Cold calling is a legitimate business tool, though many new businesses have evolved into using more technological method of business promotion and generating sales but this traditional method of canvassing, if done right, can help build a lasting relationship with customers.
COLD CALLING TECHNIQUES
Cold calling is generally referred to as an over-the-phone process and more traditionally as a door-to-door selling technique. Usually salespersons gather numbers of prospective customers and place a call to them proposing their product or services.
Cold calling is merely a numbers game, where the sales person's calling has no idea of who or what the interest of the other person is. Most salesperson don’t use cold calling method because of presumed ineffectiveness but successful salesperson have recorded a significant success rate from cold calls through the use of a technique I am going to call targeted calling. Using some very effective techniques, you can categorize your prospective customers based on several interests they share with your business. For example if you have numbers of sport loving fans, it won’t be hard to canvass them if you are proposing a sport betting business or selling sport related products.
DOS AND DON’TS OF COLD CALLING
- Don’t make calls to persons that you know absolutely nothing about, at least know their name, occupation or interest.
- Always plan your call time and make sure that your timing is perfect, don’t call when your prospect will probably just be waking up or going to bed.
- Write down your sales speech, practice and revise your speech with every call you make.
- Don’t stumble on your work and don’t use slangs like yeah, nah so, ok now etc.
- Always ask for the name of the person, before you end the call for follow up.
- Always sound enthusiastic, the other person can sense when you are not.
- Always introduce yourself, your name, position and company name.
- Propose your product or service like questions before stating it benefits.
- Creating trust should be your primary focus , not making sales.
- Focus on making a true connection with each prospect rather than just working through all the list
WATCH OUT FOR THE PART TWO
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DavidForrester
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