Cold calling is not as easy as it seems. In fact it’s one of the toughest thing to do for a sales guy. Yes, a client management software makes it a little easier. But even then it’s a herculean job. Remember those times when you cut the line at the middle of a sales call, just because you weren’t interested. Put yourself on the other side & think suddenly look so different.
The very first & probably biggest challenge in cold calling is that you don’t have any prior contact with the prospect you’re calling. And as the world gets busier, your chances of getting success with unknown prospects are even slimmer. Hence, whatever few chances you’ve got… you got to make the best use of it.
Here’re a few things to keep in mind, before making a cold call.
- The first 15 secs decide the fate of your call. Be the best you can.
- The tone of your voice, the emotions you convey & the words you use should be pleasing & interesting.
- Don’t get down to selling your product straight away. Rather focus on how your offering can help the prospect.
- If the call goes well, always focus on the next action. Try to get the prospect to a meeting at a later date.
A Script Always Helps
Contrary to the popular belief that scripts are no longer in play, it’s always a good idea to have a script near you. It guides you to stick to the plan & give your best all the time.
So many people wander into irrelevant talks during sales calls. A well-made script helps you to stay on track & be productive.
How You Start
As I said earlier, the first 15 secs of your pitch decide the fate of your call. The start is always the most important part of cold calling.
Here’re a few points to note:
- Don’t talk like everyone is doing. It’s easy to get lost in the crowd.
- Be the real version of you. Don’t try to imitate a colleague you envy.
- Always try to have a personal touch to your calls.
- Try to give proven results/stats for your offerings.
- When the prospect speaks, listen.
Another important thing which most of the sales folks usually miss is to realize whether a prospect actually has time for you. Just because he gave a ‘yes’ to you asking 5 mins of time, doesn’t mean he’s actually interested. He might just be trying to be polite or he may well be multi-tasking.
It’s your job to realize if he’s just trying to be polite. If that’s the case, you’re wasting his time as well as yours.
Analyze Your Prospects
Not everyone would go on to become your ideal customer. So shortly into the conversation, you have to analyze if it’s really worth your time to keep the conversation going.
A junior level employee can’t take all the decisions in a company. In such cases, it’s your job to clarify everything & request him to connect to the right people.
The age-old saying “Practice makes a man perfect” stands totally true when it comes to cold calling. The more you practice, the better you’ll get with experience. All the Sales Pros will only tell you how many years of hard work has gone into perfecting the art of cold calling.
It’s worth learning. Just have confidence on yourself & work towards it.
Did I miss anything? Or do you have anything to add to the above? Please leave your comments below. Would appreciate it.