HOW TO BE GOOD AT COLD CALLING
Cold calling can be an effective way to build customer relationships and increase revenue. To make cold calling work for you and your client, you need to follow a few simple rules and techniques. In this article, we share cold calling techniques that can make your time on the phone more productive and Discover HOW TO USE THE CRM FOR A CUSTOMER PROSPECTING.
WHAT IS COLD CALLING?
Cold calling is the process of soliciting a potential customer who has had no prior interaction with your company. This form of telemarketing is one of the oldest and most widely used types of marketing by marketers. The goal of cold calling is not to get a sale on the first call, but rather to begin the process of building a relationship and getting a commitment for a meeting (and possible sale) at a later date.
WHEN IS COLD CALLING EFFECTIVE?
Despite its reputation, cold calling can be an effective sales technique. Be selective when you call. Only contact prospects who have a real need for your services or products. If you can’t meet a need or solve a problem for them, don’t call. When you call a target, remember that your primary goal is to lay the foundation for a relationship, not to close a sale in one call.
You can increase your chances of success by calling at the right time of day for your target audience. For example, you are more likely to get a warm response on Wednesday or Thursday.
THE BEST WAYS TO DO COLD CALLING FOR A BUSINESS
You can increase your chances of success by following these cold calling techniques:
Focus all your questions on the customer. Sales calls should always be about the customer first. Reframe your talking points to address the customer.
Be confident and believe in your product. Assume that every call will result in a business relationship that will lead to a sale.
Create a plan. Prepare a plan with key talking points before each call, rather than a script that must be read. Sales should be personalized, and you’re likely to win more customers if you focus on their particular needs and wants. A plan keeps you on topic while staying in the conversation.
Keep your speech simple. If you are holding a cold meeting, it can be helpful to keep it to a minimum. This decreases customer resistance to the sale and allows them to relax, making a relationship and sale more likely. If you are cold calling, resist the urge to spill all the information you have on the first call.
Don’t try to close the deal on the first call. The first call should be used to gather information and establish rapport.
HOW TO IMPROVE YOUR PHONE CALLING SKILLS
When preparing your calls, practice as much as possible. Practicing cold calling will make you sound more professional, confident and friendly. You need to practice your presentation, key talking points and tone of voice. Successful prospectors know to prepare questions and answers in advance.
HOW TO USE THE CRM FOR A CUSTOMER PROSPECTING
Questions should be tailored to your potential customer to give you the best chance of success. Prepare answers to the most common questions the caller may have. Having answers prepared in advance allows you to address objections quickly and professionally.
Finally, don’t be discouraged by rejection. Rejection is a part of cold calling. Successful sales people use each rejection as an opportunity to improve their skills and move on to the next prospect.
FOLLOW THESE STEPS TO IMPROVE YOUR COLD CALLING SKILLS:
. Avoid distractions. When you call a prospect, give them your full attention. If you try to multitask, you’ll miss important information.
. Stay relaxed. If you are relaxed, your prospects will be too. If you are stressed or anxious, customers will be less open to conversation and relationship building.
. Find out how to make your customer happy. Every customer has a unique benefit that will drive them to buy your product and a fear that will keep them from buying. Find out what they are on your first call.
. Use technology to your advantage. There are many customer relationship management (CRM) tools that can help you make phone calls and sell more effectively. Autodialers are another great tool that can save you time, manage contacts and filter lists, allowing you to focus on the conversation with a potential customer.
. Use a headset. A headset will not only save you from head, neck and back pain, but will also allow you to take notes while you talk.
. Use social media, company websites and other online sources in your pre-call research. Look for company demographics, including growth rate, major contracts and number of employees. You should also learn about the person you’re calling, including their job title, the technology they typically use, their supervisors and team members. You can also use social media to find out how your contacts speak, their most common phrases and their history. Using this information in your phone call shows that you are engaged in the conversation and allows you to tailor your technique to your target.
. Prepare a strong opening sentence. You only have a few seconds to grab customers’ attention and keep them from hanging up. Good opening sentences can include recent press releases or the accomplishments of the company you are calling.
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