Start a Coupon Business™ interviews sales guru Pop Icon Mr. Cold Call™
Pop Icon Mr. Cold Call™ is an international cold calling superstar and is known by sales professionals on virtually all seven continents!
Pop Icon Mr. Cold Call™ is an author, cold calling pioneer, speaker, sales trainer and sales software inventor who has made over 80,000 cold calls over his sales career--this number continues to grow exponentially. He is one of the most famous names in cold calling and sales prospecting and has received over 2,000,000 hits (this number grows approximately 15% to 20% each year) from both inside and outside sales professionals from every corner of the globe. Pop Icon Mr. Cold Call™ has been quoted by numerous national publications such as Selling Power Magazine and Investor's Business Daily and was recently featured by Selling Power Live! in a CD audio program called "Turn Cold Calls Into Gold Calls." Other accomplishments include his more than 80 published articles on cold calling topics from A to Z, his infamous sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, his custom sales script service called "The Script Responder" and finally, has a series of best-selling cold calling ebooks that include unlimited lifetime email support. For more information on Pop Icon please visit hiswebsiteand subscribe to hisFREE weekly e-zine!
Interview with Pop Icon Mr. Cold Call™
Start a Coupon Business™: "What advice do you have for entrepreneurs who have just purchased our money making coupon business program?"
Pop Icon Mr. Cold Call™:"First, I'd like to say CONGRATULATIONS! I'm saying this because for those of you who made this decision have taken a very difficult step in both owning and controlling your future. You have set a course of action that most if not a majority of people only think and dream about each day. You have pushed that button in life, a rubicon moment, a once in a lifetime opportunity that is the start of a series of systematic results that will ultimately put money in your pocket. You have taken the first step and you should be very proud."
Start a Coupon Business™: "What's the first step an entrepreneur should take once they receive their custom coupon template and four bonus items (customizable direct sales letter and advertising contract, the coupon cold calling script and finally, the ad rates and spec sheet?)"
Pop Icon Mr. Cold Call™: "One of the very first action steps that you need to take is to think about which prospects you will target for your coupon saver. What's your territory? What specific areas will you target? Will you target business owners in one city or two surrounding cities? Your territory goals need to be very specific because this will yield much more effective results when speaking with prospective advertising buyers who are looking for an immediate return on their investment. Once you've identified your market then you will need to find out the name of the business owner and articulate all contact and communication with them."
Start a Coupon Business™: "How do you find the names of these business owners?"
Start a Coupon Business™: "Why target business owners rather than the office or store manager?"
Pop Icon Mr. Cold Call™:"Successful cold calling starts at the top of the executive chain. Always shoot for the stars - it's 110 times easier to work your way from the top down then from the very bottom to the top. While you may experience some initial resistance when trying to speak with business owners your efforts in time will be rewarded with great success!"
Start a Coupon Business™: "So once you have zeroed-in on your territory, what now?"'
Pop Icon Mr. Cold Call™:"STOMP, STOMP and STOMP on that pavement. Get started by hitting your territory in person. Get a notepad and start writing down the names of businesses in your defined area. While time-consuming, this strategy is the best way to insure you get the most up-to-date list of businesses in your chosen market. And the most amazing part about the whole idea is that it won't cost you a single dime, except for your time."
Start a Coupon Business™: "What are some of the most popular types of business that you would target for print coupon advertising?"
Pop Icon Mr. Cold Call™:"The businesses that I would target are in no particular order, but I would zero in on the following:"
Pet Grooming Locations
Spas and Salons
Sub and Sandwich Shops
Weight Loss Centers
Specialty Contractors (i.e. roofing and flooring)
Steak and/or Rib Restaurants
Local Pubs and Bars
Air Conditioning and/or Heating Specialists
Residential Cleaning Services
Ice Cream Shops
Start a Coupon Business™: "What's next after all this?"
Pop Icon Mr. Cold Call™: "Here's a bullet point list of actions that you need to take to make this program successful:
Know your product and immediately start reviewing your customized template and four bonus items.
Strategize your marketing efforts as to whether your first contact will be in person, over the telephone or through direct mail.
Study your competition.
As you approach prospects devise a way to collect email addresses so that you can use this information to compliment your sales prospecting efforts.
Find a graphic designer or find an online graphic design website (or software) where you can create advertisements.
Think about how you will accept payment from your customers. Are you going to accept cash and checks only? How about credit cards? For credit card payments, it may be worth checking out Paypal.com.
How often will you publish your coupon saver? The more space between editions will equate to more time to pre-sell advertising space.
Figure out the distribution of your coupon saver. When and to where will the distribution take place? How many locations and how often will you distribute your publication? Once you figure this out you will then get a better idea as to many templates need to be printed.
Do an online search and get pricing from an array of printers.
If you are unsure about any of these ideas or action steps then you need to really take some time and review your local coupon competition. As you review your competitor's product, you will start to learn of strategic ideas as to how you may want to target your local market. While we do not promote that you copy the techniques of your competitors as that approach is not recommended (and not legal), however, we do encourage that you do learn a bit more about what your competition is doing to take market share. Once you have an overall understanding of their marketing strategies then you need to make their ideas your own. This means that you need to massage their ideas into a whole new level of performance so that the look and feel of their strategies are night and day from your own marketing efforts.
Are you going to have a presence on the internet with a company website? To build your website, check out either Network Solutions or GoDaddy.com for more information. Once you are online, you can now offer your clients an additional bonus of being online. The strength of both online and offline marketing (and its reach potential) is a very powerful sales tool that you can use when selling advertising.
While your print publication will be promoted through your distribution points and word of mouth it's also important to have a marketing strategy if you should decide to have a company website. To promote yourself online you could use press release services (some are free), social media (i.e. facebbook) and online advertising (i.e. Google Adwords.)."
Start a Coupon Business™:"What sales strategies do you recommend?"
Start a Coupon Business™:"How should an entrepreneur set up their business? I know their are various types of business entities such as a sole proprietorship, a corporation, a limited liability company or general partnership, which one is the best?"
Pop Icon Mr. Cold Call™: "Your best bet is to do an internet search on how to start a business. Here are a few helpful websites to review:
Start a Coupon Business™: "What suggestions do you have for naming the coupon booklet?"
Pop Icon Mr. Cold Call™: "Once you have selected a city or county then choose a name. When setting up your coupon saver try to find areas that are not currently being served by coupon publications. Areas that are not being served are called niche markets and niche markets are how you will make money. The name should clearly identify the area in which you have selected to target. Of course, this advice is not set in stone there are always exceptions. Also, make sure that your name is unique and double, triple and quadruple check that your name is not being used. Do a search on the internet to see if anyone has this name taken, check with your state's Division of Corporations (use an internet search to find your state's website and usually these sites have a free search feature) and finally, you may even want to do a federal search to make sure that your chosen name is not a trademarked. Once you have verified that your name is available then register your name with your state's Division of Corporations."
Start a Coupon Business™:"We greatly appreciate your time. Do you have any final words of wisdom for our entrepreneurs?"
Pop Icon Mr. Cold Call™: "Yes, I'd like to leave you with two famous quotes from Walt Disney. The first quote is "The way to get started is to quit talking and begin doing." And the second quote is "If you can dream it, you can do it. Always remember that this whole thing was started with a dream and a mouse."