Steps for cold calling success
(BDaily readers offer - see below 'Jump start your sales')
During our training courses a lot of the attendees have to cold call to generate new opportunities and new business most of them prefer not to do it. However using the phone can be the quickest and most effective way to reach your target clients.
Over the years I have been personally trained and also picked up through experience a few tips to improve my cold calling. I am in the “I would rather do something else than cold call” camp and whenever I feel like this I follow my own tips.
So I thought I would share them with you. I started cold calling with the help of my first sales manager – his help was to pass me a company directory and him telling me to start at A and finish at Z! Times have changed and this is now my approach
Ideal Client
The first thing I do before any campaign is to put together a list of my ideal clients and then get the name of the right person to contact. This research is the easy part of the process that everyone doesn’t mind doing however don’t spend too long on gathering your list of ideal clients
Focus on the objective
A lot of salespeople think that when you cold call the objective is to sell on the phone. In some industries this is true (AA thanks for another call last night!) but I am focussing on winning sales in business to business. The objective when contacting someone who you believe is an ideal fit for your products and services is to get a meeting. You must maintain focus on this objective.
Preparing a Call plan/script
The next stage is to prepare the dreaded script. On every single course I deliver 100% of the attendees say they hate scripts however if I change the words to “you must prepare a call plan” they all seem to be prepared to use a call plan. So this stage is to prepare a call plan!
Preparing a call plan starts with what do you say for your opening. This is simple just say hello and confirm the name of the person you are calling. “Hello can I speak to Simon Jones” when you are put through to him listen to how he replies on the phone. If he answers the phone with his name you can be pretty confident it is him. If he just answers the phone with a “Hello” just say “Can I speak with Simon Jones”. Which ever happens make sure you are speaking to the right person.
Say Hello
Next all you have to do is identify yourself and your company. “My name is Michael McMeekin, my company is Arrow Sales”
We are great
Then say what you do, keep it short and sharp – “we help companies increase their sales, we are good at what we do and we are reasonable people”. Have a laugh if you want – such as a client used recently during a one to one coaching session. “We improve marketing for companies, we are brilliant at what we do and we are a lot of fun to work with”
We are number one
Position yourself as an expert by using phrases such as “we specialise in …” “we are known for …” and drop in some names that the prospect will recognise.
Describe your key selling points and point out the benefits the customer got and put it together with a success story that helps put over the benefits.
Your place or mine
During the call don’t forget to ask for what you want – a meeting! Just ask “I would like to meet you…” “I would like to meet you, to introduce myself, my company, my product..”
Keep asking for what you want
This is just a short sharp tip and there other approaches to cold calling but this approach is good for getting meetings with prospects who are an ideal fit for your products or services.
Here is a sample call plan from a recent one to one session I had - the names have been removed
“My name is …, my company is …
We supply …, we are good at what we do… and we give people medals (send me an email if you want to know why he gives people medals)
We work with companies such as … were our reputation is very good
We help companies with the …..
I would like to meet you to introduce myself and my company”
This client had never cold called before but still managed to get his first ever meeting by using this approach.
If you want more information on how you can improve you cold calling skills in a one to one coaching session then take a test drive to see if this is for you email me us now at sales@arrowsales.co.uk
Jump start your sales
BDaily offer
The market is tough at the moment and the economy isn't looking too bright however now is the time to take action. Don't wait until your sales are lagging behind take action now to jump start your sales. Our lunch and learn session on Thursday 10th November is designed to kick start your sales and help you sell more.
Thursday 3rd November - FULLY BOOKED
The session is packed with strategies and methods that will get you meetings and bring you new opportunities in a short period of time.
The session in Newcastle costs £75 excluding vat and is only available to a small number of businesses. However if you connect with me through the BDaily community you will get a 20% discount on the price. http://bdaily.info/
To book on the lunch and learn session phone us on 0191-2267366 or email us on sales@arrowsales.co.uk to reserve your place
