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Getting past call reluctance is one of the keys to successful
cold calling. Understand what's causing the reluctance and work
on a solution. The three main causes of cold calling reluctance
are lack of a plan, attitude and fear of rejection.
Cold Calling Tip #1: Have A Plan.
Planning is a key to success in anything you do in sales. Know
who you're calling. Write a thumbnail sketch of the people
you're calling. What I mean is get specific about the group of
prospects in your target market. How old are they, what kind of
work do they do, where do they live, and what kind of challenges
do they have. The better picture you get of who you're calling
the better you'll understand and relate to them.
The second part of this cold calling tip is know what the big
picture is for you. Why are you in sales and what benefit does
your product or service bring to your target market? Decide what
your objective is for the call, get the appointment, name, etc.
Plan out what you're going to say. Have a written script that
tells you exactly what you'll say. Know what objections may
arise during the conversation and how to handle each one.
Understand how and when to close.
It's not just picking up the phone and hoping for the best. Put
your plan on paper so you can see it and internalize it and your
cold calling success rate will increase.
Cold Calling Tip #2: What's With Your Attitude?
Improve your attitude and you'll improve your results. I've seen
a dramatic difference in my phone success based on my attitude.
When my attitude is bad, people are less receptive and my
success rate goes down. When I'm feeling good, my success on the
phone goes up. I guess it's not that everyone else is having a
bad day.
Work on your attitude everyday. Make a decision to have a good
attitude. If you have a bad attitude don't pick up the phone.
Stop watching the news and start reading positive books. Have
fun on the phone, make someone smile.
Cold Calling Tip #3: Don't Take It Personal.
Remember, not everyone you call will be interested in what you
have to offer. So be prepared for rejection and understand they
aren't rejecting you they're only rejecting the offer you're
making them. Thank them and move on to the next.
Cold calling is time consuming and nerve racking for many sales
people. If you expect and prepare for the best, you'll have a
better chance of the best happening.
About the author:
Jim Klein provides salepeople with effective strategies that
attract new clients, build customer relationships, and increase
sales, GUARANTEED. Get free sales training by subscribing to our free
newsletter "The Sales Advisor".
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