Don't be one of those sales people who absolutely blows a cold call! Cold calls are challenging only if you don't know how to do them. Here are the keys to being successful.
1. Do your homework:
When making a cold call you want to be as prepared as possible. With today's
technological advances it is easy to do research on anyone. It is as simple as
putting the CEO of a company's name into Google, or looking at their Web site
and reading their mission statement. For example, you could Google John Assaraf
and find out that he is a member of the board for the Jenna Druck Foundation.
Now when you call, you can say "I understand that John Assaraf is on the board
of the Jenna Druck Foundation and I have an idea/program that I would like to
talk to him about that is going to help him give more money to that foundation.
Do you think I could have some time to talk with him?"
*2. Set small,
obtainable goals:* If you are reluctant or apprehensive about making phone
calls to an unfamiliar person, set small goals at first until you get the hang
of things. For example make a small goal to make one call a day, Monday through
Friday. This will help you start to achieve success and build your confidence.
Most importantly reward yourself for overcoming your challenges; it can be as
simple as yelling "woo hoo!" after a successful phone call.
*3. It's not about
you, it's about them!* It is crucial to know in advance how your product or service is going to help your
customer. You need to have your Unique Selling Benefit, Unique Selling Position
and your elevator speech ready and know how each applies to your specific
customer. You need to show your prospective clients what their benefit is for
taking the time to talk to you.
*4. Be persistent and
enthusiastic*: A smile actually causes a physiological change in the tone of
your voice because smiling elongates the vocal chords. Your energy and
enthusiasm is easily recognizable over the phone, so it's OK to be excited
about your business. Leave an enthusiastic message and don't just leave it
once, leave it three or four times. "John, I called you last week on Tuesday. I
understand how busy you are. I am going to leave you that phone number again in
case it got buried." (Remember to leave the number slowly and repeat it).
*5. Be memorable and
follow-up:* In order to reach a decision maker or your target audience you
need to stand out of the crowd. Leaving the same voicemail four times isn't
going to sell your potential client. For example; if you are operating a doggy
daycare and are trying to reach more clients, in addition to leaving a
voicemail, send potential clients a dog biscuit and tie a note around it and
mail it out. This will allow you to stand out.
Everyone has a busy life; there are so many opportunities
for a phone message to get lost or an e-mail to end up in the spam folder. Use
a variation of media when you follow up. You can call and say "Hey, just wanted
to leave you a quick message. I sent you an email and I want you to be looking
for an mail from John-at-OneCoach-dot-com. If you don't receive it in the next
hour, please check your spam. Thank you."
These five tips can help you become more confident with your
cold-calling skills and ensure that you are effectively using your time.
Finally, remember to have fun and take risks. When you
believe in yourself and your company, your enthusiasm and energy will pass on
to your clients. These keys to success will help you grow your company and
expand your client base. Click here to see a library of information under the excerpts section... www.readtheanswer.com/index.php?RTA=web2
1. Do your homework:
When making a cold call you want to be as prepared as possible. With today's
technological advances it is easy to do research on anyone. It is as simple as
putting the CEO of a company's name into Google, or looking at their Web site
and reading their mission statement. For example, you could Google John Assaraf
and find out that he is a member of the board for the Jenna Druck Foundation.
Now when you call, you can say "I understand that John Assaraf is on the board
of the Jenna Druck Foundation and I have an idea/program that I would like to
talk to him about that is going to help him give more money to that foundation.
Do you think I could have some time to talk with him?"
*2. Set small,
obtainable goals:* If you are reluctant or apprehensive about making phone
calls to an unfamiliar person, set small goals at first until you get the hang
of things. For example make a small goal to make one call a day, Monday through
Friday. This will help you start to achieve success and build your confidence.
Most importantly reward yourself for overcoming your challenges; it can be as
simple as yelling "woo hoo!" after a successful phone call.
*3. It's not about
you, it's about them!* It is crucial to know in advance how your product or service is going to help your
customer. You need to have your Unique Selling Benefit, Unique Selling Position
and your elevator speech ready and know how each applies to your specific
customer. You need to show your prospective clients what their benefit is for
taking the time to talk to you.
*4. Be persistent and
enthusiastic*: A smile actually causes a physiological change in the tone of
your voice because smiling elongates the vocal chords. Your energy and
enthusiasm is easily recognizable over the phone, so it's OK to be excited
about your business. Leave an enthusiastic message and don't just leave it
once, leave it three or four times. "John, I called you last week on Tuesday. I
understand how busy you are. I am going to leave you that phone number again in
case it got buried." (Remember to leave the number slowly and repeat it).
*5. Be memorable and
follow-up:* In order to reach a decision maker or your target audience you
need to stand out of the crowd. Leaving the same voicemail four times isn't
going to sell your potential client. For example; if you are operating a doggy
daycare and are trying to reach more clients, in addition to leaving a
voicemail, send potential clients a dog biscuit and tie a note around it and
mail it out. This will allow you to stand out.
Everyone has a busy life; there are so many opportunities
for a phone message to get lost or an e-mail to end up in the spam folder. Use
a variation of media when you follow up. You can call and say "Hey, just wanted
to leave you a quick message. I sent you an email and I want you to be looking
for an mail from John-at-OneCoach-dot-com. If you don't receive it in the next
hour, please check your spam. Thank you."
These five tips can help you become more confident with your
cold-calling skills and ensure that you are effectively using your time.
Finally, remember to have fun and take risks. When you
believe in yourself and your company, your enthusiasm and energy will pass on
to your clients. These keys to success will help you grow your company and
expand your client base. Click here to see a library of information under the excerpts section... www.readtheanswer.com/index.php?RTA=web2
Tags:
Report as inappropriate
