March 2, 2010
Mastering the Art of the Cold Call
Remember the Phone?This generation of business leaders and marketing personnel seems to prefer instant messages and emails to communicate with their potential clients. While convenient electronic communication may be quicker, it just doesn’t work well when you’re trying to convert a prospect into a client. Cold calling not only gets your foot in the door, but the strategy also creates a first impression that can help you generate an identity in the mind of your client.
Boost your cold calling game with these simple tips:
- Make Your Calls in the Morning: Cold calling prospects is a great way to start your day off. Baseball players wing heavier bats in practice, so their regular bats will seem lighter during gameday. You can do the same with your selling muscles. After a few cold calls to start the day, every other sales duty will be be a piece of cake. By calling early you also have a better chance of eluding “gate keepers” and getting right to hard working professionals like you who get in the office early.
- Numbers Game: I once had a college professor who was also a real estate agent. He said he got one “Yes” for every thirty “No’s”. Every time someone told him “No” he got excited because that meant he was one call closer to a “Yes”. The more people you call the more prospects you’re going to convert into clients. It’s as simple, but as complex as that.
- Be Persistent: Many prospects take several calls to finally get sold on you and your offer. Make notes, follow up and track your progress with everyone on your list. There will be a lot of “No’s” but that shouldn’t deter you from continuing on.
- Research Ahead of Time: By researching your prospect and their company through the Internet before you call them you will have a huge advantage during the initial conversation. Even something as simple as knowing where they are located can make you stand out in their mind.
- Don’t Read a Script: While having an outline of what you’re going to say in front of you is a good idea, you never want to come off like you’re reading from a script. Use your outline as a guide and never, never, ever read straight from it.