According to Google, cold calling or “cold calling” is the action of direct telephone marketing which consists of making outgoing calls to a population which is not a priori specifically receptive, i.e. for which an intention purchase has not been detected. It is therefore a question of calling recipients considered to be cold prospects.
If for many, this technique is no longer necessary and above all does not work, many successful companies still rely on these calls to generate income. Whether listed companies or fast-growing small businesses, all have sales teams dialing a new phone number on their behalf every day!
So obviously, if you use the same techniques as 10 years ago, it certainly won’t work. Times have changed and therefore the methods of commercial prospecting too. So how do you not get hung up on and actually sell over the phone? Here are our 5 great commandments for successful cold calling as well as links to some resources to help you!
1/ Formalize a cold calling script
First, you need to choose who you want to call. Your time is valuable – don’t waste it on unsuitable markets for your product. Think about the actors who actually need you. Identify 20 potential candidates using tools like LinkedIn that give you specific or even personal information about your prospects. Another point not to be overlooked: the local aspect. Many people are sensitive to geographic proximity when it comes to entering into collaborations.
Consult the profile of each prospect to have very specific elements to mention when you make contact. Activity of their company, role within the company. Parallel with a case treated previously, an original or funny fact that you can exploit. It Cambodia Phone Number List certainly takes longer than calling directly, but the results will be much more convincing! You will even already be less of yourself in the “cold” call when you pick up your phone, because you will have the impression of already knowing your interlocutor.
Here you will find an example of a telephone sales script allowing you to make the best use of this precise information!
2/ Know how to counter the “no”
Most of the time, your interlocutor will begin to be wary and will answer “no” by pure reflex. Most of your work will therefore consist of countering this “no” to continue your argument and convince with your value proposition. There are simple ways to counter the most common negative responses:
“Send me an email” : going in the direction of your interlocutor but nevertheless asking him to specify his needs in order to send him the most personalized email possible. So your prospect will naturally start talking about himself.
“I don’t have time to give you now” : by asking him when he will have 3 minutes to give you so that you can see if your solution might suit him. Knowing that it won’t take long, he should then be able to grant them to you immediately.
“I can’t make a decision now, call me back in a few months. We’re already working with a service provider. Your prospects will often be subject to contracts already in progress and/or arbitration that do not depend on them. Before hanging up, have a clearer understanding of the context and how you could. Be part of the decision-making process by asking where and when the decision-making will take place. Who the protagonists will be, if you have the opportunity to present your solution by phone at that time, how, etc.
To go further, discover here the best arguments to counter the major objections of your prospects!
3/ Adapt to your interlocutor
Understanding what your prospect needs before you pitch your business is key to making your call successful. Throwing yourself into the Gulf Phone Number marketing pitch of the positive points. What you have to offer a common mistake: you take refuge in what you know. But, in the face, your interlocutor is not ripe to hear it. So how to detect the right time to pitch and how to adapt this pitch to the person you have on the phone?
You can also tell him about other professionals you work with who have encountered the same difficulties as him. This is called “social proof”, which unconsciously puts your interlocutor in confidence.