How To Do Cold Calling, Sales Tips
Always relax first, they won’t eat you. So, speak in your normal tone and be relaxed.
When you call your prospect’s office number, briefly tell you name and you company name. Then ask the receptionist who would be right person for you to talk with. Sometime, if you think the General Manager is the right person, get him. If it is too hard to get in touch with him, go for the next in line key person such as Sales Manager, Procurement Manager or whoever relevant in organization.
Once you get in touch with your contact person, introduce your name and your company name. Then speak to him about your service or product that can help the organization to save money, be more productive or reduce cost. Be relaxed and don’t speak too fast.
When you speak give your contact person the space to nod your statement and ask question about the service. The first call normally, your contact person couldn’t understand everything about your product/ service. So, email to your contact person all the relevant documents such as agreement, product details, faqs and other information that will help you to sell.
Ask you contact person, when to call back. Normally, I will give few days and will call back to get his feedback.
For the second call and the calls afterward, ask the contact person whether he need further details or any information that he/she want to clarify with you. And when they could up come with a decision whether they want to buy your product or subscribe to your service.
Sometimes, for the decision itself it will take some time and many calls. I got one GM told me to get in touch with him almost 5 times. Every time I called him, he told me to contact back. I was thinking this GM was tricking me. After the 5th call only he informed that the management didn’t want to go for it. So, always keep in touch with your contact person and don’t assume negative thought.
When you’re making cold call, ensure that you call quality is quite good. I have tested with Google Voice, but since the call quality is not very good, it’s not effective for my sales call. Plus, always listen your to your contact person.
There are few times of contact person that you will be dealing with when you make cold calls.
- The serious type, type of person who is very much into the details and he/she will ask all types of tough questions to you. Just be prepared.
- The friendly type, but still you have to sell your product and make him/her see the light.
- The arrogant type, expect nor mercy from this type of person. One mistake and the deal is gone, he/she will simple hang on you if you made one blunder, for example if you didn’t catch his/her questions, and you ask to repeat back the question. With this type of contact person, don’t waste your time!
It’s tricky to know whether the contact person simple hang up on you or not. Sometimes, your phone call was simply cut off for any technical reason, for that reason call back the person quickly and resume your conversation.
Once your contact person decides to purchase your product, send them the details for the next step and keep in touch with them continuously till the deal is closed.
If you failed to close the deal, find the reason why they didn’t want to go for it. And if you have something else to offer, post them the details of the product/service. Always end the conversation by thanking them for their consideration and time, if they change their mind please don’t hesitate to get in touch with you back.
You need to call a lot of prospect to get sales. Plus, you need luck. Two key element in sales, numbers and luck.