Making cold calls, as easy as 1 2 3
The first thing you need to understand is that the worse that can happen is that the person you are calling on will end the conversation. That is something that you will have to get used to. Do not become overly concerned with rejection. It is normal for people to avoid cold callers. However, there are ways to get around this. That is what it is all about. Finding a way to get the person you are calling on to talk to you.
You need to set a positive mindset that will make it easier to make these calls. This needs to be that cold calls are good. They may not appear fun, however they can be. You get to meet people, and get to know what their interests are.
The next think to keep in mind it that people find cold calls intrusive at first. Therefore, it is a good idea to enter the call in a more polite fashion. Your first job is to make sure you get through to the person who can make the decisions. This is usually a parent. If you get a person other than the decision maker, you will need to ask for the decision maker. This is where the politeness must come in.
This means that when they ask, "May I ask who is calling", you should say something along the lines of "would you please tell them its Jennifer from YBCC." This way it is their option, and your politeness will likely keep the person on the phone.
When you have gotten to the person that will be able to make the decisions about the reason you are calling, you will need to get your information out, in addition to build rapport in a very small amount of time. Again remember that most people find cold calls intrusive. Therefore you have got to either make it not seem like a cold call, or you have to get the information across logically and quickly.
If you try to small talk a great deal it can become irritating to the person you are talking to. At this point they will quickly lose interest. Then your chance for a sale is gone. That is why it is best to ask a few questions that can lead to the purchase of the product or service, but not about the people or their personal life.
"Hello Mr. Smith, my name is Jennifer from YBCC, I am calling in regards to the carpet in your home. I would like to come by and clean one of your carpets. This will give me an opportunity to show you how wonderful our system works on stains. What would be a good time for me to stop by?
It is a good idea to automatically assume the sale. Why give them an opportunity to say no. This can only make the sale harder. By asking what time you can stop by, and by not trying to sale anything. You will have a higher success rate. People love to get something for free.
Once you have your foot in the door and are showing them how great your product and service is, the rest of the cold call will go easily.All you will need to do after you have proven the value you can offer them, is to close the call with a smile on their face. This means giving them a good deal, good information, and great service.