Cold calling ... Even the name is enough to instill fear in the heart of many small business owners! What image comes to mind? Sitting in the office of wet and lonely, surrounded by paper, 2 cups of coffee and a pile of old days of work. In other words, not a very nice thing!
Why hate too cold calling? Why think about it is scary to some people? First, what was learned in school and the parents? Do not talk to strangers! Not surprisingly, to pick up the phone and talk to someone have never met this causes mental health problems.
What is the fear of every small business owner - the fear of rejection. Enough to find a reason not to pick up the phone. Here's another - the lack of confidence and the nagging suspicion that will not live up to the expectations that were placed in mind for your prospect.
I think that this is enough! Maybe all very good reasons why you might find it difficult to pick up the phone, but at the end of the day, to be truly successful in business, it is a necessary evil. Yes, you can convince yourself that you are a very busy service existing customers and deal with all their needs, but if you go out and attract new customers, one day you may find yourself with a client and sold tired -.
But it is not necessary to be that way. You can do it. All it takes is careful planning and a systematic approach. If you can see the error of your ways and understand the impact of this lack of action can have on your business, and I will show you how you can become a successful concern cold. You may not if you follow this structure:
Identifying and preparing, just do it! And review.
Consider each of these steps in turn.
Determine
The first step is to determine who you are cold calling. How can you build a list? Here are some ideas:
• Ask your customers what you think you should talk to: who could benefit from your product? Can references from satisfied customers are very powerful when you talk to potential customers. Told them that if their colleague was happy to transfer their names, it is a good recommendation
• companies through your database Go old and determine what is more business with you. Unless you have really messed up about the first, they can enjoy a call
• Read all local newspapers and magazines of your own. Is there a story that would be a good excuse to call? "I read about your prize in the newspaper ..."
• Use networking events and other social gatherings to establish new contacts
• E-mail everyone in your mailing list and tell them that you are on the lookout for new tracks!
• Training the brain to detect new opportunities
It does not matter how expensive the first draft list appears, paste the name down and think of others where they come from.
Preparation
After getting your first list, and the first task of the preparation phase to store it. Another look at it and selecting the top 5 that are likely to lead to success. Why do it? Because be motivated to pursue something, there is nothing like success. The failure does not make you, but success will be. So, go for those that are likely to yield positive results. With practice, you will be able to meet the challenges in later!
Then set yourself a target. What you want to achieve your call? Later, an agreement to sell a sample? Realistically, the best we can hope for is a date. Be clear about what your goal is. This will help you focus on results for the rest of your preparation.
The most important step is the preparation of research. Learn all you can about the company and the person who calls. Exactly what they sell? Who used to buy from now? How many employees do they have? Do you know all the problems that can be solved? What is the perception of the market place? What can you learn from their website?
All this information will help you in the next part of your preparation - and your opening. Actors do not go on stage without substantive learning and repetition and neither should you. Send your opening statement, which explains who you are, what company you are and what you do. Should be short and precise and powerful. Remember that many of the companies receiving cold calls all the time, then what's the point of someone to spend some time with you? Thinking in a clear benefit statement to include in your remarks.
As in any case of sales (including cold calling, after all), it is very likely to be met with objections - do not see you, too busy with Rush Order, it is time to check also holidays staff etc. and try to think of All objections and write down what your answer will be. Be prepared that will keep you a single step forward.
Taking into account your end goal, and how you go for the kill? What do you say to get this appointment?
During the preparation of all this gives you a much-needed boost of confidence, ready to take the next step.
Just do it!
If you have identified a number of names, customize the morning or the whole afternoon to make calls. It is easy to say that you have a call today and tomorrow. I know you are the best athletes when you improved, and do a number of calls on the line means you better every time - remember what I said earlier about the success of reproductive success. Adjust the time on your calendar, and stick to it!
Must when you call? Some say that it is better to avoid Mondays and Fridays. On Monday, people recover from the weekend, they are too busy planning a week or weekend clarify disorder! People Friday nearing completion and is recovering from the hectic week.
But think about it - if people are planning week of Monday, that does not have much time to call? If people on the verge of closing bell on Friday, they could be in a good mood with the approach the weekend, then more willing to discuss and agree on a date. The bottom line is that there probably is not the right time - just do it!
Now you're ready to go. Before picking up the phone, relax your body and muscles, and take some deep breaths and "vision" to achieve your goal. How are you have achieved your goal? What do you do to celebrate all these events that took place? See yourself as a success!
Now you're ready to go. Pick up the phone, ask the person you want to speak and voice, clear and confident and clear, and start with your opening statement. Be warm and friendly. Do not cut yourself "self-talk", and really listen to what the other person said, look for these objections inevitable, and when they come, and reply back with your answers prepared. Standard objection, c 'they are too busy to talk at the moment. If this is the case, and the order of time that you can call again as this will avoid the phone, where you can keep each other missing. Finally account, you will become a nuisance and you want to avoid this at any cost.
At the end of the call, summarize what has been agreed on to be clear about what will happen after that. You do not want potential misunderstandings expensive.
Rating
Will be pleased to know that the last step is to review what happened! After hanging up the phone, and sit down and write your notes, put time meeting agreed on your calendar. Think about what went well, what could be better, and how we should deal with things differently. Do you think you looked confident? Do you expect any objections? And you are able to manage those thrown at you? You have met the goal do you mean? If so, then the party!
Armed with all this new information, and pick up the phone and call the next person on the list.
You may feel cold calling a bit of a chore. But if you follow these steps, you will soon find yourself with very many new companies face. What great problem to have!
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