Cold Calls. Words that can, at the best of times, send chills down your telemarketer or development managers spine. Cold calling has been around since the dawn of sales and has worked for many businesses – if done right. However, there are other businesses who avoid it like the plague. Today I am going to give you tips on how to make cold calling easy, efficient and effective.
Firstly, the definition of cold calling and bold calling – it is where you train your sales team or if you are a sole trader, yourself, to get on the phone or on the road and approach people to try and sell your product. And the first thing you do before you start this is creating your avatar. This is your ideal client. Once you have that, you can search for people to call or approach and market your product.
Here are 6 tips to consider before you start cold calling (or bold calling):
Having a well written, well thought out sales script is important when training your sales team. Even if it’s you making the calls, it creates some sort of support for you. It is also important to test and measure your sales scripts because some of them may not work.
It is important to have some confidence when calling someone. And whilst a lot of Salesmen are not born with this talent, it can very easily be learnt if guided by the right mentor. Overcome your fear of approaching the unknown. What have you got to lose?
When calling someone to sell, it is important to have all the knowledge of the product or service you are trying to sell. If you get asked questions about the product or service you are selling, it is important you give confident answers to the person at the other end of the phone call. They should pick up on the fact that you know what you are talking about when asked questions. Even if you don’t know the answer, it is important you convey information they can follow up on or you can follow up on with them. They should know you mean business and you know what you are talking about.
It is important to equip yourself with answers to the tough questions and responses to those slipping away on the phone. There will be many who will resist you, who will try and hang up on you, who will tell you they are not interested. The best way to overcome that objection is to touch on their weaknesses and solve a problem they are having. Because at the end of the day, you are selling something they don’t know they want or need. It is up to you to make them understand why they need your product.
If you are indulging in bold calling, then you need to consider how you look to the other person. If you want people to listen to you and take your advice on the product you are selling, then you have to appear professional. Take advice from Barney Stinson (How I met your mother, TV Drama) and “SUIT UP”.
The Big Close
In many cases, you will succeed in making a connection, boasting your knowledge of the product and possibly close to making a sale. But at the best of times, if you don’t close well, you lose the sale. Equip yourself with at least 3 strategies on closing the sale. That way you can use one depending on what your situation is and where you are leaving the conversation. A piece of advice, ask a direct question before closing.
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