What to say after Hello

[ldrews]

Well, others seem to be reluctant to start a new thread on what do you say to Mr. Hiring Manager after you get past the Gatekeeper.

First, it seems to me that it is very difficult to sell consulting or contracting services over the telephone.  But you can sell one thing: the beginnings of a relationship.  Perhaps even an appointment.

So, I would have an industry article, a newletter, something of informational value to Mr. Manager.  I would tell Mr. Manager that I am an IT consultant/contractor in his business area, and that I had run across this article that I though my be of interest to him.  Could I send him the article?

If he seems gruff or busy, that would be as far as I would go with this call.  I would send him the article with a cover letter describing my services in more detail and in the letter tell him that I would follow up in a few days.  After a couple of days I would call again.  Now I am entitled to say that Mr. Manager is expecting my call, getting me past the Gatekeeper again.  Now I would try to sell an actual appointment to come in and spend 15-30 minutes getting to know Mr. Manager and his operation.

If the original contact seems warm, I might try to sell the appointment right away.

Anyone else have some ideas?

[John Masterson]

Larry,

After Mr Decisionmaker says "hello", whatever you say, he needs to be GLAD you called within about 20 seconds.

If he is annoyed after 20 seconds because this call is NOT what he thought it was and feels you are selfishly wasting his time for your potential gain, then you're toast.

1. Be as sure as you can be that he probably needs what you have to sell...that means research on your part before calling.

2. If you made a mistake calling him... GET OFF THE PHONE ASAP. With a REAL apology, that you really mean.


At the heart of bad salesmanship... is selfishness, isn't it?


--- JM

[ldrews]

John,

No argument.  If what you have to offer is not immediately interesting, then you need to cut short the conversation and thank Mr. Manager for his time.  But before you do, you might ask him if he knows of anyone who might be in need of that service or product.  If you are offering something of value, he generally isn't going to be ticked off if you move on quickly.  In any case, follow up with a thank you letter, including the promise to check back with him in a few months to see if his needs have changed.

Mr. Manager is in business.  Some of his time needs to be spent with potential suppliers.  That's part of the business flow.  Mr. Manager will only get annoyed if you unnecessarily waste his time.  Calling to find out if your service is needed is not wasting his time if you do so courteously and expeditiously.

So how would you handle it?  

[ldrews]

Does anyone have an "elevator" speech.  That's a little speech that you can make, describing what you can do for someone, in the time it takes for an elevator to go from the main lobby to, say the 4th floor.  You use it in elevators, coctail parties, conferences, trade shows, etc.  Give the speech and hand out a business card.  

"I design and implement business applications on the Microsoft Windows platform using a particularly effective toolset.  Using modern Agile project management techniques and the latest in software architecture and design methods, I deliver working business applications with maximum business value at minimum cost and time."

Anyone else?

[Jim in Chicago]

Calling anybody and trying to sell them something will not work.

You have to give them something they can use.

You've got to build relationships over time.  You've got to build a rolodex, and work it.  

This is sales 101 stuff.

Get a copy of ACT, and play the numbers game.  It's like the normal curve in statistics.  You get 500 names, 2 of them love you, 2 of them absolutely hate you, and 496 don't give a sh!t either way.  You just need to get to the 2 that love you!

Personally, I could never make it happen for consulting services.  I can sell products.  Yes, I still need to consult for now, but I play the bork game cause this ain't my main focus, it's just a rent payer.  I let the borks build the relationships, take the managers to lunch, give them baseball game tickets, and do all the perpetual @ss kissing that is involved in this type of sale.

Selling consulting is a tough, competitive game, and my hats off to anybody who has made it work.

[ldrews]

Jim,

What do you think the difference is for you between consulting sales and product sales?  Why does one work for you but the other doesn't?

And I agree with you about the rolodex.  My experience though is that it only takes about 50 names.  And if you find 2 that love you, you will probably stay busy.

[Richardk]

I'll jump at that. For me, a product is something tangible while consulting sales is so nebulous unless you sell a well defined service.

Unless you're dealing with a broker who wants a particular skill set,  selling a generic service to a client is very hard to do.

[ldrews]

I agree, selling a generic service is difficult.  So I ususally try not to do that.  I have identified a small number of specific services that I can propose based on what I can learn about the client quickly.  But these are just to get me in the door to talk.  Once we start talking, additional problems and potential services surface.

To me the key is to find out what the client wants/needs.  That is what they will buy.  The fact that I can do super handstands usually doesn't interest them. (I actually can't, that is just an example).

We have to scratch where they itch.

[JTGalt]

Quote:2. If you made a mistake calling him... GET OFF THE PHONE ASAP. With a REAL apology, that you really mean.

I agree with you up to a point about the point you are making.

Make sure you know what you are doing. but...

A lot of people here have been in the Information Technology for 10,20,30+ years.
That is getting rarer and rarer these days.
Just being around that long means you have seen a lot, and made observations of what works and what does not work which is very valuable in itself.

Trust me unless you get into a major shouting match throwing insults, with all the calls they get constantly, there is a very high probability that they will not even remember you from just one call.

So Don't be so uptight about being perfect, if things don't go exactly the way you thought they would just make the proper adjustments next time.

My point is that people tend to treat you according to the image you project.
If you project an image of confidence, competence that deserves respect the majority of people will treat you that way.

If you go in hesitating, apologizing for breathing, showing no reason for deserving any respect the majority of people will not give you any respect.

[Colonel Angous]

For sure - everyone should.  "Elevator speech" or "30-second commercial" - at some networking events you go around the table and have to give one.  Mine is my name and company, followed by a couple of different versions depending on the mood/setting.