In recent years, mankind has probably developed a lot more sales techniques than anyone could have ever imagined. With all the latest social media platforms and features popping up here and there, there are more ways to market a product than there ever was.
Despite everything new, cold calling—a tactic that’s considered “traditional” and archaic—is still actually a viable sales technique that’s alive and well. It may not be as prominent as before, but it is still a good lead generation method and an effective tool in a salesperson’s arsenal.
To boost your lead generation efforts, here are some fresh cold calling tips that every salesperson should practice.
1. Getting to Know Your Prospects
How do you expect to make anyone purchase your product if you don’t know who you’re talking to? Cold calling is most effective when you tailor your message to the person making the buying decisions. You can use social media, company websites, and any other online channel to get an idea of who your customers are.
Frame your cold call as an opportunity to help your prospect. Knowing their needs and wants can help you offer realistic solutions. But don’t overdo it—or you’ll risk sounding more of a stalker than a professional sales representative!
2. First Impressions Matter
In a cold call, a good first impression is everything. Whether you’re talking to an assistant or the actual prospect you’re aiming for, you need to maintain a good sense of decorum.
In short, be nice! Make proper introductions and let them know you’re there to help. Make a case for yourself and how your product can help their business. It’s all about establishing a connection and nurturing it.
3. Dig Deep, Ask Questions
If you did your homework, you should learn a few things about your prospect to help you with your cold call.
However, research alone can only get you so far. An excellent way to get more information from your prospect is to ask intelligent, open-ended questions to get them to fill in the gaps. ‘Yes or No’ questions are nothing but a dead end! You need to probe without sounding like you’re fishing for information. Frame it as a means to help your prospect overcome any challenges they’re facing.
4. Make Cold Calls a Little Warmer
Most people think that cold calling is all about closing and turning your prospects into customers outright. Instead, treat every new cold call as just a means of introducing yourself, your company, and what you have to offer.
You may have failed to entice them to buy at first, but since you already have a connection, nurture it by doing a follow-up. Establish and maintain that rapport as much as you can. It may take a little longer to close the deal, but all your efforts will pay off in the long run.
5. Don’t Be Afraid to Walk Away
While cold calling is all about maintaining good relationships, a good salesperson also knows when to abandon a lost cause. It’s always possible that your prospect is just not a good fit for whatever it is you’re offering. Don’t be afraid to count your losses and walk away! You’re better spending your time nurturing new prospects that have a better chance of converting.
Cold calling isn’t dead, and it’s a mistake to think that it is. It’s still easily one of the most effective sales tactics that have endured through time. Making cold calls a success requires patience and some knowledge of who you’re talking to. Build some rapport with your prospects and let them know you have something that can be of value to them.
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