Do you hate cold calling customers? Do this instead..

[Simple URL Shortener Team]

Do you hate cold calling customers? Do this instead and get better at it.

In these days were we have LinkedIn, Facebook and other social media platforms, in-bound marketing, account based marketing, video marketing and so forth it is very easy to forget that the old phone actually works too; actually maybe even better in someway than before in the past when we did not have the internet. Reason behind this is quite simple; less competition than ever before!

While hiding behind your computer may feel like a safe option, putting yourself out there may give better sales and marketing results than you might think.

These days decision makers receives less sales calls than they did in the past and if you act professional and being up-front with what you can offer of value they may be very open to listen that what you have to offer. It all begins and making that dreading cold call. But hey it might not be so bad as you think. Cold calling can be very fun too and you get direct contact with your prospects.

Afterall; it doesn’t matter which modern form of internet marketing you use. The main goal is that it ends up with a sales call and a signed sales contract at the dotted line, right?

So why not go the direct path?

Well here is how you do it.

• Set aside time:
  Instead of dabbling with cold calls every now and then – which also makes them easy to put off – set aside a specific time a week, for example half a day, when you can call undisturbed and focused.
• Set goals: Decide how many calls you will make and chart the results of the call to see how many people you got to speak to (that was not a switchboard or answering machine), how many meetings you book and how many asked you to call back and how many requested information by email. The latter parameters are also good because there may well be new opportunities when following up. The mapping helps you see what hit-rate you have.
• Have a good basic list:
  Make sure your list has as many relevant companies as possible by segmenting it based on industry, turnover, number of employees or any other variable that means you don’t spend time calling companies that don’t fit your offer.
• Collect participant lists. At conferences and industry-related gatherings, you can collect contact information that can become a good ring list.
• Do NOT ask if you disturb the prospect:
  When you call them or apologize for it. Instead be direct and clear what you want and LISTEN to what they prospect says. Also be attentive to if you can hear back ground noises or voices which could mean that you called during a meeting. Show your customer the respect and ask if you should/can call him on a more appropriate time and when. The important thing is to show that you respect the customers time and you’re not the random sales guy, but you are a real professional.
• If no, set a new time.
  If the person is unwilling or unable to talk, be sure to set a time or day when you will return. This also applies if they ask you to come back after Christmas, the weekend or a holiday. Add to your calendar.
• Ask them to come back in a year:
  Call in six months. Otherwise, you risk missing important procurements or decisions. If you receive an excessively long time until the next follow-up, there may be changes in the interim, so stay one step ahead.
• When the conversation ends:
  Proceed from the three I’s.
  Introduction: a short, concise introduction where you either open simply with information about who you are and what you want, or bake in a relevant problem directly, based on what you and your company usually solve for your customers.

• Stimulate Interest:
  ask relevant questions, prove your competence. Then take the initiative to meet: give the person two more options when you can meet,

• Send an invitation:
  In Outlook, preferably with a summary and agenda.

• Create recognition:
  You can easily show that you understand the company’s problems, especially if you notice that the person you are talking to does not want to be so open. For example say something like: “We often see in other companies in your industry that …” is an effective way of expressing yourself.

[AngryWarrior]

Oh. Nice post!

Thanks! 🙂

I cold call sometimes, but its not always easy.

It still works though, but you need to be consistent when you make the calls and work the hours to get results.

[Lion King]

Meh.. Linkedin and inbound marketing is better than cold calling..

Follow the crowd and you be just another cheep.