How can I improve that first cold contact with a potential client?

Guest post by: Trent Leyshan
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Find fear before it finds you - By Trent Leyshan

Sharpen your focus and target small groups of people you are confident you can contribute to most.

Your existing (best) customers will provide the clarity you need to establish this. Less is more, work in a narrow pipe and leverage each call by communicating with benefits, specialised knowledge and commonality - this helps build rapport and develops foundations of trust.

Cold-calling is as much about process, support and leverage as it is about dealing with rejection and maintaining enthusiasm. You have to work to a structured plan and initiative contact as you would a warm referral, i.e. I know who you and your competitors are - and the reason for my call is to help you, just like I have helped others in your space.

I often indulge cold-callers simply because I'm curious to learn what they say and how they engage customers. I recommend any cold-caller do the same to pick up valuable insights. Recently, I asked a cold-caller who randomly contacted me, what the nature of my business was? His response, "Um, could you please give me your web address?" Clearly he did not care about me or my business, nor had he taken the time to buy-in and demonstrate an interest in my best interests.

Traditional cold-calling is about volume and working with the law of averages. Contrastingly, modern cold-calling is more about understanding your niche and carving-a-path to market that engages customers in meaningful conversations and leads them (willingly) to benefits via your sales-process.

What approach should I take when cold calling?

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Stop By All That Business Your Are Driving By If You Want to Increase Sales

How to Get to the Heart of Sales Success

Why Inbound Calls Are Really Cold Calls

How To Cold Call Canadians

How to Make Cold Calling Opportunities Out of Voice Mails

How to Make Your Cold Calling Problem-Focused

Sales Training - Is There Any Need For Cold Calling Anymore?

Cold Calling Works!

How To Throw Out Your Cold Calling Scripts

5 keys to Humanize Your Cold Call

How to Make Your Cold Calling Effective

Is cold calling right for my business?

The Surprising Truth about Cold Calling

Four Keys to Making Your Cold Call Stress-Free

How to Stop Your Cold Calls From Losing Steam

How to Avoid Getting Off Track When You Cold Call

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Free PDF Download
Find fear before it finds you - By Trent Leyshan

About the Author: Trent Leyshan

RSS for Trent's articles - Visit Trent's website

Trent Leyshan is founder, CEO of BOOM!

A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople.

Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev.

He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies.

Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success!

BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.

Click here to visit Trent's website.

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