Cold calling is a part of telemarketing, in that it is the process of contacting potential customers by telephone for-the purpose of promoting your product or service. However, cold calling specifically relates to contacting people who may never have heard of your company. Since they have not expressed prior interest, nor given you permission to call, you have to be a lot more careful to avoid damaging your company’s reputation and potential sales. Here are nine tips to help you achieve more with your cold calls.
1. Prepare beforehand
Trying to engage potential customers over the phone is a tough job. Your company should already have a script prepared to help you prepare, but you still need to go over things in your head before you pick up the phone. Remind yourself of your goal, re-read your script to make sure you’re familiar with everything, and prepare yourself for potential questions.
2. Start with minimal goals
If you are new to telemarketing, the smartest thing to do is start with small goals, and build up over time. Don’t spend the whole of your first day on the phone. With as few as five calls a day you can make sales and have plenty of time to analyze your results.
3 Talk slowly, clearly and confidently
Stage fright is not limited to actors and presenters at conferences; telemarketers get it, too. When you’re nervous, you’re likely to speak quickly and less coherently, so take a deep breath and focus, before you pick up the phone. Your job is to convey the message, not to rush through as many calls as possible. Keep calm, speak confidently, and convince your prospects to listen.
4. Listen to your client
This is the most important tactic in telemarketing, but is probably the least used. Many telemarketers believe they need to get in fast, and say everything they can, before the client hangs up. Give your potential client time to express themselves, and try to understand what they are saying, and why. Ask open-ended questions to create a conversation, instead of just hammering their ears with the same old sales pitch.
5. Talk to the right person
Don’t waste time calling the wrong people. The first thing to do on every call is verify that you’re speaking with the right person. You need to speak to someone who can make the decision you need, not a subordinate who just takes messages.
6. Be cheerful
This one is tough, especially if you spend long hours getting rejected on cold calls. Understand that a tired, miserable salesperson is about as interesting and engaging as a lump of wet cardboard. The person at the other end of the line can hear negative emotions in your voice and will switch off. Nobody wants to buy from a grumpy, bored caller.
