When Cold Calling Can Be Hot! Bring It On!

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Most people find "cold calling" tough. But if you go about it the right way, not only will you boost your people skills, which is essential for any offline marketer, you will also earn the respect of your clients.

Sometimes you have to bite the bullet and go for it! One on one contact is totally the best way of growing your business.

Don't run away! Check this out:

1. You are Business to Business calling: believe in yourself and your business. You are offering products and services that will enable your clients to grow their business - project that image.

2. Send a well written introductory letter to the business owner - make the call three days later. Hand write the envelop in BLUE INK! Check out the pyschology. They will open the letter.

3. Never call on a Friday afternoon at the close of business. Around 10 in the morning on a Tuesday or Wednesday is a good time.

I spend a lot of my time on the phone to people - these are some of the tips and tricks I use to make it a positive experience:

1.Smile! Your positive attitude will come through in your voice
2.Be confident - even if you are rejected
3.Be polite - even if you are rejected. Never hang up!
4.If you need to conclude the conversation, physically stand up! Your body language will have an impact on the call
5.Never use a script! If they don't have one you will die when they ask the wrong question!
6.Make the conversation open ended - so you have the opportunity of calling again
7.Listen to them! Listen to them! Listen to them!
8.Don't try to save the world on the first call
9.Be business-like but personal - make sure you are properly briefed
10.Don't address the person using their first name - unless you know them well and have a good relationship with them.

How to get through to the right person:

Usually the first person you speak to will be the receptionist. Pick their brains! In the course of conversation, you can discover who does what in the company and who the key decision makers are.

They will often answer the phone using their first name: "Good morning. My name is Natasha. How may I direct your call?" Something like that. Feel free to address them using their first name. "Good morning Natasha. I wonder if you can help me." Make sure you keep a note of their name for your follow-up call.

(You MUST have a good Customer Relations Management system to record every contact you have and schedule call backs etc)

There are a variety of ways to get through to the right person:

a) "Natasha, I have been in touch with (prospect's name) to offer business support in the area of (.......) and am calling to follow up my letter. Can you help?" It is unlikely they will have details, so will attempt to put you through to your key person.

b) If they have details, they will let you know - keep a note. Then ask to speak to the person directly, thanking them for their help.

c) If you end up with a voicemail, leave a short, polite message reminding them that you wrote a letter to them offering to support their business development by (....) and ask them if they need further information - leaving your direct line contact details.

d) If you speak directly to the person, apply all the telephone techniques listed above(!) and start to build a relationship with this person. Keep note of the conversation and ascertain more details about the needs of their company and the solutions you can offer.

Remember: you want to offer them a solution not a product. So as they are speaking, use some discernment. What is it that they need more than anything else for their business. What are they looking for in terms of growing their business? What are the criteria they think important.

e) If you only have the first name initial of the key decision maker, it is worth getting the full name of the person for future reference. For instance, if you know the initial is "A", then use any name beginning with "A" when phoning. Say to the receptionist: "Good morning, my name is (your name) from (your company). Could I speak to Alan Evans please?" She will say, "Do you mean Andrew Evans?" You say, "Oh yes, I'm sorry, I meant Andrew Evans." Job done! Now you have the firstname of your prospect.

f) When you ask the receptionist if you can speak with this person, it is better to use their whole name: Not: "Can I speak with Mr Evans please." Say this: "Can I speak with Andrew Evans please." This is formal but with a personal touch and gives the impression that you know this person.


Make a few practice calls with people you know - you will gain confidence that way.

You don't have to be an extrovert to be good at cold calling. Just be yourself.
The whole idea is to build a relationship with your prospect and to offer them solutions that will give them confidence and peace of mind.

There is a whole lot more I could say, but you will be getting extremely bored!
#bring #calling #cold #hot

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