We have an open office. So when they enter, 11 people immediately look up at them. This can apparently be somewhat intimidating, based on their flummoxed reactions. They usually ask for a business card so they can call us later. I sometimes offer them mine, since my card doesn't have a phone number on it. Then they beat a hasty retreat.
Lately we've been trying a new tactic - not acking their presence when they come in. There's no receptionist (of course), and it's not clear who they should attempt to speak with. None of us really want to listen to their pitch or take their flier anyway, so playing the game of chicken with the other folks in the office sort of emerged as a default behavior. Who will be the first to crack at their nervousness, make eye contact, and thus become the dupe left holding the flier or handing out their business card?
I almost feel sorry for them. Almost!
Comments (4)
Cold calls by sales persons are a big head ache for people. A proper tactic needs to be followed.
Posted by Shane | November 15, 2008 12:31 PM
Posted on November 15, 2008 12:31
The trick is to have a diversified portfolio to offer... say datacenter automation software and cement. If the assumptive close on one product does not work, then go for the Corleone close.
Posted by brian | November 18, 2008 11:14 PM
Posted on November 18, 2008 23:14
I think you should assign someone to video each visit. Eventually you'd have enough footage for a "Cold Calls" documentary.
Posted by flummox | November 20, 2008 11:39 AM
Posted on November 20, 2008 11:39
I remember when I worked at the family business my brother just had a sign up. He's not the talkative type, so I guess a sign that says "I DO NOT WANT WHAT YOU'RE SELLING" is enough for them to get the point. There's a reason you don't usually see the same one more than once...
Posted by TK | November 20, 2008 5:05 PM
Posted on November 20, 2008 17:05