Expand Tips from the Experts – Jeff Pfalz

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Jeff Pfalz, Expand Account Executive, jeff.pfalz@expandmedia.com

Hi, my name is Jeff Pfalz and I’m an Expand Account Executive based out of Cincinnati.

One of the most important parts of being a sales person is in-person cold calling. Read my post about the importance of meeting with a company’s decision maker in person and a helpful strategy that I use to be successful with these in-person meetings.

If you have any questions, please feel free to contact me. I can be reached at jeff.pfalz@expandmedia.com or (203) 870-2049.


In Person Cold Calling

A very important selling strategy is in-person cold calling. The goal of the in-person cold call is to meet the decision maker and get him or her interested in what you’re selling, as well as to build a strong customer relationship.

We all know that walking through any door to any business, speaking with the decision maker and selling our services is a goal, but not necessarily reality. After many personal attempts in the art of in-person cold calling, I came up with a strategy that works. Keep in mind that these are the steps that work for me and not an exact solution.

I came up with “RED”: Research, Educate, & Drop-in:

Research: Researching the company confirms that they buy what you sell.
Educate: Study the company on your own. This will provide you with key talking points.
Drop in: and say “Hello”.

Meeting the Gatekeeper/Receptionist
There are several road blocks to in-person cold calling: The one I would like to discuss first is meeting the person who is behind the desk as you walk through the door. This is the person that just “can’t wait” for another sales person in an obnoxious suit to greet them with a cheesy line. Don’t be that person because at the end of the day you have only one shot, which can make or break whether you get the information you need to speak with the decision maker.

When you greet the receptionist, use eye contact and a smile. Be positive and enthusiastic; Your attitude and enthusiasm (along with fresh breath) is contagious! Scan the room to see if you can find something to ask about – pictures, awards, anything interesting. Remember to keep the introduction short and to the point, as that person is usually busy and not in the mood for listening to a long sales pitch.

The most important part of this greeting is having your product brochure and business card to hand out. This will make it easy for the receptionist to determine who you are and who you will need to speak with.

Gather Information
While you’re there, gather as much information as you can, including the name of the receptionist, gatekeepers and decision maker or person who buys what you’re selling. Make sure that you leave your catalog or brochure and your business card so that your information will get back to the purchaser.

Also, on a side note, don’t be discouraged by signs that say NO SOLICITATION. In my experience I have never been asked to leave. At least not yet!

One last thing: Don’t overstay your welcome. You don’t want to be like that family member that does not know when to leave and go home!

Follow Up and Never Give Up
It’s also important to remember to follow up. Once you receive their contact information, make sure to call that evening or the next morning, introduce yourself and do what you’re paid to do: build the relationship and sell.

If you do not receive the information you need, just remember that this is a process. Some of the best clients you will ever have can take several years to buy. That’s why it’s important to have patience and a never-give-up attitude!

Keep in mind:Our greatest weakness lies in giving up. The most certain way to succeed is always try just one more time.” – Thomas Edison

Mention Quality
Don’t forget to mention the quality of your products and services. Below is the link to Expand’s brochure for our full high-quality product line.
Click here for the full Expand Collection Brochure >>   

I hope that you enjoyed my blog post and found it helpful and informative.
Click here for additional Tips on our Blog!  

Happy Selling!


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