The 3 Myths of Cold Calling
As everything else, the telemarketing world is moving on and evolving all the time. So you shouldn’t be surprised if your cold calling techniques get less and less effective over time. It’s just because they are outdated. So, in order to stay ahead of your game and on top of the competition you will need to change your approach. And to do that, you will need to stop believing in these myths about cold calling:
- It’s all numbers – to the traditional cold caller it’s all down to the numbers – selling over the phone means calling people over and over until they listen just so you can go away and leave them alone.
But why is this? It’s because most people work this way – the boss says they need to make 10 deals, so you need to call at least 1000 people and hope that you will have 1% success. And you need to make things happen fast, no matter the quality of the calls – all you need is a number of successful deals. However, this way your efficiency drops hard and cold calling turns into a stressful and annoying work that doesn’t pay back.
All you need to do is change your mindset – if you take a different approach and make your cold calls more efficient and customized; you will make less cold calls, but will have more sales. You just need to have a conversation. That’s all – have a conversation with the prospect. Don’t just call and pitch your offer, but call and listen what they have to say, respond to their needs. Focus on the relationship, rather than on the salesmanship and you will no longer meet resistance or feel nervous when making cold calls;
- Script it and sales will come – having a script is a good idea when doing cold calls, but having a strict script that contains every last word you need to say and forbids you from deviating is not so good idea. It’s just that, people can tell if you are reading from script when you speak to them. The personal touch is nowhere to be found and that immediately tags you as a salesperson. And when this happens you lose the call.
So, to make things the right way you will need to look for a dialogue and avoid the monologue. The prospects will respond much more positively when the conversation is natural and you let them speak and “breathe”;
- Closing the sale is all that matters – yes, you are doing it all to close the sale, so you probably think that it’s all that is important. But a mindset like this can only get you this much sales. And you know this isn’t nearly enough. Because if you are constantly trying to close the deal you will end up losing the deal.
The thing is, pitching the sale from the get go feels a bit like chasing the customer. And when a man is being chased he runs.
Avoid pushing your product to the caller at all times, let it come up naturally, as a part of the conversation, when you’ve found what the customer’s needs are, so you can explain how your product can make things right.
Keep you cold calling approach up to date, avoid falling a victim to these myths and you will notice that your techniques are more fruitful and your telemarketing – more effective. And if you don’t think that you can do it by yourself – contact us, we are professionals that can help you get a steady rate of sales with a proven approach.