Calling cold turkey is an in-person attempt of making contact at a possible prospect's place of business for an appointment. It's impromptu calling on a company or business.
This involves calling on the company or business so you can find the person who buys whatever it is you are selling or is interested in you. So that you will have an idea of what to say, this section will be in the form of a script.
YOU: (Walk in the front door and up to the receptionist) Good Morning. My name is Robert Perrett. I am with a Website Development Company. Could you tell me the name of the person in your company who could use our service or is involved with you website?
RECEPTIONIST: Well, I am not sure. But, if you will wait a second, I'll find out.
YOU: Thank you. Usually it is the President, Vice-president, Sales Manager or Advertising Manager — or somebody like that.
RECEPTIONIST: Let me check.
YOU: Thank you.
RECEPTIONIST: (After she checks around) Mr. So-And-So is the person you want.
YOU: Do you have one of his business cards that I may have? Or, how do you spell his name? What is his e-mail address?
RECEPTIONIST: (Hands you a card or spells out his name and e-mail address)
YOU: May I see him now?
RECEPTIONIST: Yes, he will be right out. Or, I am sorry but, Mr. So-And-So is tied up on something else at this time. Or, you have to have an appointment?
YOU: How do I make an appointment?
RECEPTIONIST: You have to phone for it. (This is the usual screening process and is called the brush-off; a way around it will be covered later.)
YOU: Thank you. Would you send in my card to Mr. So-And-So?
RECEPTIONIST: Yes.
YOU: Thank you so very much! And have a good day.
The End
The Initial Appointment
The initial appointment is the first face to face meeting with the prospect. The purpose of this meeting is to determine and make as sure a possible that the prospect fulfill all of the requirements you expect from a person with whom you would like to do business. It's at this moment you decide or you commit yourself to the establishment of the relationship. You find out what the prospect has to offer you and if you like what you see and hear you offer your work or show your products in hopes you can get the prospect to feel the same about you. That is, the prospect wants to build a relationship and have you provide what it is you are selling.
An appointment is an opportunity to create and build a relationship and to present yourself. It's the occasion to make a presentation to the prospect in person. It's one opportunity you don't want to miss.
Know how much time you'll need to make your presentation. Like everything else, if the prospect has an idea of the time requirement involved in the meeting the more likely they will want to meet. The ideal time to ask for is twenty to thirty minutes with an hour being the maximum.
The words sales call, sales pitch, and sales presentation are taboo when referring to the initial appointment. At this stage of the relationship, any word or group of words that give the impression that somehow connotes selling is considered negative and implies you are trying to sell them something should be avoided. Tell prospect you want to arrange a private reckoning of your products or get their comments on some new, innovative and cost effective product. Remember, the purpose of the appointment is to make and build a relationship that will be of some future or present advantage to you and the prospect.
Give them the impression that you're not going to sell them something. Let them know that you will show or give them information about something innovative and/or notable. Express your need for their input about what it is you're going to show them.
Calling Cold Turkey
