Although there have been many innovations in marketing over the years, cold calling is still a method that can be effective if executed properly.
Over the years, people have become attuned to cold calling and often they will hang up as soon as they realize they are taking a sales call. However, there are some who are willing to hear what you have to say, but again, it is often a challenge to keep them on the phone and hold their interest.
If you are trying to promote a product and are using cold calling to try and increase sales, here are some tips to keep in mind to make sure your techniques are effective.
Plan a Warm Greeting
You may be calling a hundred potential customers, but your voice should never sound tired. A warm greeting will really draw people in so do your best to bring it every time. Be sure to take breaks as needed and keep water by your side to avoid burnout.
Customize Your Call
You may be calling people randomly, but if you are working off a list of prospects you know might be interested in your products or services, your job will be a bit easier.
Make this knowledge work to your advantage by doing some research. Then use the information you have ascertained to your advantage. Mention possible problems they may be facing. Then tell them how your product or service can help solve this problem. You can also share success stories from other customers who have been able to solve similar problems with your product.
If you are not confident about the product you are selling, it will make people less likely to buy from you. They will detect the lack of confidence and think you don’t feel strongly about the product.
A lack of confidence can come from two sources. On one hand, it may be a case of nerves. If so, do your best to get rid of nerves by practicing through the script a few times before getting on the phone.
Also, be sure to research your products so you are prepared to answer any questions your potential customers may have.
A lack of confidence can also stem from the fact that you don’t feel confident about the product or service you are selling. If this is the case, you probably shouldn’t be selling that product.
Have a Plan B Prepared
Not all cold calling goes as planned and you can expect a fair amount of rejection. In some cases, you may have to accept defeat, but in other circumstances, you may be able to turn a ‘no’ into a ‘yes’.
Do your best to anticipate reasons why your prospect may not be interested in your product and prepare a rebuttal. If your prospect gives a reason you are unprepared to respond to, work this to your advantage by taking a note of this and preparing a response that you can use in the future.
Making a sale is not easy and cold calling is particularly challenging. Being confident, friendly and knowledgeable can increase your chances of making a sale. Do your best to prepare yourself to make cold calling an effective tool in helping your business grow.