Cold Calling Is Dead?
Cold calling – “Is it really dead?” I am frequently asked this question, and my answer is a resounding “NO”. However, processes have changed and cold calling is simply practiced in a slightly different way than it used to be.
My trainings have always advocated techniques to make a cold call a warm call by starting with :
- A referral
- Something you know about them, e.g. I understand you have ……. is that correct?
- Commenting on an action they made that you saw
- Noticing a comment they made on social media
- Having a connection with them on linked in
- Commenting on an article they wrote in Google News
There is so much information about companies now online, that there is no excuse not to find out something of interest about your prospect before you call.
What Is The Most Popular Way To Get Leads Nowadays?
Making sales by phone requires skill. One of the main reasons some staff (particularly new staff) fail at prospecting is that they do not sound confident . Well, if you are new, understandably you may not feel confident so you might need to be trained in some simple techniques how to sound confident. You might have to fake it till you make it. This is so important as no-one is going to buy from someone who is not sounding confident in themselves or their product or service. Your job is to generate such confidence in your product or service and transfer your energy to the prospect on the other end of the phone.
When making sales by phone, here are 5 simple techniques to sound confident
1. When you call someone with an offer and they say “NO,” you can call them again because the next time they might be in a different space. Persistence does work if you do it in a nice, non pushy way.
2. When negotiating, don’t drop the price too dramatically just to get the sale. It makes it look like you were trying to rip the client off in the first place and makes the client suspicious that the products have much less value.
3. Do not lie to get a sale. Offer the client the right option for them even if you lose a bit of commission.
4. Pay the client a compliment when you first meet them . Comments and criticism do not build rapport.
5. People like to know the name of the person they are dealing with so provide it.
6. Do not be too familiar with new clients. Not everyone likes hugs and kisses from a stranger.
7. Do not make the customer call you about an error on delivery. You call them as soon as you find out.
8. If a client complains, acknowledge the client straight away before they tell thousands of people .
Here’s the full story of what happened
A great Lead generation tool is LinkedIn but so often when people want to connect with new prospects on LinkedIn, they send the standard request “I’d like to connect with you on linkedIn.”
Prospecting Emails must create curiosity and interest
The prospect has not got the faintest idea “why”, so I recommend you make it more personal and give a reason to create curiosity and interest with the prospect. Just writing the above requires the prospect to look up who you are and take time out from their busy day. Make it easy for them and write an email like you write a script for a cold call.
1. (Flatter the prospect with something you noticed about them) e.g. “I read your article in the Sydney Morning Herald yesterday and noticed you are moving to Melbourne soon.”
2. (How you can help them personally) “We can offer you a reliable removal service between Sydney and Melbourne. (Get the word “you” in there)
What sets us apart is __________ (or)
What you get from us that no-one else offers is………
I would firstly suggest we connect on linkedin. Please feel free to accept and do let me know when and how I can best assist you when you are ready to move.”
It’s easy to find something out about prospects nowadays to accommodate Point 1
I would like to invite you to download a free e-book “Motivating Your Mind, Inspiring Your Spirit” and check out page 25 for my tips on “How to Overcome Call Reluctance”.
The E-book is the brainchild of one of my long term colleagues, Rob Salisbury, who has invited a number of speakers and trainers in our community to contribute. There are some great articles for salespeople in here so don’t keep it to yourself, pass it on to your colleagues and enjoy your own read.
JENNY CARTWRIGHT – Motivating your Mind – Inspiring your Spirit for 2015-Jan2015 (2)
“The Most Practical Online Telesales Course Ever Written”
I promise that every salesperson who undertakes this 12 week course online will be making more sales by the end than ever before.
Yes, it is my 20 years of research and practical experience in one course I leave this legacy for you.
There are 6 modules which I recommend you do over 12 weeks. Each module has quizzes and tasks so you implement what you just learnt. You will be required to get all the quizzes right before you can move on to the next section. It covers how to make every type of call – outbound, inbound, follow -up calls to inactive customers, existing customers, sales made, quotes and mail-outs. The call scripts you generate will be marked by me personally.
Check out the content details on the link below
Online Telesales Course Details
A postcard from Stephen, a salesman at Mcgrath Real Estate arrived the week before Father’s Day with a competition to win a $500 prize. “Write in 25 words or less why your Dad is the best”. I let my 2 sons know and asked them to do the competition. My younger son did it straight away and after 4 days of reminders, my older son had not done it. I asked him if there was a reason why he had not done it and he said, “Oh, it will just be an excuse for the real estate agent to keep ringing us or mailing us because they will want us to give our phone number and email.” I pointed out that the reason for doing it would be to win a prize for Dad and that he could easily unsubscribe from any information that was sent by the real estate agent in the future. He then sent his submission in but I feared it would have missed the deadline of 5pm Friday before Fathers Day.
As my older son predicted, sure enough, at 9.30 am on Saturday, the phone rang and it was Stephen from Mcgrath Real Estate.
Last week I went to a new dentist. I had never met him before so I told him very clearly what I wanted to achieve from the visit. I needed to replace a filling which had dropped out and I would like a clean and polish too, nothing more.
At this point he promptly tried to sell me on the idea of having x rays (He said that it was advisable to have x rays every 2 years) and he wanted to do a check-up too. There was a possibility (he said) I might have an infection in the gum above my crown. (I knew I had not got an infection as I had recently checked this). He would not stop talking for 12 minutes and then said he would not have time at this appointment to do anything more than the filling so I would have to come back for the clean and polish and pay for a second appointment.
The point of the story is, if he had just listened to what I wanted, he would have achieved the 2 tasks in the half hour appointment. I would then have trusted him, seen he could do a good job, and then I would have been happy to order more services that he suggested. Because he started selling at me the minute I arrived, he built zero rapport and trust with me.
Make sure you build trust and rapport on the phone and face to face before you ever start your sales pitch. Use open-ended questions and establish the customer’s needs, demonstrate listening skills and then you can customise your sales presentation to the customer.
Perhaps dentists should incorporate sales training in their apprenticeships do you think?
As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally. I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.
1. You know, if you have read any of my newsletters, that I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”. If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up. Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear. You can then start your call with “I just did a google search on your company and saw your latest article about _____. That’s really interesting. I’m curious, how did that affect you?” or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.
Best Wishes for a Happy Holiday Season and New Year
I wanted to take a moment to wish you all a very happy and safe holiday season and give you 2 gifts. You can download the Telemarketing Tips App for FREE for the next 4 weeks and have on the go inspiration from me on your mobile phone. Click Here Then click on “View in Itunes” , login yourself and then click “Free”. Alternatively search on “Telemarketing Tips” in the App Store from your iphone and click on Download for free.
I also want to give you access to a webinar I did for Steven Essa’s clients on how to use the phone more effectively in business to win more sales. It is very content rich so you should get heaps out of it. DOWNLOAD HERE