Ways to Make Cold Calling More Effective

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IT Sales and Business Development

	Ways to Make Cold Calling More Effective By : Anil Kumar Singh, Senior Consultant, McKinsey & Company
	Source : http://ezinearticles.com Industry : Management & Strategy Consulting Functional Area : Communication Keywords : Tips Ways Effective Stress Cold Calling Activity: 8 comments 495 views last activity : 07 06 2010 20:18:04 +0000

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Here are a few tips that you must follow in order to make your Cold calling more effective;

Steer Clear of Scripts: When you use a script in cold calling you add to the stereo-type of the average salesmen, and heighten the stress level in the prospect. Prospects dread sales calls. They feel that most salesmen are pushy, and only want to add to their own pockets. If you change the way you approach the prospects and leave the scripts alone there is a better chance for you to get a positive response.

Forget about over enthusiasm: this is a traditional sales tactic that was used in the beginning of sales calls. It worked then but now it merely gives the red-flag of a salesman and once again brings up negative feelings about the caller.

Learn to research: Knowing as much as possible about the prospect before you call will help. Quite often the information is there we just don't take the extra effort to get to know them. Learning a bit about them will show you care. And this is always good when it comes to cold calling.

Listen to yourself: Don't be afraid to listen to your own feelings about a situation. If it doesn't feel right to you it probably isn't. Learn that it is ok to say "No" or accept a "No" from a prospect.

Don't change your tone or voice: When you change your tone or voice the prospects can pick up on your forced enthusiasm. If you are going to sound enthusiastic let it be genuine. Let it be because that is the way you truly feel otherwise you are once again adding pressure to your cold calling.

Stop pushing the sales: if the person shows some interest in the product or service take the time to find out if its right for them. Determine what problem they are facing. Before trying to make a sale. The overall goal in cold calling should be to determine if the you and the prospect are a fit. To build trusting relationships with the cold calling prospects.

If you simply follow the tips you will learn that sales pressure can be reduced in cold calling. The more comfortable you and the prospect are the more positive responses you will receive.

In the end;

The world of cold calling is growing harder and harder to keep going. This is one of the most effective tools for our expanding businesses. We often use this technique to get additional clients, or prospects. Isn't it worth the fight?

Top Comment : Ganesh | 04 09 2009 19:49:00 +0000

Suggestions to make cold calling more effective.... 1. Sell to set the Meeting! 2. Set the meeting date a week in advance and then follow up with an agenda by email. 3. Hard to get prospects? Call before works hours (7:00am), during lunch (12:00pm), after work hours (5:00pm). 4. Rule of 3. Research the Prospect, their Competition and their Industry. 5. It’s not amateur to have a script. Build a script and tape it to your desk. Use it as a crutch when you need it (I don't ever read my script word for word but it guides me when I choke). 6. Know your prospect's objections. Its a game of chess. Know their moves before it happens. If you know what they are going to say you will most likely be prepared to handle objection with no surprise. 7. Give reasons why your calling. Most of the time in the first 20 seconds their trying to figure out why your calling. "The reason for my call, _________ (Pick a topic - article, competition, news, facts, numbers, sponsor, referral, etc.) 8. Get them engage right away. Ask questions and be inquisitive and then add value to the conversation. They love to talk about their business and themselves. Before you know it they have set the meeting for you. 9. Build rapport! Find some common ground. 10. Don't take it personal if they say NO. It takes an average of 5 to 7 contacts to get them to meet with you. Now that you broke the ice, send an email, package and/or drop by with bagels. It’s like a dating game. Sales people are like romantics. We have to win their hearts to get them to trust you and if you are good enough you could probably get them to marry you (sarcasm). 11. Be genuine! Be yourself. People smell phony.

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8 comments on "Ways to Make Cold Calling More Effective"

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Commented by Ganesh, Sales/BD Manager, Thirdware Solutions Inc | 04 09 2009 19:49:00 +0000

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Suggestions to make cold calling more effective....

1. Sell to set the Meeting!

2. Set the meeting date a week in advance and then follow up with an agenda by email.

3. Hard to get prospects? Call before works hours (7:00am), during lunch (12:00pm), after work hours (5:00pm).

4. Rule of 3. Research the Prospect, their Competition and their Industry.

5. It’s not amateur to have a script. Build a script and tape it to your desk. Use it as a crutch when you need it (I don't ever read my script word for word but it guides me when I choke).

6. Know your prospect's objections. Its a game of chess. Know their moves before it happens. If you know what they are going to say you will most likely be prepared to handle objection with no surprise.

7. Give reasons why your calling. Most of the time in the first 20 seconds their trying to figure out why your calling. "The reason for my call, _________ (Pick a topic - article, competition, news, facts, numbers, sponsor, referral, etc.)

8. Get them engage right away. Ask questions and be inquisitive and then add value to the conversation. They love to talk about their business and themselves. Before you know it they have set the meeting for you.

9. Build rapport! Find some common ground.

10. Don't take it personal if they say NO. It takes an average of 5 to 7 contacts to get them to meet with you. Now that you broke the ice, send an email, package and/or drop by with bagels. It’s like a dating game. Sales people are like romantics. We have to win their hearts to get them to trust you and if you are good enough you could probably get them to marry you (sarcasm).

11. Be genuine! Be yourself. People smell phony.

Commented by Pankaj Garg, Tech Support Engineer Toyo Engineering India Limited | 11 25 2008 08:12:01 +0000

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It a nice article and I like the one 'Listen to yourself'. I believe that it is the basic need and justifies all the concept of marketing without getting deviated by others. Its really sounds to me.

Commented by Ami Hitesh Janani, MarComm Manager, Anysource | 11 25 2008 04:47:02 +0000

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too good..........

Commented by varsha ., Technical manger(QMS) | 11 24 2008 16:48:35 +0000

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god sharing...
thanks

Commented by sagi srinivasa rao, Sales/BD Manager Inteq software Pvt Ltd | 07 24 2008 04:55:08 +0000

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very good....these are the basic rules to be followed by marketing people

Commented by Girish Nair, HR Executive, I-Link Software Pvt. Ltd. | 07 24 2008 00:45:07 +0000

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Rating : +1

good one....

Commented by Sourav Chatterjee, IT Engineer- CMC Limited-ATata Enterprise | 07 23 2008 00:17:46 +0000

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Rating : +1

good one

Commented by Hardik Patel, Team Lead (Staffing and Recruitment), Rishabh Softwares Pvt. Ltd. / Rishi Infotech Pvt. Ltd | 07 22 2008 14:36:58 +0000

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Rating : +2

good one.

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IT Sales and Business Development

Ways to Make Cold Calling More Effective

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