Today with unlimited access to internet and advanced technology, cold calling isn’t as stressful as it used to be. And acing it is not so difficult at all. A lot of information is available to salespeople these days through social media and other sources.
This exercise also helps to determine fundamentally whether something will happen at all or not.
More than all the stages in the selling process, the stage of cold calling aids the sales person to interpret, to define and to command the situation – just like the conductor of an orchestra. The sales person can easily determine the interpretation, direction and cooperation between the customer and herself/himself.
This – rather than merely delivering a script to a list of contacts – is the sales person’s role and opportunity at the cold call stage.
When you dig deeper, you’ll be able to answer the question as to who is best positioned to view and respond to the overall system? It is definitely not the CEO, not the managers, not the technical project managers. The person best positioned to see and adapt to the whole system is the cold caller. Only that sales person has the breadth and depth and an apt view of their own organization as well as a view into the prospective customer’s organization. Merely understanding this helps immensely to adopt an empowered and strategic approach to cold calling.
And with the help of a few pointers, a salesperson can ace sales like a pro.
1. Don’t forget to do your homework
Market research and analysis is an important aspect that needs to be always kept in mind to identify common pain points of your targeted prospects. Know about the company or individuals you are going to call in advance.
2. Keep the script ready but use improvisation too
If you’re anxious about accidental blunders or nervous tics, prepare a sales call script which has solutions to questions that customers are likely to ask. But don’t come across as a parrot. Be ready to improvise in the midst too.
3. Introduce yourself well
First impressions still matter! Your first words in the first minute or so will set the tone of the conversation. As a result, you need to prepare a stellar introduction that can entice your prospects and keep them invested in what you have to say.
4. Hone your talking style
Sales calls can be just as intimidating as face-to-face meetings. If you’re edgy before a call, practice a few times. Record yourself while rehearsing your pitch during cold calling to understand your strengths and weaknesses.
5. Don’t shy from asking for more
Get into the frame of mind where you ask your customers what they want. Ask them about their requirements, the problems their business faces and the kind of solutions they are looking for.
Cold calling is a skill and much like any other skill, it needs practice and perseverance. So, practice, work a bit harder and ace your cold calling skills!