Cozying Up To Cold Calling
Cold calling is an essential element to your sales strategy, but it isn’t as simple as picking up the phone and dialing a potential new customer. To get comfortable with cold calling, follow these steps put together by our sales experts.
Do Your Research
Before you even think about picking up your phone, you need to have done your homework. A cold call should never be random. You should have an idea of their needs, if the services or product you’re offering would be helpful or add value, and that you have the best contact you can find. The chances of someone taking the time to hear you out are so much better when you’re talking to the right person about something you know they need or could use.
There’s nothing worse than blatantly selling. We’ve all been on the receiving end of a salesly phone call - hanging up annoyed that our time has been wasted. Instead of immediately going into sales mode, make a list of all of the ways your product or service can be helpful to the person you’re calling. Once you have your intentions set, grab the phone and start an honest conversation using this list as talking points for your call.
Build The Relationship
The best salespeople all have one great skill, and that’s that they listen before going into their pitch. Sure, it’s quicker to jump into why they should become a client or purchase something from you and move on to the next call, but we’re looking for quality, not quantity. Take the time to ask your contact questions, get to know them, and really listen to what they’re telling you their needs are. Once you feel like you have a good understanding of the other person and that there is some rapport between you two, then you go back to that list you made of how you can be valuable to them and start discussing how you can meet those needs.
It’s normal to feel nervous before starting a conversation via a cold call, but with the right research and communication skills, you can set yourself up for more successful and productive cold calls. For more information and tips on winning sales, contact us.