Ten Steps to Successful Cold Calling
May 9, 2007 – 12:18 amOur team has now logged in a significant amount of cold calling hours. Following are some ideas that may help with your cold calling efforts:
- Ask for the person that can make the decision. In our case, it was the person in charge of advertising.
- Focus on the benefits that relate to the particular business you are calling. For example, a luxury car dealer may not care much about accepting credit card payments online.
- Realize that a “no” response is not personal and that no is just one more step towards a yes. (it’s a numbers game)
- Do a little homework before the call to at least form a quick strategy. For example, if I notice the client has a website, I’ll give it a quick look over and see if I can create an angle based on what features (or lack of) are present.
- Give yourself small rewards after each call (like a sip of coffee) and make sure to take a break every half hour to walk around a bit.
- Keep a positive attitude.
- Make each call with a mindset of complete helpfulness and empathy with the needs of the business you are calling.
- Listen carefully and keep notes as you talk.
- After each call take detailed notes on the approach used and the result and be sure to regularly analyze your data and adapt your strategies.
- Don’t give up!