cold callingCold Calling is often mistaken as an annoying sales tactic. If you do it right, it’s actually a great way to market your product or service to someone that you have never met before.

Tricks and Tips on Cold Calling

Here are a few things to keep in mind.

Be accommodating and personal. One of the biggest mistakes with cold calling is having a one-size-fits-all approach with your customers.  Old methods teach you to respond automatically to certain words with a script.  As long as you come off as confident, you should be fine, right?  Wrong.  Delivering a script with lots of confidence will make people think that you are an enthusiastic robot.  Therefore, to be truly good at cold calling, you have to be adaptable.  Your ability to make a connection is key, and you won’t be able to do it when you don’t acknowledge that people are different and unique.

Make it all about the client instead of all about you. More often than not, you only have less than ten seconds to keep your potential client on the phone.  The natural thing to do is introduce yourself and your product as soon as possible.  However, that is the fastest way to make someone hang up. This is because you have started off the conversation about you rather than them, and most people have no interest in hearing a stranger talk about themselves on the phone.  They will, however, be interested in talking to someone that engages them.  Therefore, open the conversation with an issue that they may face or an interesting fact. Focus on their world rather than force them into yours.

Know when to fold. Cold calling is really all about being able to read your potential client and figure out their needs. Sometimes, even when you try hard and are having an engaging conversation, what you are offering may not fit the needs to your client. Old cold calling methods condition you to think that you should apply pressure overcome resistance.  However, a better cold calling method is to know when you should cut your losses and move on.  You will give cold calling a good name and have the assurance that you are an upright salesperson.

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