How can I make cold calling easier?
How can I make cold calling easier?
• Use a friendly, conversational approach rather than a cold, direct approach
• Don’t try and sell on the phone; you can’t. You can, however, get a meeting or permission to send information.
• Talk about how you can help that business or how you have helped other business. Don’t try and sell to them.
• Name other clients that you are working with who are in a similar industry or who are a similar size to the company you are calling.
• Set a goal for each phone call. Would you like contact information, a meeting or permission to send information.
• Write down all the possible objections that you are likely to encounter and have an answer ready for them.
• Target a particular Industry at a time so the script can be adapted and modified to their current situation/challenges/problems etc
• Always treat Assistants, Personal Assistants and Executive Assistants with respect; they have the power to get you in or keep you out.
• If you get through to the right contact and they sound busy or harassed ask them “is now a good time to talk?” should I call you at a later time?
• Make your calls from 9.30am to about 11.30am and then start again around 2pm and go through till 4pm
• Set yourself a call target rather than a time target, it makes it easier to achieve.
• Don’t leave messages; it is rare that anyone would call you back.
• Ask or appeal for help rather than just going straight into a spiel
• Don’t be fooled into thinking that a person asking you to send information means they are interested….. they are simply trying to get you off the phone!
• If you send information by email make sure you follow it up the next day to confirm the person received it. This gives you the chance to ask them if they have any questions and gauge their interest in meeting.
• Try and do your calls in a block of time, one after the other, after the other. After you have finished, for example, 10 calls then send out information or do any follow up. This saves you reliving the ‘fear’ or the ‘pain’ of picking up the phone; after about 3 or 4 calls you will have established a habit and you will be much more confident.
How can I make cold calling easier - To learn more about this author, visit Karen Andrews's Website.
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Lately I have been working with a number of sales teams to help them increase the success of their cold calling and I thought I would share with you some of my tips for success:
• Use a friendly, conversational approach rather than a cold, direct approach
• Don’t try and sell on the phone; you can’t. You can, however, get a meeting or permission to send information.
• Talk about how you can help that business or how you have helped other business. Don’t try and sell to them.
• Name other clients that you are working with who are in a similar industry or who are a similar size to the company you are calling.
• Set a goal for each phone call. Would you like contact information, a meeting or permission to send information.
• Write down all the possible objections that you are likely to encounter and have an answer ready for them.
• Target a particular Industry at a time so the script can be adapted and modified to their current situation/challenges/problems etc
• Always treat Assistants, Personal Assistants and Executive Assistants with respect; they have the power to get you in or keep you out.
• If you get through to the right contact and they sound busy or harassed ask them “is now a good time to talk?” should I call you at a later time?
• Make your calls from 9.30am to about 11.30am and then start again around 2pm and go through till 4pm
• Set yourself a call target rather than a time target, it makes it easier to achieve.
• Don’t leave messages; it is rare that anyone would call you back.
• Ask or appeal for help rather than just going straight into a spiel
• Don’t be fooled into thinking that a person asking you to send information means they are interested….. they are simply trying to get you off the phone!
• If you send information by email make sure you follow it up the next day to confirm the person received it. This gives you the chance to ask them if they have any questions and gauge their interest in meeting.
• Try and do your calls in a block of time, one after the other, after the other. After you have finished, for example, 10 calls then send out information or do any follow up. This saves you reliving the ‘fear’ or the ‘pain’ of picking up the phone; after about 3 or 4 calls you will have established a habit and you will be much more confident.
How can I make cold calling easier - To learn more about this author, visit Karen Andrews's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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