It’s a simple fact that many people new to sales are uncomfortable with cold calling. Even seasoned professionals can get a case of nerves when they are asked to make these types of calls. By following some of the cold calling tips below, business men and women can gain confidence and see their sales numbers soar.
Cold Calling Tips
Prepare: your mental state has more to do with a successful cold call than you may think. Rid your mind of negative thoughts and don’t call with the expectation that the person on the other end will be frustrated and annoyed.
Research: know your product. Doing so will enable you to be more honest and open in your communication and better able to efficiently answer any questions that arise during the call.
Set Goals: your employer will undoubtedly set goals for you but set some personal goals as well. Whether it is a certain number of phone calls per day, a sales quota or even maintaining a positive attitude throughout the day, meeting goals can help keep you upbeat.
Stand Up: you may find it surprising but many successful salespeople stand up and move about as they conduct their phone conversations. Sitting in a chair all day can be draining, keep your energy up by moving frequently.
Meet a Need: rather than focus on selling, focus on meeting a need. Whether you are selling a product or a service, know why it will meet the need of your potential client and focus on helping your client understand the same.
Cold Calling Scripts: using a cold call scripts can help you stay on track but be careful: using a script can also trip you up. Do not rely on a script word for word but as a guide to what you want to say. Introduction and closing scripts are helpful as are referral and follow-up scripts.
Rebuttals: often when salespeople hear ‘no’ or ‘I’m not interested’ they make the mistake of ending the phone call. Have rebuttals prepared and you’ll have a better chance of getting the sale or setting up the appointment.
Make Statements: rather than ask questions, make statements. Don’t ask ‘can we meet Thursday’, state ‘let’s meet Thursday at 1pm’. People are more likely to agree with statements than they are to answer questions affirmatively. Write down some rebuttals and keep them alongside your cold call scripts.
Leaving Messages: do not make the mistake of leaving long, drawn out messages if you happen to get a voice mail or even a receptionist. A simple message will get you a call back more often than average. Leave your name, phone number and where you are calling from and leave it at that.
By following some or all of these tips, and with practice, you are sure to become more comfortable with cold calling. Using cold calling scripts, using your rebuttals and being knowledgeable about your product or service will all go a long way towards your success.