When cold calling is viewed as something that is more extensive than just reaching out to potential clients through unsolicited phone calls, it can dramatically set the tone for progressive business transactions.
Aside from giving you a vantage point for selling a product to a customer, cold calls go beyond that. Cold calling is an opportunity to inform and educate prospects of what you know and what you can offer.
Taken in a different light, a “cold call” is the first step in paving the way for successful entrepreneurship. However, it takes preparation and proper attitude to deliver an effective cold call.
Cold calling is all about the approach. It takes work and time to learn how to become an effective salesperson. There is no magic technique that will make you a professional cold caller in a day.
However, there are some approaches that you can take that will help you become a skilled salesperson.
Search Tip: Read our guide on effective ways to data mine sale prospects cell phone numbers.
Listed below are 10 tips that will help you develop a professional approach to cold calls
Consider your timing.
Since cold calls are unsolicited, coming across as an intrusive caller is expected. After introducing yourself, carefully follow it up by thanking them and inquiring about whether or not your timing is right.
Customers will appreciate it if you’ll consider their availability.
Here’s how I would say it. “hey [first name], did I catch you at a good time?”
If they say “yes,” then you can proceed to continue with the call. However, if they answered “no” to your question, then you can simply reschedule.
Important tip - Don’t say, “Can we reschedule the call?” Instead, try saying “Should I call you back later this afternoon, or would tomorrow morning be better for you?”
See the difference?
Using the former will just give them a chance to say “no.” While the latter gives them 2 “yes” options.
Prepare a structure.
Most people attempt to perform a cold call by depending on a script.
In most cases, using scripts won’t be enough. You need to come up with a method that will make you sound like a genuine human being instead of a robot.
Truth is, customers will hear the lack of honesty and sincerity in your voice. Therefore, you have to be spontaneous.
On the other hand, structuring a call greatly helps. Prepare an outline that will guide the flow of your call as to not drag the entire discourse.
Study your product.
A product or a service shouldn't just be taken at face value. You must know your product in and out. A potential customer will be more confident in the product or service you are trying to sell if you (the salesperson) genuinely know what you are selling.
Makes sense, right?
Having knowledge about the product or service you are pitching to the potential customer allows you to answer your prospect’s questions satisfactorily. When we can’t give our prospects a decent enough answer, there is a good chance that they will doubt our competency or even our mastery of our product.
They won’t trust what you are saying and therefore won’t trust the product that you are selling.
With that kind of mindset, it becomes more challenging for us to close the sale.
Know your customer.
You must be one step ahead. It is recommended to know (at the very least) the name of the person you are spontaneously calling. Addressing your customer by name gives you a professional stance during the call.
If you want to lookup your prospect’s cell phone number, you can use our people search by name and address search to see if we have the available information. Using a people search company such as National Cellular Directory will give you the most accurate, up-to-date results.
Assume an active role.
Passivity does NOT WORK.
Just like any other career, being a successful salesperson takes time and effort. Always condition yourself in accomplishing a successful call rather than just calculating your chances at a sure-win.
Cut to the chase.
Time is an expense too. Value your customer's convenience by keeping the call smooth and concise. Beating around the bush will not help you in your sales endeavors.
Be on-point.
Don't consume your call by dwelling on small talk. Customers will immediately want to know the purpose of your call and what is your bottom line.
Speak at a normal pace.
As a cold caller, you only have your voice as a means of communicating your services. Don't hasten your speech and don't slacken it either.
You have to be certain that the person at the other line understands you since you have no head-nods to indicate that you are indeed getting across.
Color your tone of voice.
The way you talk changes everything.
Practice proper intonation and pitch. A dull tone leaves the customer uninterested. If you are excited about the product or service that you are selling, you are more likely to keep the prospective customer listening in on the other line interested.
Prospects need to know you are competent, and that is done by projecting eagerness and not laziness.
Engage in a conversation.
Again, don't just aim at selling. A cold call is a conversation, not a conference where you solely get to speak.
You have to actively listen and give your customer a chance to speak to cite his/her insights. When the customers start asking or talking, let them finish and avoid cutting them short.
You can also sporadically insert "Do you have any questions so far?" to keep your customer on the same page.
Finish in an open-ended manner.
Whether your prospect is sold out to the message you are trying to convey or not, you have to remain positive at the end of it all.
Thank the customer for investing time to listen to you and give them a heads up that you are still willing to offer your services should they wish to acquire it in the future.
What’s next?
Are there cold calling tips and techniques that you’ve been using all this time that’s been giving you awesome results?
If you answered that question with a “yes,” we’d love to hear your ideas.
You can share it in the comments section below, or contact us directly. We’ll be more than happy to update the article and add your ideas to it.