Updated: Jun 16, 2019
Have to call a prospect and not sure what to say or how to do it?
This part of sales is generally the part most salespeople dread so let me give you some tips that may make it a bit easier......or may even help you to make it your number one source of lead generation.
COLD CALLING TIPS:
Address them using their proper names, no nicknames
Do not focus on yourself
Don’t ask anything of them straight away instead get them curious about what you might be able to help them with by bringing up an idea (be specific).
Don’t ask for a decision straight away
Don’t call to ‘introduce yourself’
Remember that the people on the other end of the line are humans and everyone has their own view of the world.
They’ll only be interested if you mention something that resonates with them. ➢ What is their daily routine? ➢ What might they be interested in? ➢ What could help them with their job or make their life easier? ➢ What do they need? Become aware of any market forces or societal shifts that may be affect their job/business/day to day.
Show that you know one or two of the problems they are facing and mention proof that you’ve helped others with that.
Don't get them to agree to the obvious i.e. be too ‘salesy’ or manipulative
The correct mindset is to always be asking yourself ‘Who am I talking to and what might they want?”
1. Plan in advance and do your research: Check their website out – look for their staff, vision, core values etc. If they have a blog read it!
Google search the company and any industry publications; even have a look at Google Street View to get an idea of their offices. This can help you know whether or not to be very formal or relax a little depending on the type of offices they occupy.
Use digital search tools such as InsideView or the usual suspects of Facebook, Instagram, Twitter and You Tube.
2. Have a goal for the call along with a fall back goal in case it doesn’t go as planned.
Write your goal down on a piece of paper so you don’t ‘flap about’! Eg. Your main goal might be to get an initial appointment or find out the Decision Maker or to offer a free workshop.
Your back up goal might be to leave a good impression so you can call back at a more appropriate time.
3. The first thing they want to hear is how your product or service works. They want easy to use things that make their life/job easier. They don’t want complicated processes. Executives on the other hand don’t want details they want big picture and how it is going to benefit the business.
4. Remember everyone likes their day to be brightened up a bit so don’t be afraid to be a little different. Do everything you can to NOT come across as another cold caller. Call at different times - it shows you’re confident. Send unusual gifts to stay front of mind (a pair of shoes to say: “trying to get my foot in the door!’
5. Gatekeepers are people too and can be your biggest obstacle or your biggest fan! They deserve respect and quite often can give you a lot of the information you need so that you are more prepared when speaking with the decision maker.
Be kind, respectful and do not interrupt them. Answer their questions fully and do your best to build a relationship with them.
More to follow and let me know if you have any questions.