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14 Steps to Successful Cold-Calling |
The vast majority of salespeople do
not enjoy cold-calling. Yet, at the same time, it is an activity
that most need to do on a regular basis. The biggest reason
sales professionals are not more successful in this necessary
endeavor is the defense that they have other things to do.
However, nothing will overcome this excuse faster than being
held accountable for making a set number of cold calls each day,
each week, or each month.
As much as people would like to believe there is a secret
formula for being successful at cold-calling, the only valid one
is being disciplined enough to do it. When people avoid
cold-calling, they are generally telling themselves that either
they don’t know enough about what they’re selling or they don’t
believe the outcome will be successful. For this simple reason,
it is necessary to be confident in yourself and what you are
selling.
The following may be beneficial as you begin to practice this
critical discipline.
- Have a dedicated
time each day to prospect.
- Know the reason for
calling before you call: customer benefits, not
product features.
- Leave short voice
mail messages.
- Assume your voice
mail messages will never be returned.
- Always call one
level higher in an organization than you believe is
necessary.
- Be confident and
competent.
- Phone calls places
before 8:30 AM are the most likely to be answered by
the person you called.
- Respect the
gate-keeper by treating them in the same manner you
would treat the prospect.
- Prospecting calls
on Monday mornings and Friday afternoons will have
the worst results.
- Prospecting on
"semi-holidays" and inclement weather days will get
a higher response.
- Make it your goal
to earn the right, privilege and honor to talk to
the person again.
- Believe in what
you're selling and the benefits that the prospect
will receive from your products and services.
- Believe in yourself
and your professionalism.
- Anytime is a good
time to make a call; don't wait for the "perfect"
time.
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By practicing and persevering, both your skills and
confidence will improve. Furthermore, making yourself
accountable will help you turn your excuses into
successful sales.
Mark Hunter, “The
Sales Hunter”, is a motivational sales speaker and
industry expert who addresses thousands each year on how
to increase their sales profitability.
For more information on his sales training or to
receive a free weekly sales tip via email, contact “The
Sales Hunter” at
www.TheSalesHunter.com.
Reprinting of this
article is welcomed as long as the following is included:
Mark Hunter, "The Sales Hunter",
www.TheSalesHunter.com,
© 2007
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Other articles
regarding Phone Sales Tips by "The Sales Hunter" that you might find
interesting include:
Phone
Sales Tips When Contacting Customers
15 Tips to Voicemail Survival
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