While some sales experts argue that cold calling is dead, I believe that cold calling is very much alive and well – and needed, if you are going to increase your sales. While it’s great to receive inbound calls or make warm calls to prospects who are already familiar with your company, at the end of the day, you have to make your share of cold calls in order to survive.
Gavin Ingham, a sales motivational speaker, argues that cold calling will make you feel more control of your destiny and more empowered.
I agree. Sure, you can sit around waiting for the phone to ring. But really, is that a great plan? No. You have to be more proactive. While social media (e.g., Twitter, Facebook) and marketing (e.g., trade shows) can help, you have to reach out to your prospects directly if you want to increase new business.
Mr. Ingham offers 10 tips for making cold calls. I will add some tips and insights of my own below.
1). Plan and prepare your opening statements. A good way of doing this is to tell the prospect up front who you are, why you are calling, and mention that you have a product or service that could help them (e.g., save money, improve productivity, save time). And then ask the prospect if you could ask him a few questions.
For example, you may say “Hi, I’m Bob Smith with ABC software company. We offer a software program that can help you prepare taxes for your clients more quickly and efficiently.”
Then you go on to say –
“We have helped our clients reduce their workload by 40%, so they can focus their time on other activities like seeking more clients. I’m confident that I can do the same for you. Would you like to learn how?”
As Mr. Ingham points out, put yourself in the client’s shoes – what will your product or service do for my business and why should I care?
All prospects have fears and concerns. Is your price too high? Are you a highly reputable company? What is the availability of your customer service or technical support team? What is the difference between your product vs. your competitors?
And also, what value are you offering your prospect? What makes you different compared to all the other vendors out there selling similar products or services? You don’t have to go into a long explanation, but find something that stands out that your client will remember you, and hopefully, he will be asking you questions.
What you don’t want to do is use deception or tricky when you reach your prospect. Do that, and you will be dead in the water before you had a chance to proceed.
2). Get in the right state of mind, and expect success. You don’t feel like making cold calls today? Too bad. Whatever negative feelings you have, bury them deep, think positive thoughts, and start calling. Maybe watch a positive motivational video on YouTube to get you in the proper frame of mind. Or take a short walk around the block to clear your head.
3). Know why cold calling is important to you – it’s unrealistic to assume that you are going to close a sale on the spot with the first call. So why are you making a cold call in the first place? Simple – to set an appointment. That’s it. Your goal is to set up an appointment so you can go into more detail later about what you have to offer. An appointment can be a face-to-face meeting, a phone conference or schedule a webinar (demo).
4). Practice delivery. You should have a couple of good opening statements written down. Practice them repeatedly until you feel so comfortable making your statements, that it sounds natural and unrehearsed.
5). Plan and prepare relevant questions – I always have a list of questions to ask before making any calls. Also, it helps to do a little research on the prospect of contacting him. A great source is LinkedIn, the company’s website and industry newsletters.
At the end of the day, you have to find out if what you are selling is going to help solve your client’s problem. But sometimes your clients may not even know if they have a problem until you ask good questions to raise some concerns.
What you don’t want to do is ask lame questions like “How are you doing today?” – especially to high-level clients who are probably very busy, stressed out, and most likely are not doing very well at all.
And never ask “Is this a good time to talk?” – because you are giving your prospect an opening to end the call on the spot before you even have a chance to speak further.
6). Have your support tools to hand – don’t forget to have pens and paper handy for taking down notes. Also, it wouldn’t hurt to have a comparison sheet of your products and services vs. your competitors, or some other notes highlighting some of your key benefits. In short, be prepared to answer questions.
7). Divert calls and minimize interruptions – If you are working in an office, from home, or in a high cubicle, this shouldn’t be a problem. However, it may be more difficult to do when working in an open space environment. Hopefully, your employer is using white noise to minimize the noise level, and you are sitting in an area where you are not going to be distracted, or dealing with a lot of multi-tasking projects.
8). Set clear objectives – don’t wing it. As mentioned above, your goal is to schedule an appointment to move the sales process further.
9). Don’t put your phone down or better yet, wear a headset. Personally, I prefer wearing a headset so it frees up both my hands.
10). Master your physiology. Sit straight. I know of some salespeople who use a small mirror to force themselves to smile while speaking to prospects.
I would also add that using scripts could help you when making calls. Eventually, you will develop your own voice and techniques and abandon the scripts altogether, but in the beginning, using scripts can help. Yes, of course, your goal is to understand the value that you can offer your prospect, understand his problems, and ask good qualifying or needs-based questions. But using a script in the very beginning can help you until you feel more confident speaking to prospects until you can get it down cold.
Speed matters too. I don’t mean speaking fast, I mean have a process and system in place that allows you to make a lot of calls on a daily basis.
Here is Mr. Ingham’s video below –