending, withdrawing, or attacking in the face of judgment and criticism, we come to perceive ourselves and others, as well as our intentions and relationships, in a new light. Resistance, defensiveness, and violent reactions are minimized. When we focus on clarifying what is being observed, felt, and needed rather than on diagnosing and judging, we discover the depth of our own compassion. Through its emphasis on deep listeningto ourselves as well as othersNVC fosters respect, attentiveness, and empathy, and engenders a mutual desire to give from the heart.
Although I refer to it as a process of communication or a language of compassion, NVC is more than a process or a language. On a deeper level, it is an ongoing reminder to keep our attention focused on a place where we are more likely to get what we are seeking.
There is a story of a man under a street lamp searching for something on all fours. A policeman passing by asked what he was doing. Looking for my car keys, replied the man, who appeared slightly drunk. Did you drop them here? inquired the officer. No, answered the man, I dropped them in the alley. Seeing the policemans baffled expression, the man hastened to explain, But the light is much better here."
So what are the real, deep needs involved when looking to reach an accord with a prospective client?
In my own limited experience, I think there's a need to be seen as a resource by the other, as one that is helpful, one with whom it is good to work... I may be overlooking things, though.
But that's not enough, there are also the proposed needs of the other party: What does a client need, deep down, below all the concrete, short term chaff? Maybe reassurance? A knowledge that they're not alone in their situation, that there are people they can call on to help them, when they feel out of their depth? That someone has their six when they feel vulnerable or feel that they must leave their comfort zone to prosper.
I guess that's a start, but I'm really just starting to turn my thinking this way.
"We perceive relationships in a new light when we use NVC to hear our own deeper needs and those of others.
As NVC replaces our old patterns of defending, withdrawing, or attacking in the face of judgment and criticism, we come to perceive ourselves and others, as well as our intentions and relationships, in a new light. Resistance, defensiveness, and violent reactions are minimized. When we focus on clarifying what is being observed, felt, and needed rather than on diagnosing and judging, we discover the depth of our own compassion. Through its emphasis on deep listeningto ourselves as well as othersNVC fosters respect, attentiveness, and empathy, and engenders a mutual desire to give from the heart.
Although I refer to it as a process of communication or a language of compassion, NVC is more than a process or a language. On a deeper level, it is an ongoing reminder to keep our attention focused on a place where we are more likely to get what we are seeking.
There is a story of a man under a street lamp searching for something on all fours. A policeman passing by asked what he was doing. Looking for my car keys, replied the man, who appeared slightly drunk. Did you drop them here? inquired the officer. No, answered the man, I dropped them in the alley. Seeing the policemans baffled expression, the man hastened to explain, But the light is much better here."
So what are the real, deep needs involved when looking to reach an accord with a prospective client?
In my own limited experience, I think there's a need to be seen as a resource by the other, as one that is helpful, one with whom it is good to work... I may be overlooking things, though.
But that's not enough, there are also the proposed needs of the other party: What does a client need, deep down, below all the concrete, short term chaff? Maybe reassurance? A knowledge that they're not alone in their situation, that there are people they can call on to help them, when they feel out of their depth? That someone has their six when they feel vulnerable or feel that they must leave their comfort zone to prosper.
I guess that's a start, but I'm really just starting to turn my thinking this way.
I think humans in general want to be able to trust one another for mutual support, but we also have a defensive mistrust in order to avoid being taken advantage of. It's a necessary balance, but between consultant and client we should try to move the relationship towards the trust/support side of the equation. Of course, we can only do that (for any non-trivial length of time) be being genuinely trustworthy.
I first encountered the phrase "cold calling" back in the late 1970s, Nice try, though!
"Cool" is intended to be in contrast with "cold" (and also a play on its slang usage).
How many times have you been vaguely interested in reading about a new product or technology on the website of a company where you need some sort of account to get access to the catalog or white-paper. The next thing you know, your phone is ringing: "I see you're interested in our *******."
This sort of cool-call gives engineers like me a serious case of the heebie-jeebies. I've had a talk with a number of callers about this to specifically ask my account to be flagged with "Don't call him, he'll call you." I understand they want to drum up business. You're not going to do that if you make your potential customers feel like wherever they go on your website, you're stalking their every click and keystroke. "Big Brother is Watching You" == seriously, not cool.
Feel free to send an e-mail along the lines of: "You recently researched (downloaded) ******. You might also be interested in...." OR "If you have any questions, we invite you to contact...." People are a lot more comfortable with a machine than a human watching what we're doing (e.g., security cameras, Amazon recommendations).
In other words, it is good to follow up. Just don't make your customers feel like they're being stalked.
This sort of cool-call gives engineers like me a serious case of the heebie-jeebies. I've had a talk with a number of callers about this to specifically ask my account to be flagged with "Don't call him, he'll call you." I understand they want to drum up business. You're not going to do that if you make your potential customers feel like wherever they go on your website, you're stalking their every click and keystroke. "Big Brother is Watching You" == seriously, not cool.
Feel free to send an e-mail along the lines of: "You recently researched (downloaded) ******. You might also be interested in...." OR "If you have any questions, we invite you to contact...." People are a lot more comfortable with a machine than a human watching what we're doing (e.g., security cameras, Amazon recommendations).
In other words, it is good to follow up. Just don't make your customers feel like they're being stalked.
The larger point here is to treat prospects the way that you would want to be treated, not like a game animal to bring down.
I agree completely. I'm not a consultant, but I am a consumer of consultant services. I can deal with cold calls, even though I don't like them. They usually are not successful with me. Howerver, these creeper calls are extremely offensive. Any website/vendor that requires my phone number before letting me view content is forever put in my "NEVER will I do business with you" bucket. If I'm just looking that doesn't mean I want someone targeting me for a sale, and calling me about my web browsing. That's disturbingly sick. If I'm interested, put some OBVIOUS way for me to get more information at MY request.
Every time you click on a whitepaper here at TechRepublic you receive a call from someone offering to help with whatever you downloaded. SSSHeesh, I hate that so much that I stopped looking at whitepapers here at TechRepublic.
Cold-calling is hugely time consuming, and typically offers little return. If you're trying to drum up business though, as the article mentioned, it's best to have a reason for calling the prospect--other than wanting them to buy from you. There are a bunch of ways to do that, but they're invariably based on providing some value to your prospect.
About a year ago, I decided to automate my marketing so that clients seek me out instead of the other way around (I talk about some ways to do this on my blog), but setting up that kind of automated marketing can take time before you start seeing results. Although it's not difficult to set up and doesn't require tons of time, the results can be substantial.
When I used to do more active marketing, I had good success with a few tactics:
-->Answer questions in forums for your niche, and provide detailed info and/or instructions. A day or so later, you can call to follow up with the person to see if they had any questions. That way, you're helping them on an immediate problem, and starting a more personal, non-virtual relationship. You can also use the phone conversation to ask them about their other top-priority problems that you might be able to help with.
-->Conduct webinars on topics that you know your prospects want info on. Again, you're providing value to them, and starting a more personal relationship--getting the prospect to know you and demonstrate your credibility.
-->Provide free downloadable resources, like a pdf or an instructional video. Give away value so prospects know you're credible and can help them. You can then follow up and ask for feedback on the free resource.
Greg Miliates
StartMyConsultingBusiness dot com
About a year ago, I decided to automate my marketing so that clients seek me out instead of the other way around (I talk about some ways to do this on my blog), but setting up that kind of automated marketing can take time before you start seeing results. Although it's not difficult to set up and doesn't require tons of time, the results can be substantial.
When I used to do more active marketing, I had good success with a few tactics:
-->Answer questions in forums for your niche, and provide detailed info and/or instructions. A day or so later, you can call to follow up with the person to see if they had any questions. That way, you're helping them on an immediate problem, and starting a more personal, non-virtual relationship. You can also use the phone conversation to ask them about their other top-priority problems that you might be able to help with.
-->Conduct webinars on topics that you know your prospects want info on. Again, you're providing value to them, and starting a more personal relationship--getting the prospect to know you and demonstrate your credibility.
-->Provide free downloadable resources, like a pdf or an instructional video. Give away value so prospects know you're credible and can help them. You can then follow up and ask for feedback on the free resource.
Greg Miliates
StartMyConsultingBusiness dot com
I note that all three of your suggestions involve giving first. That's the basis of building any relationship of mutual trust and support.
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