Differentiate Your Company From The Competition

In your cold calling program, one important key to making cold calls is about understanding the concept of CORE vs. NICHE. What is it about your company that helps to differentiate you from your competitor’s business? There are basic core services that most companies cover internally and then there are niche services that businesses outsource to help them with their various internal needs. As a business owner or sales person you want to promote your business with niche services, where you are the expert in that field, therefore they outsource to you for that expertise and it is more cost effective for them in pursuing this interest.

You need to establish Specific Selling Differentiators (SSDs) to use in your calling program. Write down your list of SSDs and be specific in how they represent your company.

Use your SSDs as selling points for niche areas you provide. Work to identify the niche opportunities to supplement your prospects internal capabilities in your calling program.

Three ways you may offer niche services can include;

• Economies of scale: you can produce the product/service more cost effectively, offering a total cost solution; and you have the expertise in that area to improve the profitability of their organization.
• Risk of technological obsolescence: technology today is changing at an ever increasing rate, you offer outsourcing with the newest/updated technology benefits.
• Use the corporate burden rate: this reflects the total cost of an employee; salary, health care benefits, office place with equipment to work, higher level of supervision, and paid sick days mean temporary employee manpower.

Cold calling and telemarketing are one of the strong tools in the "marketing tool box" that most owners and sales people need to address. Cold calling is ONE of the main mechanisms to the successful sales person. It is important to realize the phone is your best friend, not the enemy.

Strategic skill sets include; being disciplined, having persistence and topping that off with consistency will equal the key to your breakthrough every time.

What you do on a daily basis has a huge impact on your future sales. Your attitude determines your altitude. The decisions you make about cold calling, guide your direction, which determines your destiny.

Be the best at your sales craft, study the psyche of cold calling, translate to what the prospect will be excited to hear in your sales pitch, and gain that last 1/3 of the sales that you are due, never looking back, only moving forward to the next phone call to repeat the winning process over and over and over again! Rest assured, answering specialists and telemarketing professionals who will invest time in improving their skills by implementing the knowhow given above will be able to make a difference in the revenue of their respective companies.

AUTHOR’S BIO

Trained telemarketing professionals and answering specialists are assets for any company. Worldwide Information Warehouse is a specialist in telemarketing and many good companies outsource their calling jobs to them. The author, Jeo Nash, is a floor manager in the afore-mentioned company.

The author of this article, named Jeo Nash, has studied in detail the requirements of a good web design company, and concluded the fact that an economic web design company is the need of the hour.