|
Cold
calling prospects can give anyone a brain freeze. But here are some great
ways to warm up your cold calling procedures:
Only
call when you feel the freshest and most energized. Remind yourself that
you are offering the person something that will benefit them not burden
them.
Think
of the call as a friendly conversation, not an adversarial one.
Be
friendly with everyone and anyone you speak with on the phone. It never
hurts to make an ally.
Do
your research. Check local newspapers, industry journals and websites for
information about the companies or individuals you're calling.
Try
to have a sense of the person most likely to accept your call. Know their
name when you call.
Have
a calm and well-rehearsed opening statement. Since you have about 20
seconds to get a prospect's attention, you can't afford to ramble once you
get the person on the line.
Think
long-term and save the sales pitch for later. Remember, you're just
calling to set up a face-to-face meeting.
Have
a strategic plane if your prospect stalls. If s/he asks you to send
information, ask permission to ask them some more questions so that you
can send the pertinent information.
Always
maintain your composure and be polite. While venting your frustrations may
feel justified in the moment, it completely shuts the door to a sale.
Maintaining a pleasant attitude in the face of frustration can leave a
lasting impression on your prospect and keep your foot in the door.
Don't
go over board with pleasantry. It can seem schmoozy and disingenuous.
|
