Wendy Weiss
Free
The Queen of Cold Calling Expert
Wendy Weiss Quick Facts
- Main Areas
- New Business Development
- Career Focus
- Author, Speaker, Business Owner
- Affiliation
- Weiss Communications LLC
Wendy Weiss, The Queen of Cold Calling™, is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. Her clients include Avon Products, ADP, Sprint and thousands of entrepreneurs throughout the country.
Wendy has been featured in the New York Times, BusinessWeek, Entrepreneur Magazine, Selling Power, Inc, Forbes and various other business and sales publications. She is the author of, Cold Calling for Women: Opening Doors & Closing Sales and The Sales Winner’s Handbook, Essential Scripts and Strategies to Skyrocket Sales Performance.
Free Articles & Book Excerpts
The Cold Calling Survival Guide
https://wendyweiss.infusionsoft.com/go/911/SG/
Opening Doors & Closing Sales - FREE newsletter
http://www.wendyweiss.com
New Rules for Cold Calling in the 21st Century
https://wendyweiss.infusionsoft.com/go/NRR/SG/
A Practical Guide to Getting Sales Teams to Prospect
https://wendyweiss.infusionsoft.com/go/CCMANAGERS2013/SG/
Wendy Weiss Audio & Video Programs
Wendy Weiss Books
The Sales Winner's Handbook
https://wendyweiss.infusionsoft.com/go/SWH/SG/
101 Cold Calling Tips Ebook
https://wendyweiss.infusionsoft.com/go/101/SG/
101 More Cold Calling Tips Ebook
https://wendyweiss.infusionsoft.com/go/101M/SG/
Cold Calling for Women: Opening Doors & Closing Sales (Book)
https://wendyweiss.infusionsoft.com/go/CC4W/SG/
The Cold Calling Survival Guide: Start Setting Appointments with Highly Qualified Prospects in the Next 24 Hours!
https://wendyweiss.infusionsoft.com/go/911/SG/
Articles by this expert
SelfGrowth articles and saved writing connected to this expert.
Article
6 Email Strategies to Reach Decision-Makers
In the maze of corporate America it is sometimes very difficult to get a decision-maker on the telephone. Sometimes the best way to reach a prospect is via email. If a gatekeeper or assistant tells you that the best way to reach a particular prospect is by email, by all means send one. Here are some strategies to maximize your email response: 1. Create an attention-grabbing subject line. If your prospect does not open your email or worse still, deletes your email you are nowhere. Make sure that you have an attention-grabbing subject line.
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Why is Cold Calling Like Buying New Shoes?
You’re walking down a street in your home town and you have some time on your hands so you’re window shopping. You suddenly stop—transfixed by the fabulous shoes in the store window.
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A Confused Prospect Does Not Buy
I received a voice mail from a s.ales representative: ‘The purpose of my call today is to introduce myself and take a moment to briefly describe for you two core-based technologies; laser Internet on-line office and an Internet broadcasting technology. I don’t know whether or not if any of these applications may be of interest to you, I would appreciate a brief moment of your time to review that.’ They weren’t of interest. I didn’t call back. Well, actually, to be more exact, I didn’t know if they’d be of interest. I am a techno-moron.
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Honesty is Always the Best Policy
Your mom said it. You heard it in school. You’ve probably heard it all your life. You may think it has nothing to do with sales, but it does because in sales: Honesty is Always the Best Policy Last evening I was speaking with a friend of mine. She’s the assistant dean at the business school of a very large university in the Northeast. She told me this real life story. My friend, let’s call her Jane Jones, had recently attended a seminar and exhibition. There she met an exhibitor with a very interesting service that she thought would be a good fit for the business school.
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Marketing Insensitive 2008
I first wrote about "Marketing Insensitives" a few years ago. At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this. She was not being clever; she just couldn't pronounce "incentive." But, Marketing Insensitives do exist. They are the unfortunate, not-thought-through, ridiculous, dumb things that businesses do that drive customers away. Here are two new Marketing Insensitives-both from the same company. Read on: *** I've never had much interest in cooking.
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Summertime Blues
It’s summertime! 1. No one wants to be bothered. 2. It’s too hot. 3. It’s a beautiful day; everyone is out. 4. No one is thinking about work. 5. Prospects are getting ready to go on vacation. 6. Everyone is on vacation. 7. Prospects are just returning from their vacations. 8. I’m preparing to go on vacation. 9. I’m on vacation. 10. I’ve just returned from vacation. 11. My assistant is on vacation. 12. Their assistant is on vacation. 13. No one is in on Mondays. 14. No one is in on Fridays. 15. Prospects are catching up midweek. 16.
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Filling the Sales Pipeline?
"I have made attempts to contact you to determine if there is a mutual fit between our companies. How would you like for me to follow-up with you going forward? "I have been working under the assumption that Weiss Communications will be considering _________. Is this still the case? If you are not interested or if there is another person you would like me to follow-up with, please let me know. I certainly do not want to waste your time." This is an email I recently received from a sales representative.
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8 Strategies for Bypassing Voice Mail
1. Ask the gatekeeper: “When is the best time to reach (prospect’s name)?” Call back then. 2. Vary your calling times. If you are only reaching voice mail you have no way of ascertaining when your prospect will be available. If you always make your calls at the same time of day, vary your routine. Call at different times throughout the day and throughout the week 3. Ask for alte ate phone numbers for your prospect. Ten years ago prospects generally only had one office line. Today there are a myriad of ways to reach prospects: cell phones, home office phones.
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The Top 10 Cold Calling Mistakes
1. Not understanding the goal of the call When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don’t identify the goal of their phone call and so they do not get the result that they want. Before you pick up the telephone, identify the goal of your conversation. 2.
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Listen to What Your Prospect is Saying to You
I just hung up the telephone after an annoying conversation with someone who called to inquire if I would be interested in a joint venture. You see, yesterday I had received an email from Jane, the marketing director, describing their program and asking if I would be interested in promoting the program to my list. I took a look at their web site and it looked like they could have something of value to offer.
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The Four Biggest Blocks I’ve Seen Clients Encounter
1. Repeating the same action over and over and expecting different results The biggest enemy to sales is the status quo. When sales trainers say that phrase, we are usually referring to prospects. The idea is that most people find it to be very difficult to let go of what they are used to doing (even if it's not working for them) and so it is frequently difficult to persuade a prospect to make a change. Hence, the biggest enemy to sales is the status quo. What is interesting is that the same rule is true of anyone in sales.
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Finding Leads (for Free) for Your Cold Calling Campaign
Leads are everywhere. No one should ever put off a cold calling campaign with the excuse of having no one to call. There are many excellent sources to find lists of potential prospects for your market. Many of them are online. Howvere, these databases, while excellent, require a fee. The following are some free resources to explore before you spend your hard-ea ed money. Read on: First check out all of your competitors web sites. Many web sites have client / customer pages. Bingo! You have a list of qualified prospects.
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Websites & resources
SelfGrowth-published websites, downloads, and contributor profile websites connected to this expert.
Favorite Quotes & Thoughts from Wendy Weiss
“Learn by practice.”
Martha Graham
“Practice means to perform, over and over again in the face of
all obstacles, some act of vision, of faith, of desire. Practice is a
means of inviting the perfection desired.”
Martha Graham
”Some men have thousands of reasons why they cannot do what they
want to, when all they need is one reason why they can.”
Martha Graham
“There is a vitality, a life force, an energy, a quickening,
that is translated through you into action, and because there is only
one of you in all time, this expression is unique.”
Martha Graham
“No one can arrive from being talented alone, work transforms
talent into genius.”
Anna Pavlova
”Success depends in a very large measure upon individual
initiative and exertion, and cannot be achieved except by a dint of
hard work.”
Anna Pavlova
“To follow, without halt, one aim: that's the secret of
success.”
Anna Pavlova
"Failure is simply the opportunity to begin again, this time more
intelligently."
Henry Ford
"If you think you can do a thing or think you can't do a thing, you're
right."
Henry Ford
"It has been my observation that most people get ahead during the time
that others waste."
Henry Ford
"Obstacles are those frightful things you see when you take your eyes
off your goal."
Henry Ford
"Before everything else, getting ready is the secret of success."
Henry Ford
Contacting Wendy Weiss
For additional information on any Weiss Communications services or products and/or to schedule a workshop or training session with The Queen please contact us directly.
Phone: 866-220-4242
Email: info@wendyweiss.com
How to get started
The best way to learn about me, my products and services is to visit my web site, http://www.wendyweiss.com.
Other highlights
Cold Calling Boot Camp: Designed especially for entrepreneurs, business owners and sales professionals, Intensive, Virtual, Group Coaching Program helps participants prospect fearlessly and schedule more new business appointments in less time.