This document provides guidance on cold calling for sales purposes. It discusses identifying prospects, understanding the product or service, and taking action to contact prospects. Key points include profiling prospects, knowing the product inside and out to address prospects' needs, and determining the best time, place, and method to initially contact prospects by phone, email, or in-person visit. The document emphasizes preparation, such as researching prospects, and etiquette during calls or visits like active listening and following up appropriately whether the initial contact was successful in gaining interest or resulted in rejection.

1. Presented by
Ola Belgore

2. 01
Who are you selling to?
Prospect
02
How, When and Where are you going to sell?
Action
03
What are you selling?
Product
01
Agenda
If you SNOOZE, you LOSE.
Follow Up
04
Why Cold Calling?

3. • At some point in your career, you will be required to call or visit someone you don’t know to get
something you want.
• A cold call is soliciting business from potential customers who were not anticipating such an
interaction.
• Cold calling is a technique where a person contacts individuals or businesses who have not
previously expressed an interest in the product or services being offered.
WHY COLD CALLING?
This is the only way
you can meet certain
prospects
You can meet other
potential clients in
the process.
You might just be the
person the prospect is
looking for.
BENEFITS

4. How did you get
this number?
Are you on
appointment?
I am not
interested!
I’m in a
meeting, please
call back.
Please don’t call
this number
again!
Kindly call the person
you came to see
COMMON PUT OFFS
ON A COLD CALL

5. Understand your
products & services
Know what your
competitors are
doing
Know how your
service will benefit
the prospect
Target your products
to the right
individuals &
decision makers
01 03
02 04
1. PRODUCT
You Must

6. Know what they look like-
Your prospect might walk
past the reception without
you noticing!
Read about them- Check their
Background, Work history,
Education, Hobbies, any
Newspaper interviews. Check
LinkedIn, Facebook, Google etc.
Profile their risk
appetite and outline
products that will
most likely suit them
Create a short
profile statement
which summarises 2
and 3
01 02
03 04
2. PROSPECT
• Have a prospect list: Break them into Hot, Warm and Cold
• Profile your prospects:
Create a proposal
based on your
understanding of their
needs. Be prepared and
armed!
05

7. What is your strategy?
WHEN- What time of the
day is best. Depending on
their nature of work or
business. It might be in
the morning, afternoon or
evening
WHERE- Based on your
study, do you know where
they live, worship, hang
out, office address, social
club etc.
Think of HOW you will
contact them- Will it be a
phone call, email or visit?
3. ACTION
Now it’s action time!

8. 3. ACTION
First impression
matters. You must
dress the way you
want to be
addressed
APPEARANCE
No matter how well
dressed you are, it will not
be as convincing as what
you know
KNOWLEDGE
You must prove that you
are passionate about your
company, products &
services. Passion is
contagious!
PASSION
Do not be afraid to ask
questions. They might just
point you to something
bigger.
ALWAYS ASK
WHY?
Start
Success
Pick up the phone.
Make the call.
Don’t procrastinate
BOLDNESS
If the prospect is in a
talkative mood, then
simply hear them
out. Know when to
keep quiet.
LISTENING

9. Don’t try to sell
with a cold call.
Try to
endear/impress/
open up further
discussion.
Don’t be too
random. Do
proper
research and
profiling.
Thank your
prospect for
giving you
their valuable
time. Last
impression
matters
Make good
friends with
receptionists
and
gatekeepers.
3. ACTION- IMPORTANT TIPS

11. Were you turned down? Keep trying. Give them
some space and time. Send birthday and festive
period messages. Send a gift on their birthday.
Send periodical messages on market trends and
special offers. Keep finding ways to add value.
Were you able to get an opportunity? If
yes, follow up with a proposal or meeting.
Ensure you keep your promises
4 FOLLOW UP

12. Contact:
OlaBelgore@yahoo.com
Thank you.