January 2006
Selling without Cold Calling? – the Holy Grail of Selling
Free ebook by Jerry Hocutt. Wouldn’t you like to meet Cold Calling in a dark alley and strangle it? Get in line. If you’re responsible for growing your business or increasing your sales, but don’t like to cold call, this book is for you. People don’t want to learn how to cold call better. They don’t want to cold call. Period. They want to know, “Is there a way to find business without having to cold call?” You’re told what to do: meet your quota; get more referrals; be persistent; keep your customers; get more business from current customers. But no one tells you how . This is how. Without cold calling.
by Jerry Hocutt
Roy Williams has said that, “Value, in the eyes of the customer, is simply the difference between the anticipated price and the marked price.” He goes on to say that, “The secret, then, is to control the anticipated price.” Whether it’s the price, presentation, or promises of results you service provides, know what people are anticipating and control their expectations.
December 2005
SalesTrainingCamp.com
Desperate Salespeople – the Pilot
“The goal of branding is simply to be the name that customers think of immediately whenever they, or anyone they know, need what you sell.” Roy Williams. Branding in the business world is different. Even though we’re not lost, we want to be found. The best salespeople like Joe Girard will tell you that selling is more than waiting for the phone to ring. It’s about self-branding to make it ring especially for you.
November 2005
Creating Sales Opportunities – Five Proven Ways
Free sales guide by Jerry Hocutt. Your job is to increase your sales and grow your business. Ours is to provide a better way. We have so you will. People tell you why you need to increase your sales. Where they need to be improved. They’ll talk philosophy, ideas, and theories. But they don’t tell you how to get the job done. And they never give you actual sales tools. We’re different. We show you how. We give you the tools. Proven tools that have worked for years. This sales and marketing ebook shows you how to use the B2B marketing email postcards to grow your business with ideas for creating contests and networking opportunities, exchanging referrals, and promoting company events.
November 2005
The Midas Touch of Yellow Page Advertising – Turning Your Ad into Gold
Free sales guide by Jerry Hocutt. Yellow Page advertising. It’s got to be done. Your competitors are doing it. You’re doing it. Who knows, it may even be the only marketing strategy you have. But you don’t have to be just another face in the Yellow Page crowd. This ebook shows you how to create your most important asset from your Internet or directory Yellow Page advertising that will lead to word-of-mouth referrals, turn shoppers into customers, and increase repeat business from existing customers. In short, turn you ad into gold.
September 2005
Selling Power Live!
(Live interview with Selling Power Magazine. Can be purchased from their website.)
Working with the gatekeeper is one of the keys to successful telephone selling. Jerry Hocutt, president and founder of Hocutt & Associates, Inc., has been in the business of helping businesses find customers and increase sales since 1992. He is the author of the nationally acclaimed seminars Cold Calling for Cowards ® and shares his insights into winning more sales using the telephone.
September 2005
Go-to-MarketStrategiesResourceCenter
Cold Calling: Don’t Be a Flash in the Pan
by Jerry Hocutt
In one way, cold calling is similar to newspaper advertising. The average cold caller is looking for a deal today. Hold your fingers up in front of your face. Go ahead. All ten of them. Now count the number of sales you’ve made on your first cold call. Are you going to make a good living at that rate?
I call this type of cold calling – looking for a quick sale now – flash in the pan marketing. The average cold caller fails to understand that the prospect will buy what he’s selling some time in the future once he has the need. Rather than take the time to start a relationship so he’ll be remembered when the need arises, he hangs up and makes his next call. Like the early prospector looking in his pan of silt and rocks, he fails to recognize the gold nuggets and throws them out with the wash.
September 2004 Woman For Hire's Get Ahead Guide to Career Success, by Tory Johnson
Little details make the difference. Jerry Hocutt, who hosts Cold Calling For Cowards® seminars, suggest using your body language to enhance your message. Ace the handshake. Be aware of your body language. Stand up when you do a presentation. When cold calling a company, how someone answers the phone will give you clues as to what kind of personality they are. You need to pick on these clues quickly and respond accordingly.
September 2004 Monster.com
Cold Calling 101. Some salespeople consider cold calling a waste of time. It can
be – if you don’t use the right approach.
August 2004 Press release
10 Things Not to Say to the Sales Manager on Your First Job Interview. With
over 30 years of sales experience, Jerry Hocutt has gathered a few ideas of why
you may not be called back in for that second job interview. “I’m a good idea
man, but I’m poor with details.” “Is this an 8-5 job?” “I’m a great talker.”
August 2004 Free eBook by Jerry Hocutt
American History 101 – A History Trivia eBook. Contains several of the
photographs and history trivia questions used on the Keep in Touch program
email postcards. This eBook can be used by anyone to post on their websites or
include on their signature lines to build traffic to their websites in order to
capture their recipient’s business information and start a selling and
marketing relationship.
July 2004 eBook by Jerry Hocutt
The Zen Guide to Finding Clients and Customers for Your Business – Discoveries
31-60. Thirty short and humorous ideas for selling and marketing. Discoveries
include: Two Hookers, A Priest, and a Frog; Why Don’t Good Salespeople Make
Good Sales Managers; First Impressions Are Like Fingerprints – You Always Leave
Something Behind; and 4 of the Lamest Things I’ve Ever Heard Salespeople Say.
March 2004 Free eBook by Jerry Hocutt
The Zen Guide to Finding Clients and Customers for Your Business – Discoveries
1-30. Thirty quick tactics and strategies for finding, selling to, and
retaining customers. Advice on voicemail, gatekeepers, persistence, and many
other sales skills. Discoveries include: Don’t Leave Your Baby on the Roof of
the Car; If They Tell You It’s a Numbers Game, Tell Them to Face Randy Johnson;
10 Things Not to Say to the Sales Manager During Your First Job Interview; and
Only the Persuaded Can Persuade. This eBook can be used by anyone to post on
their websites or attach to their email signature lines to build traffic to
their websites in order to capture their recipient’s business information and
start a selling and marketing relationship.
February 2004 20 Ideas in 20 Minutes
An audio preview of Cold Calling for Cowards® seminar with 20 ideas dealing
from voicemail to gatekeepers turning prospects into customers by keeping in
touch.
January 2004 Press release
What Happened to All Your Customers? Listen to what your employees are saying
to them. From a 4 star restaurant on the Columbia River in Portland, OR: “The
chef said the reason the bugs are in your salad is because the lettuce is
organic.” From an A/V manager at a world-wide national hotel chain telling
Jerry who was about to do a 6 hour presentation in the ball room to several
hundred attendees: “We don’t have any more microphones. You’ll just have to
speak louder.”
November 2003 Los Angeles Times
He’s the Zen Master of Cold Calls. Hocutt’s paying audience knows the truth:
Calling strangers for a living can be hell, and that their particular corner of
hell is one the federal do-not-call registry does not even attempt to reach.
They are the foot soldiers in America’s business-to-business selling game. And
Hocutt is their drill sergeant.
September 2002 The Star-Ledger, New Brunswick, NJ
Lord of the Rings. Ok, so he’s not David Letterman. But Jerry Hocutt certainly
can ease the pain from perhaps one of the most dreaded duties in the business
world: the cold call.
June 2002 The Wall Street Journal
The Jungle. You must sell yourself to win the job. One difficulty in figuring
out how to get feedback is knowing just how many calls will offend a hiring
manager’s sense of what is appropriate.
May 2001 Work with Marty Nemko, KALW San Francisco
Jerry says that you’ll be braver if you keep a card with the word “coward” by
your phone. I’ve suggested it to two clients. The result? As Siskel and Ebert
used to say, “Two thumbs up!”
November 2000 Jeffrey Gitomer’s Sales Master Mind
Cure the Objection with Two Simple Words. You could read books about how you
should respond to various objections. But because most of us don’t have the
time to memorize every response to an objection, try to make dealing with
objections as simple as possible with these two words.
August 2000 Jeffrey Gitomer’s Sales Master Mind
If I Wanted to Sell for A Living, I Would Have Majored In It In College. By a
show of hands, how many of you grew up as a kid saying to yourself, “I can’t
wait to grow up and become a salesperson?”
June 1999 Dartnell’s Selling
Attract Head Honchos with Pizzazz! How do you meet up to 100 top-level
decision-makers in less than three hours, with one appointment? Easy.
May 1999 Dartnell’s Selling
Reach the Ivory Tower. Selling is about creating and building relationships.
You need to initiate and keep relationships while your company provides the
support you need.
January 1999 Selling Power Live!
Master the Art of Cold Calling. Discover new ways to overcome cold call
reluctance. Learn how to condition yourself mentally, how to neutralize fear
and how to develop the confidence that your prospects expect.
January 1998 Mortgage Originator
Cold Calling for Cowards®. To keep in touch, Jerry created his Just A Thought…™
postcard program to send to prospects and customers. This simple program has
made him thousands of dollars in sales and increased his referrals
tremendously. Customers like it because it keeps his name in front of them and
lets them know he’d like to have their business without being obnoxious about
it.