All of us here at York Consulting want to wish you a happy New Year, and we sincerely hope that 2020 is your most successful year yet.
We also hope you have not only enjoyed the articles we write for you, but more importantly, you get good business value from them.
There are two things we wrestle with, when we write an article for you;
So, to start off the New Year, we’re going to give you both, because we believe the industry needs to understand why and how cold calling can be so successful, when it is done properly.
How to Prospect Successfully with Cold Calling
Today, I’m going to give you some ideas about how to prospect successfully with cold calling, and how you can drive your business to bigger heights.
The first thing you need to do, to be successful at cold calling, is have a plan and a script.
Actually, you should have a plan and a script for any sales call. But it is especially important when cold calling.
And the second thing you should do, before you do any prospecting, is practice.
As I’m sure you know, the most successful people, in any profession, whether it is sports, music, professional presenters in front of a group, etc., all practice a lot, before the big day.
Also, to be successful, you should practice with another person (IE: role play). To ensure success, the best person to practice in front of, especially for a sales situation, is someone who doesn’t know your products or services.
That way, you can tell if you are using the KISS (keep it simple stupid) technique, to ensure success.
You should always use simple language, in any sales call, especially when speaking to prospects.
The great thing about a script is that it gives you a structure, and really helps you keep on track, as well as get you back on track, if you start losing your way in a call.
It simply makes life easier for you!
So, what is the best script you can use for cold calling?
Well, that depends on what you are selling, and who your target client is.
Script Structure
However, most scripts do have a similar structure.
Introduce yourself right away, and tell the other person why you are calling them.
The introduction should be succinct, and on a topic that would interest your prospect, about something that would help them with a business problem.
It can also include a testimonial, or better still, the name of the person that referred you to them. As well, you can give a brief summary of how you helped that other person’s company, with your products or services.
Because you are usually interrupting the person you just called, you should keep this call as short as possible. The main purpose of the first call is to set up a time you can call them back.
Tell them you want 20 to 30 minutes, so you explain how you can help them, like you’ve helped others similar to them, who had a similar problem.
DO NOT try and sell a B2B product or service on that cold call.
If you have a value-added product or service, it will take time for you to explain the product/service, so you need to set up the time, that you need, for later.
As you can see from this explanation, you need to become skilled at cold calling to become successful at it.
You need a plan, a script, and a lot of practice, for success.
And, there is a lot of work in perfecting a cold call.
That is one reason that many sales people don’t like making cold calls. Other reasons include; not enough time, not liking rejection, can’t reach enough people each day, etc.
But you know that you have to keep prospecting in order to grow your business.
An Easier Way for You
However, there is an easier way to get leads.
Let us do your prospecting for you. Then your sales people can spend more time selling to your current accounts. And instead of cold calling, we can set up warm calls for them to follow up on.
That is what we do best. We set up appointments for your sales people with your prospects.
We’ve been doing it for 20 years. So we’re pretty good at it.
Let us help you get a head start on 2020.
Give us a call, or send us an email, and we will get back to you ASAP, to discuss your needs, and how we might help you.
There is no charge for this, and most companies learn a lot, just by talking to us.
Why not call us now. Our contact information is;
Email: inquiry@yorkc.com
Phone: 416-410-2222
