Have you ever received a call where a marketing agency is trying to sell something? If yes, then know we all have been there once in a while. But if you are on the other side of the aspect, then you know how hard it is to convince someone to buy something out of nowhere. It is a cold-calling marketing technique. Most people hate cold calling and do you know that a potential customer will need a call eight times before you crack the code.
Several cold calling companies use this technique as a marketing strategy because you can reach out to many customers just with a simple call. The question is, how often will you get a customer after you make a call? Well, if you know the tactics, you will surely win over some. There is no rocket science in cracking the code of cold calling; you just need to understand successful basic ways.
What is Cold Calling in Sales?
It is important to define cold calling before getting onto tips and tricks of making a successful cold call. When you dial a call with a lead and speak to a person for the first time, it is called cold calling. The person you interact with does not know about your product or services. You approach the person as a potential customer to pitch your products or services without knowing their interest. Cold calling is an old and effective marketing technique if you know the etiquettes and tactics to do so.
Top Elements of Successful Cold Calling:
Being an expert in hooking the people’s attention in the first few seconds does not come easy, and you have to learn how to cold call and still drive successful results. As a telemarketer, you first need to understand what it is like to receive a cold call and how you can address the concerns.
Many salespeople dread cold calling because they know the reaction of the customers. But you can definitely make it work. Following are some tips and ways which makes cold calling effective and successful:
Preparation:
Picking up the phone to make a call is easy, but preparing beforehand is essential. When you take your time to prepare and make a cold call, then you feel relaxed and have positive energy. You must know your content and how you will answer questions related to products or services. Practice your pitch with your fellows and even friends to see their reactions and prospects.
If you are approaching a business, it is important to study their website or any document which might give you an idea about their business. Take a few deep breaths and start the call once you are prepared.
Seek permission:
When you dial someone, ask them if they have time to listen to you. People might be in a meeting, having dinner, or just in a difficult situation. Seeking permission will give you an idea if they are okay to talk to you or require a callback. Often salespeople just start right away, overlooking the prospect that people are not free all the time. Cold calling companies need to incorporate this element in their training sessions so people are educated about understanding the concept of willingness.
When you ask if you can proceed, you will not only make the next person comfortable but will also have their undivided attention.
Grab their attention:
Realistically, you have only the first five seconds to grab the potential customer’s attention. After you introduce yourself while mentioning the companies, you can think of a hook statement that will show them the benefit they will get. For instance, the hook statement might be that you want to save 50% of your monthly budget? This will click in their mind, and they will probably listen to you till the end.
Show them or even tell them that what you are showing them is for their own benefit, and you are just helping them. This will help you achieve good results.
The tone of your voice:
Often you have the right wording, but if you sound rude or just boring, people will not listen to you. It is more like they would hang up as soon as possible. Being polite and enthusiastic is the key. Use the right wording at the right pace, and the client will be ready to make a purchase right away. Understandably, you are doing this every day, but you have to talk with the customer as s/he is the only customer you will get.
Handle rejection gracefully:
Rejection will happen because not everyone will be interested in the product and services, so you need to prepare for that mentally. Taking it easy and pushing it forward will be a great idea. Be open-minded about questioning and listening about a difference in opinion and what they think about your project. Using a script will reduce the nervousness and stumbling with different customers.
Remember staying cheerful and being kind in all possible ways during a call.
Concluding remarks:
Cold calling might seem a nightmare for many new and even old salespeople, but you can totally nail it with the right techniques and the prospect. Making it clear and grabbing the people’s attention is the key to success. If your business needs this marketing technique, in that case, outsourcing your cold calling will be of great help.
When you are in the sales department, then you have to go through this, and it might seem daunting. However, there is no escape to it except learning how to ace it. There is no secret behind it, just some ways mentioned in the article, and the motto of practice makes anyone perfect. Keep on practicing with your friends and family, and soon you will be an expert in this department. Learn, grow and enjoy your work!
