Cold Calling Old Direct Sales Leads

by Deb Bixler on August 26, 2011

How do you make a call to a lead that is over a year old?

Maybe you went to a vendor event and never acted on the leads you got, or maybe you have all the old prize drawing slips for the past few years that you never called back.

 direct sales leads

Don’t Let Direct Sales Leads Get Cold

Don’t let your leads get cold! You should call all your direct sales leads within 48 hours of the initial contact, no matter where you met them.

  • But They ARE Cold Now!

It is tough to respond when it’s been such a long time since your initial contact. Calling within 48 hours ensures that they remember at least where they met you when you remind them.

The real challenge in cold calling is really to even get them to answer the phone!

Successful Direct Sales Consultants = Not Telemarketing

Successful direct sales consultants use scripts. Script out something that keeps the focus on them and acts the opposite of a telemarketer.

Telemarketers are like steam rollers that keep going regardless of the answer. Don’t do that!! When you act like a friend and not a telemarketer your results will be better. Telemarketers do not listen. They have an agenda and they roll.

Let the person answering the phone define the agenda. It is not your agenda, it is theirs.

Write A Script

When you write a script of possible scenarios that may develop you will be prepared for your call. Script out several lines like these that share for less than 10 seconds, then end in a question and you will be able to keep the focus on them.

  • Hi Lisa, this is Deb with MyFavoriteCompany – we met last year at this time at the _______ event. I was wondering if you have a moment to chat?
  • When we met you said you were interested in more information about MyFantasticCompany. Do you have any of our products now?
  • It sounds like you have a lot of products. Which ones are your favorites?
  • You marked here that you would like more information about hosting a party… is that still true?
direct sales training

After you have put together several lines just go for it and see what happens. The most important thing to remember is to not act like a telemarketer. Be respectful!

Direct Sales Training

Deb Bixler provides Free training every Wednesday at 8:00 PM EDT. The radio show is available worldwide with no dial in fees.

Just click this link at the appointed time and learn direct sales tips to grow your business.

About the Author: Deb Bixler is the 2011 DSWA Speaker Of The Year and the DSWA party plan and search engine optimization adviser. Visit www.CashFlowShowRadio.com for FREE worldwide direct sales radio. 717-751-2793

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