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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Karen Andrews
(Visit Karen's Website)
As Director of Shine Sales Solutions,
Karen provides sales solutions for small
and medium sized businesses that make a
real difference to their bottom line. She
does this by offering advice, guidance and
tools that assist business owners to
understand the sales process and develop
the sales skills required to grow their
business.
Whether it be managing sales staff to
ensure consistent sales results or working
1 on 1 to develop your sales skills, she
believes in giving people the tools that
they need to build their business. This
includes the important face to face skills
that business owners need to talk about
their business.
Karen has over 10 years experience in
managing new business development
campaigns for major companies in
industries such as Office Equipment,
Telecommunications and Information
Technology. During her career, Karen
recognised an opportunity to assist those
who don’t have any background in sales and
don’t necessarily like doing it, but have
no choice but to develop the skills to
ensure their business succeeds.
If you would like to improve the sales
performance of your business, contact
Shine Sales Solutions on +612 94376500 or
sale
s@shinesales.com.au
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