5 Smarter Ways to Approach Cold Calls
Picking up the phone and trying to make a sale to someone who doesn’t know you is a tricky process. It is called cold calling and takes a lot of time and effort to master. The truth is, most people in marketing and sales dread cold calling, however, it is one of the most powerful sales tools, when done right. And if you want it done right, you should invest time and train a team that fears no cold call. Or simply hire a professional company that will help you with cold calling.
Since we are such company that exceeds in cold calling and lead generation, we will share some experience over how to approach cold calling in a more smarter and successful way:
- Focus on the goal – while most people think the goal of a cold call is to make a sale, it is actually to make an appointment for a longer conversation, over the phone or over a meeting. Do not pitch the sale in the first minutes of the call, because you will strike out. Instead, try to make the prospect interested in what you do and schedule another conversation where you can explain your product and its features. This way you will be meeting with a prospect that is actually interested in your product/service;
- Mind your words – it takes around 10 seconds for most people to realize if they are interested in this conversation or not. So you have about 2 sentences time to prove to the prospect that you are worth his time and attention. Choose those 2 sentences well, because if you don’t, the prospect will simply hang up on you or will say something to let you know he is not interested in this conversation. Either way, you should mind your first words;
- Contact only decision-makers – since the work day has just so many hours, you need to take advantage of it and not waste your time on people who don’t have the authorization to make decisions. You want to contact only the decision-makers, so if it happens that you call a person that is actually a “doorkeeper”, ask if you could speak with their manager or with a person in the department you need. If this doesn’t happen – move along on the next prospect and don’t waste your time anymore;
- Call referrals – normal people are more likely to take their time to hear what you have got to say if you have been recommended by their friend, family or someone else they know and trust. Also, referrals are way more inclined to arrange a meeting with you or even buy from you;
- Go big – it might seem that it is easier to make a small sale when cold calling, but it is actually the other way around. Selling to smaller customers takes more time and work than selling to big customers. So, when you get on with your day of cold calling, make sure you research you prospects and find out who are the big customers. Then call them first;
So here they are – 5 ways to approach cold calling that can elevate your chance for success. But if you don’t have the time or the staff to accommodate such successful tool as cold calls – hire a professional company that will do this for you with their experienced agents and proven approach.
If you need more help concerning cold calls, lead generation or sales expansion – contact us right away.