Cold calling techniques
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This document provides tips and strategies for approaching prospective customers and clients, including coming out of your comfort zone, reducing sales cycle time, generating leads through cold calling, turning around common objections, and recognizing that all steps in the sales process lead to the next steps. It emphasizes practicing cold calling skills like identifying yourself on the call, giving a reason for calling, making a qualifying statement, and setting appointments.
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Cold calling techniques
- 3. Is selling to Big shots difficult?
- 4. Leader without a title
- 5. The Second nature Come out of your comfort zone
- 7. Wanna buy…. wanna buy………… wanna buy And you get an idea To buy Art of sales
- 8. You will get no matter what you do You are not going to get The 1/3rd rule
- 9. Please help More the people better the sale
- 10. A=P=S Yesterday TodayTomorrow Reduce the Sales Cycle time
- 11. You are getting closer to a YES Every time someone says NO
- 12. Generating Leads The T call
- 13. Cold calling mechanics Identify yourself and your company •Give the reason for your call •Make a qualifying statement •Set the appointment
- 14. Do I sound robotic / like a parrot? Learn Memorize Internalize
- 15. Tips for Cold Calling Stand-up Record Timer Use a Mirror Practice Implement
- 16. Turn around common responses
- 17. Most people respond in Responses
- 18. Principles of sales success All steps lead to the next steps
Editor's Notes
- The word "cold" is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person. A cold call is usually the start of a sales process generally known as telemarketing
- In essence cold calling is the art of approaching someone, professionally, openly and meaningfully, with a sensible proposition. All great entrepreneurs and leaders possess this ability or they would not have become successful. Cold calling therefore enables success, chiefly because cold calling is strongly focused on initiative and action. cold calling is the life blood of all business - and any organized activity. Without it nothing happens. Even in largely automated businesses the automated systems would not have first come into being without someone doing the necessary cold calling. And nothing would develop or improve without someone being able to use basic cold calling skills to instigate the changes. Cold calling dictates what happens, to whom, when, how - and even if cold calling is positioned and managed as a lowly activity, as is often the case, two things are certain: cold calling alone can create and be a business in its own right - because cold calling is effectively the ability to make things happen - whereas every other business activity needs cold calling to start up and survive therefore successful cold callers can go anywhere and do anything - they are entirely self-sufficient and ultimately are not dependent on anyone or anything. The philosophy applies in consumer businesses (B2C) too, where even if you are forced to work to a script or a strict list of prospects, you still have the opportunity to develop your own strategic ideas and style, which when successful can (if the organization has any sense) be extended into initiatives and campaigns for others to follow - placing you in a key role as a 'champion' or trainer or project leader. Successful cold callers are always in demand. They can always make things happen - for themselves and for other people. http://www.businessballs.com/cold_calling.htm
- See cold calling as strategic and empowering, and yourself the same. Leave behind any temptation to treat cold calling as an indiscriminate or impersonal numbers game. If you want to succeed at cold calling then embrace it as the powerful process that it is and aspire to be great at it. Address and alter other factors which affect your attitude and mood for cold calling, for example: Your working environment (change it to suit yourself and the cold calling activity as far as you can - see tips in time management especially). Standing up rather than sitting can make a remarkable difference, as can posture and ergonomics of desk and equipment. Avoid behaviors that add to your stress levels. Eat and drink properly. Exercise. Take breaks. Manage interruptions and other demands. Cold calling is much easier when you are relaxed, fit, focused and free of distractions. Have some personal goals and aims - whatever is meaningful and achievable - aside from whatever daft targets might be imposed from above - incorporate cold calling into your own personal career plans and aspirations. Focus on developing your ability, confidence and experience in dealing with ever more senior people, and discussing issues on an ever more strategic level. Visualise how you want to be regarded by the people you speak to - and you will grow into and live up to that image. For example: "People I speak to will regard me as a highly professional business person - beyond a sales person or a telephone canvasser - they will think of me as someone they can trust - an expert in my field, someone who can enable improvement, clarity, cooperation, solutions, etc., completely irrespective of my actual job title." Ask yourself, of all the people involved in the customer and supplier organizations, who is best positioned to view and respond to the overall system? Not the CEO's, not the managers, not the technical project managers. The person best positioned to see and adapt to the whole system is the cold caller. Only that person has the breadth and depth of view back inside their own organization, and also outwardly into the prospective customer organization. The cold caller is the single pivot - the main connector, interpreter and translator - between supplier, prospective customer and all the other market forces.
- How did you feel when you first started walking, talking or anything for that matter? Now don’t you feel all those have become second nature to you Your comfort zone is comfortable because it's where you know what to expect. Going out on a limb can be scary because you might fail. You might lose something. But you might also gain something, huh? In order to become comfortable with that uncertainty, you'll need to practice. Make commitment to drill the technique repeatedly until they become second nature Enjoy the unknown. When is the last time you felt excited about not knowing what was going to happen next? If you're deep in your comfort zone, it's probably been a while. Don't you miss it? Don't you miss the mixture of anticipation and anxiety that makes your heart flutter and stomach turn at the same time? Bring that feeling back into your life.
- If you a sales person - You are in front end. The success and failure of the company depends on sales force. Success = Solid base of prospects cold calling Get in the door
- If somebody keeps telling you repeatedly something, example: you are intelligent or you are stupid, you start believing in that And cold calling works the same – you keep saying repeatedly Wanna buy, wannay buy and the customer gets idea to buy
- Where Sales come from: You’ll get 1/3rd of all your sales no matter what you do – There are people who need your product / service just like you need to go to the supermarket to buy milk Then there’s 1/3rd of your sales that you’re no goint to get for whatever reason, no matter what you do. Sometimes it’s because the other guy / internal changes 1/3rd of sales is always up for grabs. Good salespeople separate themselves from the mediocre salespeople
- Put your hand up – Add cup – and a bell – bing bing bing bing with a sign “please help” If you see enough people you will eventually make sale
- Know me like me trust me pay me evangelize me Reduce sales cycle time - Avoid procrastination – Today , now is the time Gerbil Selling Client asking you to come over and over again. Peaks and valleys Manage appointments follow updecide how many times you would meet Appointments = Prospects = Sales You got the sales today, that’s because of the efforts of yesterday, for a better tomorrow work today
- If you are not hearing no you are not making sales 20 calls – 5 appointments – 1 sale Everytime someone says NO you are getting closer to a YES Maintain a “NO” chart How to get an YES Double the number of calls - Just one more call a day Get through more often Get more appointments Close more sales Generate more money per sale
- Lead generation FRA – Friends, Relatives & Acquaintances Talk about what you do, What’s your business Civic organizations – Become member of Lions, Rotary, Conferences The T Call Whenever you have an appointment, complete the meeting – Turn right, left and behind and get three more appointments Newspapers Obituaries – Which company they worked for? Advertisements, Classifieds Existing Business Always check on dead accounts – you never know they might be in different business The usual suspects Directories, Yellow pages
- Cold calling Mechanics Get the person’s attention – Depending upon what I say You are going to respond somehow Better the opening – better the response Need not take permission to call back -- If they don’t want they wont pick Best way to get attention – callout the NAME with Greeting Identify yourself and your company Give the reason for your call Make a qualifying / Questioning statement Set the appointment
- Script – Do I sound scripted if I use a script? Do I sound robotic or like a parrot? You watch so many movies / soaps – They definitely need a script, however, never sound scripted For you to sound natural Learn the script Memorize Internalize
- Six Tips for cold calling – Use a mirror – Your voice becomes squeaky because your back neck muscles are pulling on your vocal cords. The smiling relieves this pulling Use Timer Practice Keep a record of your call – Number of dials, connects & appointments Record your calls Stand up when you call Implement
- Turning around common responses I’m not interested No thanks I’m happy with what I have Sales is selling to somebody who wasn’t interested prior to your call Well, Mr………, a lot of people had the same reaction you did when I first called, before they had a chance to see how, what we do has benefited them I’m too busy Well the only reason I was calling was to set up an appointment Sent me some literature Can we just get-together, How about Tuesday at 3:00
- People respond depending on what and how you talk. Always remember people respond in kind
- Principles of sales success All steps lead to the next steps The difference between success and failure is 72 hours All objections and responses can and should be anticipated Follow – Through rather than follow-up You must find out what the prospect does Prospect respond in kind It is necessary to ask for the appointment