How we cold call.
“So how do you do it?” From time to time our clients ask me how we do the calling and how do we get the results that they can’t seem to achieve when they take to the phones. Yes, we do the cold calling for them, but they also have prospects to call.
I thought I would let you hear directly from some of the people who do the calling for you, in three areas I’m often asked about:
1. What are the keys to making successful cold calls?
2. What is the best way to get past the gatekeepers?
3. What is the best way to get into the conversation?
So, here’s the first part: how we do it and what’s key to successful cold calling?
Natasha
“It’s important that when making a cold call that you properly identify yourself and state the reason why you are calling. Be pleasant and speak in a tone that convinces your contact that you believe in what you are promoting. If you are asked to call back, do so at the agreed time and remind the prospect that they asked you to call them back, and restate the reason for the call.”
Andrea
“In terms of conversation, tone is everything. Polite + friendly, but not familiar – works best. Respect the prospect’s time, quickly identify 2 or 3 benefits that the product or service offers that are applicable to the prospect. ”
Mike
“Volume is key, it just naturally increases your odds. Be consistent with the message and try new prospects, not the same ones over and over. Ask for the expected result such as a meeting. If you don’t ask you don’t know.”
Ron
“I remain polite and make as many calls as I possibly can to increase the odds. I try to smile when I speak. I don’t assume that they wouldn’t have a need for my product. If you assume that, it comes through the tone of your voice. Be responsive to their needs.”
Sandra
“Keep trying, you’re going to get more rejections than acceptances, but it’s not personal, not everyone needs what you are offering. As your confidence builds, your authority and voice will get you what you want.”
Paul
“Pick up the phone, dial the number, talk to the right person who can give you an answer, be straight to the point and confident in the message you are delivering. Get to the point of the call quickly.”
These people are on the phone all day. They know that making many calls is the foundation of effective cold calling. You probably have a small group of companies to call. The point made is to actually do it. Be pleasant, polite, consistent and to the point.
Next time, getting past the gatekeeper: what is the best way to deal with their resistance? Read here.
