Cold Calling for You
Cold calling doesn’t have to be awful. Salespeople who practice, embrace and win at cold calling will agree: It pays off. The best part you don’t have to repeatedly crash and burn while cold calling to learn how to make it work.
Instead, use these cheat ideas that includes the most-effective cold calling techniques – some gathered from research, some pulled from industry experts, and some found by hardcore salespeople who tried and tried until they perfected them.
This has been a big part of my life, so I know how hard this can be, but when you sell to the right person at the right time how good it feels too.
To increase your prospecting success, here’s your ultimate cold calling ideas and it can also be used as a checklist:
Plan your approach Your call may be made cold, but your approach shouldn’t be. To plan your call well and make it feel warm:
Know your purpose – and work exclusively toward it. It could be to set up a meeting, get an invitation accepted, gain agreement to a trial or find your perfect customer. You can’t make successful cold calls without the result at top of mind. I always write at the top of my sheet what the day is for eg project.
Plan voicemail scripts, you’re likely to reach more voicemail than voices. Prepare a few scripts geared toward different types of customers. but don’t read from a script as people can tell and its like talking to a robot.
Even better, track results (number of callbacks ) to see which works best and bears repeating the most. When you find the right patter for you, you will find it much easier to chat to other people.
Try this one, It’s a proven voicemail approach: “Hello Shirley. Its Christine here from NoW Network sorry I’ve missed you, I’ve talked to a lot of (job title) regarding (your company’s value proposition). If this is a concern of yours, please reply to the email I will send after this call. I hope this is good with you. Again, my name is … from … Thanks for your time!”
Think “learn” first, “sell” second. You likely know that most cold calls end in rejection (about 98%, according to one Gong.io study).
So approach them with the mindset that you’ll learn more about why prospects don’t need your solution than actually selling. At first the Nos feel quite hurtful but once you understand their reasons why they say no it will all become clear.
Check your list. Don’t blindly trust that everyone on the list you have is a good prospect. Check that the company, household or person fits the buying persona you created. It shouldn’t take any more than a quick Google or LinkedIn search.
They may say no for the reason that at the moment the timing may not be right, or they have no budget, or they have a project that’s launching soon so always ask if you can call back in a month keep the door of engagement open.
Align the company. Make sure the business on your call list aligns with all or most of these criteria: industry, size, geography, and technology you already work with most.
Align the prospect. Make sure the person you aim to talk to aligns with all or most these criteria, which are similar to those you already work with: title/role, tools they use to do their jobs, people who they report to, people who report to them.Otherwise you waste your time repeating yourself instead of getting to the right person.
Ladies networking making appointments
Set the right goal. Try “50 in 150” – 50 calls in 150 minutes. That means three minutes per call. With some going straight to voicemail, some being hang-ups and some being quick rejections, this formula gives enough time for a few quality calls that get to the point.
Smile. Smiling helps you avoid sounding like a robot. A smile projects a voice with a more positive vibe. Plus, a University of Kansas study found that smiling helps people recover more quickly from stressful situation, cold calling can be stressful.
Be persistent. One, two, three calls? No. Six. That’s how many calls salespeople need to attempt. At that point, salespeople have a 90% chance or reaching their customers. I used to do 40 in the morning and 30 in the afternoon.
Open the call Every second counts. Prospects’ time, patience and interest are short-lived. For a professional and focused open: Sound interesting even on your last call of the day.
Buy time. You need a fantastic five seconds to buy five minutes, so the first five seconds are critical to success.
Ask “How have you been?” It’s an interrupter, researchers found. It’s an honest question, and it makes prospects pause long enough to wonder, “Do I know you?”
Make it clear. After you say hello, using the prospect’s name and introducing yourself and your company, say, “The reason for my call is …” The reason needs to be something that benefits the customer, not you.
Share your core competencies. Explain in simple terms (no jargon or acronyms) in 15 seconds what your company does and who you’ve done it for. when you’ve a great business use you it helps your patter and makes the customer think wow they are good.
Talk as much as you listen. In sales, you might have been told that it’s important to listen more you than talk to uncover needs. Cold calls require more talking, though. You will find that salespeople talk 54% of the time in a successful cold call.
Get personal. Winning pitches start and continue with statements that prove to prospects you already understand their pain because you work with customers just like them. Keep the focus on them, not like this: “I work with ladies in small businesses who are typically looking to increase efficiency without spending a ton of money. That sounds like you, right?”
Be an actor, not a robot. Actors use scripts 90% of the time. They tap emotions to sound authentic. They seldom leave the script because the pre-written word is usually more effective than off-the-cuff words. Keep that in mind. Yes, you want a natural conversation, but most of it needs to be within the lines of your scripted explanation and responses.
Know when to let it go. Word-for-word scripts are not relationship builders. The more comfortable salespeople get at cold calling, the more they want to follow conversation outlines – not hard scripts – for consistency let it flow.
Qualify the prospect You don’t want to waste your time or unqualified prospects’ time. To uncover needs and find the right prospects: I have a section on this on NoW for you to take a look at.
Ask big open questions, such as, “What are your top three priorities for (something related to your solution) right now?”
Ask trigger questions that focus on an event or circumstance that caused a bigger change. For instance, “I noticed that you’re going through a restructure. What kind of impact is this having on your business?”
Ask probing questions. Once you’ve uncovered a concern, issue or emotion, ask questions such as, what does that mean to you and your business?” “Can you tell me more about …?” “What’s an example of that?” Or “What is the implication of that on your time?”
Ask sweeper questions, such as, “What else can you tell me?” Or “What areas haven’t I covered that you want to talk about?” the What, Why, Where, When, Who.
Uncover three or four issues. The most effective cold calls uncover three or four issues prospects face, researchers found. They all might not be pressing, but they can help make customers recognize a need. Know several for your ideal customers and ask about each.
Propose an action Know an action you want to propose before you call. Once you qualify a prospect, propose it.
Try the CSR Approach. Get prospects to agree to a common Challenge you uncovered with qualifying questions. Tell or remind them about your Solution to the challenge and how it’s different from others. Then show them Results – facts, stats, awards, customer testimonials that prove your solution is right. Say, “Do you see how this is working?”
Focus on benefits. When you recognize qualified prospects, focus the conversation more on how your solution will benefit them and less on product features. Help them see how your solution will save them time, improve their efficiency or maximize their profits. Then ask, “Does that sound like something you need?”
Be prepared for objections. Have a list of responses for the most common objections. Answers need to focus on the benefit that counters prospects’ objections. Know your product inside and out so if questions are asked you will know the answers and be able to help with the solutions.
Key to your success
Be you people will love the natural you, look like your at work though don’t dress in your pyjamas and talk on the phone you will sound slouchy and not at all professional, so please wear something a little like you’d wear to a meeting. When you are natural people will love your own way then your on your way, to more sales.