Make Cold Calling Easier
Cold calling can be an arduous task but here are some tips to make it a little bit easier:
Use a friendly, conversational approach rather than a cold, direct approach
Don’t try and sell on the phone; you can’t. You can, however, get a meeting or permission to send information
Talk about how you can help that business or how you have helped other business. Don’t try and sell to them
Name other clients that you are working with who are in a similar industry or who are a similar size to the company you are calling
Set a goal for each phone call. Would you like contact information, a meeting or permission to send information
Write down all the possible objections that you are likely to encounter and have an answer ready for them
Target a particular Industry at a time so the script can be adapted and modified to their current situation, challenges or problems they may be experiencing
Always treat Assistants, Personal Assistants and Executive Assistants with respect; they have the power to get you in or keep you out
If you get through to the right contact and they sound busy or harassed ask them “is now a good time to talk?” should I call you at a later time?
Make your calls from 9.30am to about 11.30am and then start again around 2pm and go through till 4pm
Set yourself a call target rather than a time target, it makes it easier to achieve
Don’t leave messages; it is rare that anyone would call you back
Ask or appeal for help rather than just going straight into a spiel
Don’t be fooled into thinking that a person asking you to send information means they are interested….. they are simply trying to get you off the phone!
If you send information by email make sure you follow it up the next day to confirm the person received it. This gives you the chance to ask them if they have any questions and gauge their interest in meeting
Try and do your calls in a block of time, one after the other, after the other. After you have finished 10 calls, for example, then send out information or do follow up. This saves you reliving the ‘fear’ or the ‘pain’ of picking up the phone. After about 3 or 4 calls you will have established a habit and you will be much more confident.