1.Cold calling is easy; cold calling in a way that actually generate sales is a whole lot harder. This is especially true for new salespeople, for whom cold calling feels awkward and unnatural at first. Here are a few tidbits to make cold calling both more pleasant and more productive for you.
2.Start with good leads. This may seem like common sense, but salespeople sometimes don't realize how much the quality of their leads affects the success of cold calling.
3.Have a script. Trying to "just wing it" is a lot more stressful, and you're also more likely to be at a loss for words at exactly the wrong moment.
4.Block out time for cold calling. If you dread cold calling, as many salespeople do, it's easy to make excuses to do anything else. But if you set a specific time each day to cold call and only cold call, you'll have an easier time sticking to it.
5.Respect the gatekeeper. Remember that the gatekeeper controls access to the decision-maker, so if she likes you, your job will be a lot easier.
6.Smile. It may sound silly, but when you smile as you talking on the phone, the other person can actually hear the difference. Try it yourself if you don't believe it.
7.Have a strong opener. You have only a few seconds to get the prospect's attention – don't waste them.
8.Don't sell. The cold call is not the time for selling; it's the time for getting the prospect interested enough to listen to your actual sales pitch at a later time.
9.Be confident. Do whatever it takes to make yourself feel more confident while making cold calls. Whether that means writing out the best possible responses to common objections, researching your product in minute detail, or holding onto a rabbit's foot, go for it.
10.Find the best times to call and use them. For example, often easier to reach decision-makers before 8:30 AM.
11.Research your leads. Spend a minute or two googling each lead before you call to give yourself something to work with.
12.Always leave a voicemail. Have a message written out and ready to go so that you'll be able to leave the most effective message possible.
13.Aim high. When you're calling businesses, try to reach someone high up in the organization – that will save you a lot of time bouncing around non-decision-makers.
14.Believe. If you don't truly believe that your product is good, no one else will. Know your product's flaws, but also know its good qualities.
15.Make more calls. The more cold calling you do, the more prospects you'll be able to load into your pipeline.
16.Ask for the appointment. Even if a prospect is interested, he probably won't be the one to suggest taking the next step – that's up to you.
17.Be honest. It's better to tell the truth and lose the lead that it is to lie and lose your reputation.
18.Call when no one else is calling. If you make calls on holidays, weekends, and other times when salespeople are unlikely to call, you will have a wide open field.
19.Use emotion. Prospects are more likely to get interested as a result of emotion rather than logic and reasoning.
20.Have fun! Treat cold calling as a game; try out new approaches; give yourself small rewards for every success; and generally have a good time with it.
2.Start with good leads. This may seem like common sense, but salespeople sometimes don't realize how much the quality of their leads affects the success of cold calling.
3.Have a script. Trying to "just wing it" is a lot more stressful, and you're also more likely to be at a loss for words at exactly the wrong moment.
4.Block out time for cold calling. If you dread cold calling, as many salespeople do, it's easy to make excuses to do anything else. But if you set a specific time each day to cold call and only cold call, you'll have an easier time sticking to it.
5.Respect the gatekeeper. Remember that the gatekeeper controls access to the decision-maker, so if she likes you, your job will be a lot easier.
6.Smile. It may sound silly, but when you smile as you talking on the phone, the other person can actually hear the difference. Try it yourself if you don't believe it.
7.Have a strong opener. You have only a few seconds to get the prospect's attention – don't waste them.
8.Don't sell. The cold call is not the time for selling; it's the time for getting the prospect interested enough to listen to your actual sales pitch at a later time.
9.Be confident. Do whatever it takes to make yourself feel more confident while making cold calls. Whether that means writing out the best possible responses to common objections, researching your product in minute detail, or holding onto a rabbit's foot, go for it.
10.Find the best times to call and use them. For example, often easier to reach decision-makers before 8:30 AM.
11.Research your leads. Spend a minute or two googling each lead before you call to give yourself something to work with.
12.Always leave a voicemail. Have a message written out and ready to go so that you'll be able to leave the most effective message possible.
13.Aim high. When you're calling businesses, try to reach someone high up in the organization – that will save you a lot of time bouncing around non-decision-makers.
14.Believe. If you don't truly believe that your product is good, no one else will. Know your product's flaws, but also know its good qualities.
15.Make more calls. The more cold calling you do, the more prospects you'll be able to load into your pipeline.
16.Ask for the appointment. Even if a prospect is interested, he probably won't be the one to suggest taking the next step – that's up to you.
17.Be honest. It's better to tell the truth and lose the lead that it is to lie and lose your reputation.
18.Call when no one else is calling. If you make calls on holidays, weekends, and other times when salespeople are unlikely to call, you will have a wide open field.
19.Use emotion. Prospects are more likely to get interested as a result of emotion rather than logic and reasoning.
20.Have fun! Treat cold calling as a game; try out new approaches; give yourself small rewards for every success; and generally have a good time with it.
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