Tip 2: Cold Calling
Whether you are “old friends” of ours or have only today found us – welcome!
My name is Colin Morgan, but I sit just yards away from, and work with, a group of people, mostly called Meakin. For most of their adult lives Jenny Meakin and her family have put their all into building what has grown over the last 30 years to be a very successful, family owned and run, company based in Maldon in Essex. Whether as printers or as stationery and office suppliers Meakins is known for its exceptional customer care, reliability and competitiveness, but then so are most of our competitors. So why should you read one more line of this blog?
Well because we have a great story to tell you….so please grab a tea and read on….
If you already have a picture of an office with three generations working in close family harmony, where everyone drives each other forward and seldom a cross word is heard then LOSE IT!. This is EastEnders, Coronation Street and Dallas on a mixture of testosterone and raw meat …… but out of this “oven” comes massive energy and pig headed determination not to be beat……
……that’s why I work here and more importantly why, in what we all accept as the most challenging market conditions in a lifetime, Meakins is a company on the move. Whether you measure turnover, profit or numbers of customers WE ARE GROWING!
How?.....well I may be new to the art of blogging but I have already got the message not to give too much away too soon, so here is the first Meakins tip for growth:
Cold Calling – Two words which strike terror and loathing into the heart of many who like to call themselves salespeople. Only if you have done it can you sense that sick dread which fills the gut as you approach the door of reception for the first time…..and the complete shutdown of your ability to speak and/or breathe when asked to explain why you have called…
….. I well remember my first ever cold call. I was an Englishman selling industrial maintenance chemicals in the West of Scotland (Stranraer to be precise). I had just finished my sales training and was out on my first day flying “solo”. I swear I thought my legs would give way as I lurched, shiny new samples bag in hand, towards the reception of Dukes Transport. I made it to the door and managed to blurt something resembling a sales intro out…. I did not get the business but I did shed my cold call “virginity” and have to say have never looked back since.
Cold calling is very much one of our growth strategies at Meakins and at a time when many have retreated behind tele-sales operations and on-line ecommerce solutions, we are making cold calling work. Our customers respect the fact that we are getting off our backsides and trying to make something happen, “putting ourselves about” and reminding this part of Essex at least that Meakins is very much alive and kicking. Our customers know how much their business means to us, they know our faces, they know our stories……and as we all know people buy from people….
Welcome your thoughts and stories on the joys of the cold call…..