#1. Research Your Prospective Client List - Research on the best source to obtain your client list, by first predetermining who your prospective clients are. Also look for prospects that have a similar profile to those who have bought your product or similar product from the past. They'll be easier to sell. Don't spend a lot of time on this, just find out enough so that you can pitch using terms that the prospect can understand or relate to.
#2. Write A Script - Once you know whom you're going to call, focus on what you're going to say. Write a brief script (no more than three or four sentences) that introduces who you are, then goes on to elaborate on what you do, and what you can offer them. An effective script will always generate into a lead, so its necessary to adjust and rewrite your script as you make each calls. Please note that you only have few minute to strike the interest of your listener so spend that time well by proposing what will interest your prospect.
#3. Prepare For Objection – since you are calling people out of the blue it’s expected that you receive some few objection or rejection. Each time one of them materializes, you'll need to handle them appropriately. Common objection includes; your audience being impatient, showing no interest, not able to see a difference in your product/services with that of your competitor or showing no believe. The trick here is to practice handling objections until the response is automatic. Note: the most important part of handling the objection is asking for the appointment.
#4. Get Enthusiastic - Attitude is everything. If your offering has value to the customer, you're doing the prospect a favor by giving him or her the opportunity, so act like it. Have confidence in your ability to provide such value. That confidence not only helps you communicate more effectively, it provides the motivation that will drive you to actually sit down and start making the cold calls. And also gives you the strength to push on when those objections starts to surface.
#5. Practice, Practice And Practice – you know what they say about practice, it actually makes you perfect. With every cold call you make you get fresh ideas on how to make your script better, relate better, speak better, manage time better etc. So if you're really determined to excel, commit to an hour or more a day attempting to achieve two appointments.
BENEFITS OF COLD CALLING
- It increases your confidence to talk to just about anyone and make an everlasting impact.
- It gives you the ability to think quickly on your feet, overcome objections in the most creative manner possible and also help judge your prospects and their behavior patterns.
- Provide a more interactive and personal sale service
- Create an immediate rapport with your customers
- Explain technical issues more clearly.
- Generate leads and appointments
- Sell from a distance to increase your sales territory
- Sell to both existing and new customers
- Achieve results that are measurable
DISADVANTAGES OF COLD CALLING
- Cold calling can be resented, particularly when prospect have not being researched and when calls are made in the evenings or persistently.
- Customer lists may not always be clean or solicited
- Customer lists can be very costly
- Cold calling has a negative image that could damage your business' reputation if carried out poorly
- Training staff can be time-consuming and costly or even a waste because cold calling has more to do with the person personality.
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