Almost every non-negotiated sales or business call is probably uncomfortable for the prospect. “Cold calling" is, however, one of the few truly proven methods that can help you get a new opportunity. The Eyes on Sales website offered some tips to get the most out of these calls.
Before you decide to call a prospect, think positively and believe in the effectiveness of the chosen method. There are many opinions telling you that “cold calling” is dead for a long time already. That is not true. It is still one of the most effective and fastest ways of customer acquisition and it is still evolving.
Once you make a contact, consider carefully the questions that you ask. Therefore, do not ask what you should do for a client in order to obtain a contract. Rather offer a strong and compelling reason of your call which will help him solve his problems and needs. Keep in mind that the questions which have no value for the person being called lower your value for a potential partner.
In order to win an appointment with a client, do not start without preparation. Obtain at least contact details of the responsible person, including the name and the function. Prepare a brief draft of your argumentation for the likely objections and do not forget your diary to schedule your appointments immediately.
Too few traders are fully focused during the call. Before sitting down to the phone, focus your energy on the planned conversation and do not get disturbed. Do not forget the self-confidence, nice approach and conviction that what you offer is really the best for the client. If you do not trust the product, why should the customer?
If you are going to bother someone with a phone call, make sure that is at least a nice distraction.
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