Aki (Staff in charge of Customer Relationship Management; CRM):
Excuse me, Pat. May I ask your advice?
Pat (Sales Division Manager):
Sure. Go ahead.
Recently, cold calling doesn’t seem to be working as well as before.
Do you think I should concentrate on cold e-mails instead of cold calls?
It might help to improve the efficiency.
Well, I suppose it’s partly because of the expanded prospect list.
I’ll put your suggestion on the agenda for the next monthly meeting.
Thank you, Pat. I appreciate it.
By the way, what have you found is a good answer to people who say “I don’t have time”?
Well, there are three important things to remember, Aki.
First, assure them that you only need 30 seconds of their time.
Then tell them briefly what you’d like to say.
You need to show that you are aware of a need they have and that we can help.
It’s a technique called Problem-Agitate-Solve (PAS).
Lastly, ask them for permission to send them an e-mail.
“I know you’re super busy, so I won’t take up very much of your time.
I noticed on you careers page that you are hiring market analysts.
Would you be able to give me a few minutes to explain our new marketing analytics tool?
It enables you to track customer behaviour on different media, efficiently and effectively.
If this sounds interesting, I’d be happy to send you more detailed information.
Would you mind confirming your e-mail address?”
Thank you very much.
Problem-Agitate-Solve. Sounds good. I’ll give it a go.