Hot Tips for Cold Calling
January 22nd, 2011 by www.sellinggeek.com
Perhaps the hardest sell a salesman can make is the cold call. Dialing up a stranger whom you’ve never met and attempting to talk them into purchasing a product, with no invitation to call whatsoever. However, while difficult, success via cold calling is far from impossible. Don’t expect a high conversion rate, but with the right approach and a swell of persistence, cold calling can still net substantial sales numbers. Here’s a few helping hints to heat up your phone.You Don’t Have to Close Then and There Though it’s important to always have your end goal in mind, a cold call can be an introductory tactic to get your foot in the door. Whether scheduling a more convenient time to call back or setting up a face to face, when it comes to cold calling, anything other than a “no thank you” or hang-up can be considered a victory. Use cold calling to lay the groundwork for more personal selling tactics as it’s not likely a cold call will result in an immediate transaction.Feel Free to Stray from Your Script If you see an opening for casual conversation, take it. This could help to build a connection with person on the other end. It may be a business call, but it doesn’t have to feel like strictly business. A little charm and friendliness can go a long way. However, if you find yourself talking to someone who is obviously busy or in a hurry, don’t waste your time or their time with a longwinded story.Greet Whoever Answers “May I talk to insert name here,” should never be the first thing out of a cold callers name. Instead, try a “Hi, how are you doing today?” followed by a, “is insert name here around?” after their response. Even if your call is all about the bottom line, it should appear as genuine as possible to the family, friends or intended party, no matter who picks up the phone first.