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7 Ways to Jump Start Your Cold Calls
Cold calling has to be one of the most feared aspects of every sales person's and business owner's day. With some important key tips, you can make cold calling painless and enjoyable and as easy as calling a friend. Here are 7 key ways to jump start your cold calls: 1. Research Your Market Before you start your cold calls it's important that you be prepared so your prospect feels you really do understand their situation. Research the company you are calling, identify what issues they are having based on your other clients in their same industry and ask others in your company the main reasons why people buy your product or service. The better prepared you are about discussing you prospect's issues, the easier it will be to allow the conversation to flourish. 2. Change Your Mental Expectations Traditional selling has always taught us that our main goal of the cold call should be an appointment or a sale. With that mental focus, what happens is our mind is focused on the end goal before we even have a conversation with the person we are calling. This creates a major conflict because you will be trying very hard not to use words that make you sound like all you care about is the sale. And even more importantly, if your prospect senses you are focusing on the appointment or sale, they will immediately be defensive. So what to do? Change your mental expectations to focus on building a conversation first and then once you have generated a good dialogue, you can then determine if you are a fit or not with your prospect. Be careful not to mentally "jump the gun". 3. Understand Your Prospect Take a few minutes to think about your focus of your call. Think about how you are going to approach the conversation. Put yourself in the mind of your prospect. How would you want to be approached? Certainly the last thing you want to hear is a sales pitch from someone you don't know. Instead, begin the conversation diffusing any mystery as to who you are with "Hi, my name is Jim and you and I haven't met yet". This removes the mystery of who you are and allows you to begin talking about how you can help them solve a problem, rather than you having to default to a sales pitch. Think before you speak. 4. Build Trust Through Conversation Learning to build conversation is the key to cold calling success. Engaging in a conversation should be as natural as calling a friend. Your objective is to build trust on your call so that your prospect feels comfortable conversing with you rather than trying to focus on getting you off the phone. How do you build trust? You build trust by removing any elements in your approach that connect you to the negative "salesperson" stereotype. 5. Ask A Question Begin your cold call with "Hi my name is John, maybe you can help me out for a moment?" Yes, that's really all you have to begin with because in the next few seconds you will hear "How can I help you". That is how you can build a two-way dialogue rather than having a one-way talk. The truth is you are asking for help because you don't know if you can help them yet, right? Until you have the information you need about their situation, you can't determine if you are a fit or not. 6. Eliminate Pressure Pressure is the main reason most cold calls turn into a negative rejection-filled experience. It doesn't have to be that way. If you can become aware of things you are doing that is triggering pressure on your prospects, you can turn cold calling into a very productive and enjoyable experience. The key is to never force your sales pitch, engage only in a natural conversation, and most importantly let your prospect talk. By doing all three you will eliminate pressure from the call and your prospect will be more open to the idea of what you have to offer. 7. Learn To Determine A Fit So how do you know if your prospect is a fit with what you have to offer? You need to ask them this question towards the end of your problem solving discussion "Is solving your problem a top priority or something that is on the back burner for now?" By determining the answer to this question, you can see if you can decide if your prospect is worth pursuing or not. You will also be able to determine their time frame which helps you better adjust your expectations. Make no mistake about it, if you really want to be successful cold calling you'll need to let go of traditional sales thinking. Try these 7 strategies and watch how cold calling can be fun and productive. Ari Galper makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don't know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
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Careers and Employment How to Make Sales with Noisy Kids in the House Kids play hard, and sometimes that means they play really loud in the midst of exploring their worlds and role playing with siblings and friends. Phone Tips To Get Things Done: Professional Phone Skills It happens all the time, you hear someone over the telephone and you make a generalization about the person you are speaking with. It may not be fair and it is akin to judging a book by its cover, but it's true nevertheless. Get Instant Rapport On Sales Cold Calls Immediately establish rapport on cold-calls by matching your prospect's voice qualities - tone, pace, and emotion. Matching the emotion, or mood, of your prospect is key. If you begin your call sounding excited when she is not, you will be immediately branded as a salesperson, and the prospect's guard will be way up. Conference Calling Evolved Originally the conference call was limited to businesses paying exorbitant fees to the telcos. For business, it still made sense economically because the costs were less than the travel costs involved in bringing the people together. Additionally, significant time savings are involved, both in terms of travel time and in being able to communicate fairly rapidly to an extended group. 3 Simple Rules For Your Next Sales Call The other day I received a call from a telemarketer selling a website "starter kit" for small businesses. If you are reading this right now, then you undoubtedly know that I have a website. Normally, I would quickly get the telemarketer off the line so I could get back to showing people how to make more money. But this call got my attention because I thought that this might be a potential service that I could recommend to my clients. So I decided to listen to this sales pitch to evaluate the offering and the approach that the telemarketer used. Overcoming Objections Over the Telephone In sales, one of the things you will be doing a lot of, is making phone calls. You can't escape it. It just comes with the territory. High Phone Bills Can Affect More Than Your Expenses I got a phone call today from a gentleman in Arizona. He wanted to talk to me about a report I downloaded from him about network marketing. I wasn't interested in network marketing, and I told him that. Telesales HEADSETS & TELEPHONES The Dos and Donts of Cold Calling Having your fingernails removed! Sales Call Success - Turbo Charge Your Sales Calls Do you want to be a sales champion? There are a few small secrets that will help you achieve these goals. 7 Ways to Jump Start Your Cold Calls Cold calling has to be one of the most feared aspects of every sales person's and business owner's day. With some important key tips, you can make cold calling painless and enjoyable and as easy as calling a friend. How To Know Youre On A Winner The catchword today for business is flexibility. Cold Calling for Introverts In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!" Sales Therapy 101: Breaking Your Fear of Cold Calling Almost every day, visitors to my Unlock The Game? website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." Telemarketing Tips for Direct Sales Success Unfortunately, the DNC legislation has many small businesses that use telemarketers a bit concerned about their choice of direct sales tactic. However, there are still many ways to have your message get into the right people's hands without annoying them. And the fact of the matter is, telemarketing, as a direct sales tactic, works. Here are some tips and ideas to get your sales flowing and customers thrilled that you called them: Control Your Sales Calls From The Start Sales calls that you control are what all salespeople want. I am a big believer that questioning is the most important skill for sales professionals. In order to stay in control of your sales calls, whether by phone or in person, you need to be the one asking questions most of the time. K.A.R.M.A. of Phone Prospecting Do you ever wake up on the wrong side of the bed? Does the rest of the day just follow suit? Have you ever thought that your attitude towards the day might just be coming back to you through misfortunes and bad things through out the day? Generating Leads Through Telemarketing Telemarketing is one of the most common ways that a business can generate leads. It is a versatile approach. Lead generation telemarketing can be inbound or outbound, meaning that systems use prerecorded messages and can dial either random numbers or numbers from an imported list. No More Cold-Calling? Well, Almost... We do not advocate cold calling in High Probability Selling. However, cold calling is necessary at times. Feel the Fear It sometimes surprises people when I tell them I get slightly nervous before a speaking or training event. They seem to think that because I've been doing it for years, nervousness would no longer be an issue.
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