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Top 3 Easy Tips for Simple and Fast Cold Calls
If you are a salesperson, at some point you inevitably are going to have to make one or more of these dreaded calls—for some it’s a daily thing. If you dread the idea as much as most than you may want to get a few tips on how to make these calls as painless as possible, while at the same time getting the maximum effect from your cold call. Here are the top three tips for anyone who has to make a cold call, has to be effective during the call, but really, really doesn’t want to do it.
- Thank them for taking the call. This is like a Jedi mind trick. If you immediately thank them it first shows a level of professionalism and appreciation for the fact that you most likely are taking up some important time they’d rather spend on something that does not involve talking to a perfect stranger who is trying to sell them something, while at the very same time making it difficult to hang up immediately. Some will still hang up immediately, but it is human nature to listen for a few extra seconds at least if they’ve just been thanked for their time.
- Don’t waste your pitch on the secretary and other non-decision makers. If the person you need to speak with is not available simply call back later. A lot of people in the cold call business become almost self-destructive in their cynicism, assuming every “he’s in a meeting” is a blatant lie and the receptionist is out to get them personally or something. The fact is, sometimes people are at meetings, sometimes they’re not in the office, and yes, sometimes they just don’t want to talk to a salesperson on the phone, and even if they are purposefully trying to ruin your day (they’re not), why waist time worrying about it? Thank them, ask for a good time to call back, and call back later.
- Name and exact time and date for an appointment. Even if you can realistically talk to them at any time and on any day, giving an exact time and date tells them that you are serious and it is a lot harder to blow you off when you ask for an exact time and date. Meanwhile being indecisive gives the impression you like to waist time, aren’t decisive, and it makes it a lot easier to blow you off. Most of the time they will have a counter date and time they will be available, and that is fine, as long as you are starting with an exact time and not be general.
Cold Calls can be a lot simpler and a lot more effective however when done the right way. Stay professional and have a plan, and follow these tips and the entire process will be a lot easier, and you will get a lot more positive responses.
