Don’t knock cold calling if you haven’t tried it. It can be beneficial to your business if done correctly. You must first figure out your niche, the services you offer and target the correct business to come up with warm leads.
I was very nervous when I first started cold calling in order to grow my business. Then I realized that I had previously cold called for other companies and done well because I tried to be the best and get a good paycheck at the end of the week. That really helped me get over my jitters!
When you are cold calling you can be anyone from Jessica to Brittany as long as you are confident, avoid sounding like you are reading from a script and sell your services with oomph. You can be yourself. Maybe you need to stand or sit, just make sure you are always smiling and upbeat so that comes through on the phone. If you are happy and confident you are much less likely to have the person on the other end of the phone hang up on you. They are more likely to give you a minute of their time.
I have mentioned that I did cold calling for other companies. My goal was to be the best salesman on the floor and get a decent payment. I am about the shyest person you will ever meet but I figure they can’t see me so what do have to lose? If it makes you feel better imagine that you are working for another company on commission. You don’t want to be let go because you are not doing enough selling and you want to get paid. Well, this is your company and you need to make money for your business to survive.
We start by writing a script. You can purchase a script but it won’t really be tailored fo your audience and what you want to say. Besides that takes the fun out of it! If you are like me you are always revising everything anyway.
When you call you want to greet the person who answers. They are the gatekeeper. If they give you their name when they answer that gives you leverage. Act like you know them and the person you are calling. Act as though they are expecting your call. When you get through to the decision maker greet them, ask how they are and try to build rapport. Before you get started ask for a moment of their time. I always ask what their biggest challenges are and how much time they spend on administrative tasks. Your first question will depend on what business you are in.
Be sure that you listen carefully and pause after each paragraph so they can respond. At the end of your script be sure to summarize everything you talked about and thank them for their time. Thank them no matter what their response was. If they want to hear more get their contact details so you forward the information to them. You can also ask to meet with them for a face to face consultation.