Are you not sure how to start attracting customers? In this post, I will talk about cold calls and how you should make them get them not to hang up on you first.
We all know how frustrating they can be and that is why you mustn’t collapse if your success rate is very low or zero. Here I leave you my impressions and advice. I hope you like them.
is cold calling illegal?
Cold calling is the initial step to a phone sale. They are done as an advertising technique to attract potential clients. It is said “cold” because the prospect neither expects nor knows if he is interested in the product or service. Its purpose is to prospect the interests of a potential client to present them with a future offer. If you have a license, it is legal.
How to improve cold calling?
Next, I will give you a series of key points to improve your cold calls:
Know your customers well
One essential thing before a cold call is to gather as much information as possible about the prospect. This can be a difficult task if you do not have access to different sources, but there will always be something that can serve you, no matter how minimal. Nowadays, thanks to social networks and Google, you can surely get some touches on who you will talk to.
Get over your own cold call rejection
It is difficult to do something that we do not like to be done to us, right? Well, not always. Although cold calls can be a good example of this.
One of the first steps begins with ourselves: overcome that refusal to make cold calls. Obviously, it is not the most grateful job in the world (you tried to help that potential client and it is hanging up on you without letting you finish talking), but to get his attention, the first thing to do is work on your own attitude with which you take the call. To make him start to be interested in what you say. Read now: How to set different ringtones for different contacts iphone?
Use a good phrase to start the conversation
You can start with the classic: “Do you want to earn more money and you don’t know how?”
You may be hanged the second. It is most likely. Or they can listen to you and pay attention to what you will tell them, who knows, right? The point is that you find a good phrase to start cold calling that you are comfortable with and you can see how call after call improves your success rate.
Introduce yourself and offer data to the client in a pleasant and secure way
Once you get the prospect’s attention on the cold call, make sure it is clear to them who you are and how you can help them in their business or personal life thanks to your product or service. There is no better way to do it than with examples and data. Always have numbers and statistics on hand of how what you are offering has already made others improve their results. This will reduce your possible objections.
Be nice and smile during the call
Smiles are broadcast over the phone. And not only are they transmitted, they are also contagious. I can assure you from experience. Who do you think it is easier to sell your product to, a client you have managed to brighten up for a while or the typical bitter? In cold calling, it is essential to empathize to cause the customer to awaken their interest in offering quickly.
Do not disperse from the conversation. Create a common thread. It is important that in cold calls, you follow a common thread of the conversation. If you go around the bush a lot, you will cause the client also to disperse their attention and you will not achieve your goal. I’m not a big proponent of scripts, but crafting one for reference can help you extract what you’re looking for from the call, even if you never anchor yourself to one as it will sound very unnatural.
Give value to the service or product you offer
Surely there are substitute services or products for yours in the market, but what surely does not exist is that added value that you can give it. Although, beware, this does not mean lying or exaggerating its benefits, but quite the opposite, it consists of making him see that your offer is the one that best suits his needs and that will make his subconscious choose you. Keep this in mind in your cold calls.
Identify the customer’s need and give them a solution
And, another key point, is the one I just mentioned above: need must equal solution. We should all apply in our lives to be fully happy and, of course, something inalienable to a possible purchase. When we are hungry, we eat; if we are thirsty, we drink; if we need it in our personal or work life, we will try to solve it.
To do this, you must always be attentive and identify that the person you are talking to has to provide a solution that goes through what you are offering. If your cold calls reach this point, you will be very close to closing a sale.
Advantage of cold calling
- Saving time and money: it is the cheapest and least time-consuming way to reach potential clients
- Speed when it comes to capturing leads : anyone who we know may be interested in our product or service and whose data we have automatically becomes a lead
- Call preparation : you have multiple options to inform yourself as much as possible about the lead before calling.
- You can do it from anywhere : Now that telecommuting is so fashionable, cold calls do not need to be made from the office. Not even from your home.
- List of objections at your fingertips: the more cold calls you make, the broader this list will be and the more options you will have to counter any objection.
Disadvantages of cold calling
- Pass the initial filter: we know how difficult it is to get them to listen to you. It is clear that you will have many more negative responses than positive ones.
- Negative customer mentality: what you feel when a telemarketer from another telephone company calls you. That. And when they don’t directly hang up on you with all the rudeness and contempt out there. You have to have a strong mentality so that this does not affect us.
- C rear confidence through the phone: it isn’t very easy to build trust when the other person can not see you. It is important to have a tone of voice that helps you convey that security is needed.
- If you have found my advice useful, do not hesitate to contact me and the NeoAttack team so that we can also improve your sales closing percentage thanks to our strategies and commercial consultancies.
