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Cold Calling is Dead! Long Live Cold Calling!

Written by: Debbie Robinson

Article Overview: I hear so many sales people making all sorts of excuses or giving reasons for not picking up the phone to prospective clients to find out how they might work with them. The common sense phrase 'If you take no action, nothing will happen' seems to be wasted on them!

Cold Calling is Dead! Long Live Cold Calling!

You must do something if you want something to happen. All the positive thinking in the world won't get you your dream prospective clients and major contracts. You need to let them know that they should use you and your services, where you are and what is special and unique about you.

Getting on the phone and 'cold calling', making calls to someone you don't know and haven't spoken to before, can be daunting. I have been in sales for many years and I still find it a bit scary at times. I have managed to control my fear anddo itregardless. So can you with little planning and foresight.

1. Know what you are selling - what's special about you? Know who you want to buy your products and services. What sort of company or person do you want to work with? Know where to go to find these customers. Where will you find them?

I have never heard of anyone successfully boring someone into buying from them, so be interesting, confident and professional; smile as you dial! Really! Try it; we all know that you can hear by the tone of some ones voice if they are upbeat and confident.

2. Have an aide memoir close to hand for easy reference if you are a bit nervous and worried you'll dry up. It's not a good idea to use a script as it can sound a bit stunted and un-natural.

It's a good idea to have a good opening statement that describes what you do, why you are special and what that means to the prospective client.

It needs to include open questions that help find out what they are already doing and how they decide whom to use for the services or products you are offering.

Refer to case studies and references as applicable and plan good responses to common objections to your service or products.

3. Use a nice friendly opening line before you deliver your opening statement.

I have found the following really effective 'I'm not disturbing a meeting am I?' If the prospect says no then proceed with your opening statement. If they say yes, ask when would be a more convenient time to call back and do so on the dot!

Or you could try 'I am calling to introduce myself, I don't know if what I offer is of need to you/your company (then opening statement).

4. Ask outstanding questions! Investigate, explore, probe and gather as much information as you can. Keep it conversational and learn all about this person/company. Be curios. Knowledge is a very powerful thing to have; it will help you identify a need they may have. Identifying latent pain (known but not admitted) can make a real impact and help build strong rapport.

5. Know what's special about your service or product. Ask yourself what is your speciality. What is it that no one else does quite like you do?

6. Create stories to tell, gather testimonials, case studies and feedback from clients who have used your service or products. It's powerful stuff to casually drop into the conversation.

7. Make a strong opening statement. When some people start their calls, they ask if that person has time to talk and while this is polite, it gives them a reason to get you off the phone. So make your strong opening statement and listen out for annoyance. If you get a feeling that they are too busy, ask 'Is this a bad time? When can I call you back?'

You might be offeringto replace what they already have, that is to change something, which can be a bit scary. You need to communicate that you are trying to solve a problem they may or may not be aware they have.

8. Match their need with your solution (your product or service). Why should they carry on talking to you?

9. Take action! Just start cold calling. Doing a little and often will add to your confidence. Don't forget to follow up with the people you've called or sent literature to.

10. Be polite and friendly to EVERYONE! You do not know who has answered the phone, don't assume it's a receptionist, it could be the decision maker!

Happy Selling!

Related Articles
  Cold Calling Does Work – Have You Tired It Lately?
  Stop By All That Business Your Are Driving By If You Want to Increase Sales
  What Cold Calling Business Lead Management Can Do For Your Business
  Is cold calling right for my business?
  Is Cold Calling Dead?

Article Tags: aide memoir, case studies, contracts, fear, foresight, objections, positive thinking, prospective client, prospective clients, smile
Referred by: http://www.dcjaconsultancy.com



Related Forum Posts
Re: How to develop sales contacts? - Everyone has the right idea here. Depending on your business, there are different techniques that you could use. For consultants and sales heavy businesses, there are three tactics that I have found especially useful in my business: 1. Attend Networking Events 2. Cold Calling 3. Referral Program 4. Affiliate Program (most successful) The affiliate program was successful for me, as I hooked up with a franchise consultant, and he gave multiple unit businesses that needed my credit card processing services. I highly suggest you hook up with a sales partner, and give him a cut of the monthly revenue.
Re: Direct Mail Postcards - Post cards would be really expensive to send from Japan...but one way to advertise that is not expensive from overseas is by Cold Calling using cheap VoIP equipment. I know Japan has a really good internet connection, so as long as you are willing to stay up late, it might be an option. I cold call from Thailand far, far away from any city using a CDMA wireless internet connection and have had pretty good results. I find tho, that cold calling works best for business 2 business (b2b), rather than b2c products. --matt
Re: Cold Calling - As long as people are out of jobs, you'll probably have a lot of people who say they want to work for straight commission, but if they don't get paid fairly quickly, they usually move on. We've run into that and went through about 500 people (whose resumes looked really good) until we found about 3 good resellers. People just don't want to work for anything. Or they do a good job getting the business but don't do the follow up necessary to make the sale......so they move on thinking they need money NOW. Our business requires all cold calling as well. It's really tough for people to perfect that but there are a lot of good books out there. On is Cold Calling Techniques, by Stephan Schiffman
Re: Cold Calling - Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin. MichelleJ
Cold Calling - Cold calling is tough, but it is possible. Its a shame that your employer doesn't seem to be giving you any help. I would suggest that you learn everything about the products you're trying to sell to the retailers. It wouldn't hurt to have them close at hand while you're on the phone with a potential buyer. Learn what is great about the items. What do they offer the consumer? Why should the retailer carry them? Who would be most likely to buy the items? Once you know these answers, learn about the companies you are calling. Its hard to tell a retailer that your product is something they need - if you don't know anything about their business and/or the customers. If they have a website that would be a great place to research. Shri


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