Although most cold calls generate some sales, customer retention and loyalty is usually low unless you have an outstanding business structure that allows for exceptional customer follow-up after the initial call. This approach is used by countless businesses in almost every industry in the world.
But, is there a way to improve upon cold calling? For most sales reps the answer is yes. Iin today’s world of ad nauseam marketing is to present a fresh, new way of cold calling. To do this requires a reallocation of energy and a makeover of the typical cold call.
Here are things to consider NOT doing when cold calling:
- Don’t overdo the questions at first: The last thing anyone wants in today’s excessively busy world is to answer a bunch of questions before they know who is selling what.
Start out the conversation by telling your potential customer who you are and why you are calling. Inform them that you won’t take up too much of their valuable time, but that you would like them to seriously consider what you have to say.
- Don’t read from a script: This is common sense. No one out there really believes you are speaking your own words when you are reading from a sheet or screen in front of you. Besides, every customer is different.
To be truly successful at cold calling, you have a very short period of time to make the person on the other end comfortable with you. If they think you’re reading from a script that you’ve read to hundreds of others, you have a very slim chance of making it past first base.
- Don’t be pushy: If someone tells you “no,” don’t try to persuade them into liking what you are pushing. Simply ask tell them you are keeping a sales log and ask them their reasons for their answer.
If it makes sense, ask if you can call back at another time to see if anything has changed. You can also offer to give them your company’s number or web address so they can contact you if needed. Better yet, give them your personal extension.
- Don’t forget you’re dealing with real people: Real people have real circumstances. Don’t assume you know anything about what’s going on with the person on the other end.
Did you call while they were eating or working? Maybe they just finished an argument with their spouse. Did you interrupt them in the middle on an important call? Timing is critical. Unfortunately, you don’t have a clue when that best time is.
- Don’t give up: Remember, cold calling is a tough business to be in. Usually, only a small percentage of people respond positively to cold calls. But, those people are out there waiting for you to give them a ring.
Sometimes, you may find that they have been waiting for an opportunity to hear more about your product. Just don’t ruin a good lead with bad people skills.
Looking to beat the learning curve? Contact Walking Fingers Telemarketing for professional phone sales and telemarketing campaigns.
Call 866-205-2268 or send an email to firstname.lastname@example.org.