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Starting a new sales job is tough, especially in an industry you
have not formerly entered before. I am here to tell you that
products and services are being sold every day and you are
losing out. I too was like you at one point. I had
trouble calling and setting up appointments. Now I have
so many appointments I do not have to prospect for weeks. I am
telling you that 5 out of ten people I call will want to meet
with me and of those 5, 1 will make a purchase. With my free
ten simple steps created for you and used by business sales
professionals all over the world, you will be able to enter any
market and be successful. I will give you the tools to succeed
and increase your numbers.
Ten Tips for Cold Calling -
1.) Make a list - this list should include people or
businesses that need your product or services. A great way to
find a list is by using the online yellow pages.
I always focus on one group - for example I might call
engineers, hardware stores, or medical offices so I can stay
consistent in my technique and learn more about that industry,
segment, or market.
2.) Select an area geographically - it will save you on gas
and give you an "in" for nearby businesses also.
"I just visited a client at the B Mart around the
corner - they told me that you recently just started up and you
might need our products or services!"
3.) Pick up the phone and make the call - hardest part of
cold calling is picking up the phone.
Think of it as you are NOT selling anything. Another
way to think of cold calling is that the person you want to
talk to (decision maker) does not have the time to look for the
product or service you are selling. You are making it easy for
them by calling them!
4.) Ask for help - when the call is answered, ask the
person if they can help you. Tell them your first name and
tell them you are looking for the person that deals with product A
(product or service you are presenting). You will get minimal
resistance if you are polite and smiling. Once you get the
persons name write it down, make sure you also write down the
persons name who answered the phone (this can be used as an
"in" later if person you want to talk to is not there).
Be prepared to ask for an appointment just in case you have the
person on the phone.
This is also a good time to ask a couple of simple questions
before you speak to the person you need to. What do you think
of your current equipment?, How is working?, How is your service?,
How much is it costing you monthly?, What do you like about it?,
What do you not like about it? Thank the person for their
time. Once you have some ammo -
5.) Ask to speak to that person - if they are away or busy
you have the name and can call back - I suggest asking when a good
time is and scheduling your next call at that time - but make sure
you call at that time!
You are still not selling at this point - lets recap so far what
you should have at this point in the call. You should have the
persons name who answered the phone, and the person's name in which
you need to speak too.
6.) Now you have the person in which you need to speak to
on the phone. Here is a sample dialogue of what happens next:
Hi, my name is <your name>, and I spoke with <person A>
and they were telling me about your dreaded <product or service
A> I would like to set up a time next week to see what
equipment you have or services are being provided to see if we
can make it better. Should only take five minutes how does 10 AM
next Tuesday sound?
Be patient and ask for the appointment next week - make sure you
have a specific time in mind.
7.) Show up early and look at the equipment make sure the
person you are supposed to speak to knows you have arrived.
8.) Get the information you need by asking more questions.
You should always be finding an avenue where your product or service
can save money or time.
9.) Find out if they would be interested in a quote or a
more formal meeting. A good question to ask is if they have a
budget.
10.) Come back and present your quote (now you are selling)
and ... Ask for the sale!
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