Let’s face it, cold calling has been brutal these past few months. There is a full-proof way to stay consistent while calling potential clients, so you can focus on enriching your content and tell those nerves to take a hike!
Here’s what to consider when cold calling after the pandemic:
Write a script
This way you can practice what you want to say and how to say it. You don’t want it to sound like you’re reading out loud, but you don’t want to look like you don’t know what you’re talking about either. Find that fine line of straight to the point facts and marry it with your excellent customer service! Also remember that tonality is important. Be enthusiastic, but not too ‘Salesman-y’.
If you make a good call, don’t stop there. Keep the momentum going and make more calls to increase chances of making more appointments. You are more likely to have a positive outcome if you yourself are positive. Your opening sentence should be 10-15 seconds long and hit touch points that interest your prospects. Those touch points should be problems the potential client is facing and your solutions. Don’t waste time on prospects that give a hard no. If they’re not budging, end the call and move on to the next client.
Actively Listen to Clients
If they give you their pain points, you should ask follow up questions before going into your sales pitch. This shows that you care about them as a person instead of treating them like part of a quota. Here’s a tip: Ask open ended questions that relate to their grievances, so they open up to you.
Take your time
The point is to have a fruitful conversation, not to rush off the phone. On that same note, it’s okay to build rapport, but keep the conversation on track.
Lastly, always always ALWAYS take notes during your calls for referencing purposes. This helps you stay more organized and remember key personal details about the potential clients.
Cold calling has never been easy, but this turbulent climate has made it even more difficult. Try incorporating these steps into your calling routine and note the improvement for yourself!