How to Diffuse Cold Calling Pressure Points
Cold calling is one of the toughest subjects to master. But the good news is that there are some key techniques you can use right now to help you get comfortable making cold calls and learn how to confidently approach people. Here, I'll show you how to avoid pressure points during your call, then include a few tips for giving a great cold call yourself.
Cold calls can be intimidating, but they don't have to be! Let me show you how simple it is with these easy-to-follow tips.
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Cold Calling is a Numbers Game – You just have to get 1/10th of your calls to say "yes"
Cold calling is an easy and effective way for salespeople to reach potential customers by phone, who may not otherwise be approached by salespeople. By determining who these people are and then targeting them with a cold call, salespeople can increase the chances of closing a sale or getting a lead in the future.
Cold calling consists of three basic parts – identifying target prospects, making the call, and closing the sale. Salespeople need to follow some basic rules in order to perform these steps effectively.[1]
1. Identify Target Prospects
Although you may have a list of names of companies that you would like to contact, it is also important to be able to identify other companies that are similar to the ones on your list. This will require a little research into the market and your competitors' sales processes, but it is well worth the time and effort. If you cannot find many names on your list, think about what industries they are in and what kind of products or services they are selling.
2. Call the Prospects
This is perhaps the easiest step to take when cold calling. The key is to not let fear dictate your action or thoughts. You need to relax and just be yourself – a little more nervous than usual. The purpose of making a call is not to impress the customer with your skills but to identify a potential lead that you can continue working with. After all, it isn't usually worth making calls if you are not going to experience some level of success with your first few attempts.[2]
3. Close the Sale
After you have identified the company and made the initial contact, it is important that you move quickly to build rapport with your new prospect. This will not be an easy task, as you probably have no idea what the prospect's personality is like. However, you can use your knowledge of the contact to develop a plan for the conversation and then execute that plan.
4. Be Polite and Positive
The most important thing to remember is that you need to be polite. This means that if you are rejected, don't be discouraged or sound irritated by your prospect's response. Most people have simply been on the receiving end of too many cold calls and tend to associate unsolicited sales pitches with annoying telemarketers. The only way to show them that yours is different is by staying positive and polite.