Cold Calling 10 Tips for Turning Up the Heat

Cold Calling 10 Tips for Turning Up the Heat Youve been  tasked with winning your company some new business. Now youve  got chills and theyre multiplying because  you know exactly what this means.  Cold. Calling. In a  perfect  world  youd  always  keep your ear to the ground, listening  for new leads and sales openings. Following your nose, youd  always have specific people to chase  up and a verifiable  agenda. Business development? Easy peasy! Unfortunately its not always so simple  and sometimes  youll be forced to  rinse a  database for  hidden  opportunities, or dial at random  (shudder).  Forget  admitting an early defeat, closing your eyes and just hoping  for the best  getting  the most out of each  call is completely  up to you.  Before you pick up the phone, read these 10 tips (or regret it later): 1. You are selling something, so don’t pretend you aren’t If you  don’t know them, maybe  minimise the  small talk. Quit pretending  youre best friends and that you care how theyve been  fairing. They wont buy it  (or what youre selling). The key is to be friendly and straight forward. 2. If they’ve answered the phone, they can talk Be very wary of someone who answers your call and then  tells you they are busy.  If they tell you they are in a meeting, try telling them youll be quick  then  get to your point ASAP. Who answers a call from a random number  in the middle of an important meeting? The same goes for  when they tell you they are about to step into one. Dont ask if they have time to talk, just assume they do. 3. Keep your introduction  clear and concise Its always best to take the guesswork out of the call. Tell them your name, what you do and what you are calling about in  as little time as possible. Avoid long-winded and fluffy  explanations that make them switch off. 4. Set a goal for each call Not every call will  immediately bear  the fruit you want. Focus on small wins in the meantime.  Always aim  to gain  something from the call, whether its a time to follow up again, a piece of valuable industry information or the name of someone else worth talking to.  Most calls wont translate to a sale then and there building relationships takes a long time. 5. Smile through the phone Its easy to hear when someones heart is not in what theyre talking about. Likewise, being  unenthused and miserable will filter into your tone of voice. Smiling  while you speak will make you sound upbeat and convincing, like you have something exciting to offer them (which you do)! 6. Follow up when you say you will This is your potential clients  first insight into what its like working with  you.  Show them youre punctual and committed do what you say youre going to do, when you say youre going to do it. Youd be surprised how many people just dont bother following up and miss out altogether. To get this right, you need to acknowledge the importance of good  administration and track information in a way that will set you up for carrying out the next steps. 7. Ditch the script, but always prepare In aid of not wanting to sound like an impersonal pre-recorded message, avoid reading your notes word for word where possible.  Thats not to  say have no notes altogether, in fact, the more handy prompters you have available  and preparation youve done,  the better. The point here is being as natural and bespoke  as possible, while having information at your finger tips should you be questioned about  your service or lose direction. 8. Dont be afraid This one speaks for itself but is easier said than done.  With most cold  calls you  have nothing to lose and everything to gain. The worst that can happen probably involves you being hung up on, or copping the momentary wrath of an irritated answerer. Go in with confidence and a nothing can stop me / bring me down attitude. 9. Listen out for time wasters If you sense someone is just staying on the line for a casual chat, make like a tree and leave. Cold calling is a numbers game and you want to maximise the effectiveness of your time. Always be  pleasant,  but try  to avoid getting lost in a dead-end conversation. 10. Try calling  at different times from different numbers If youre struggling to get through to X and you  call them at the same time every week, its time to mix up your approach. They  might have a jam-packed diary full of recurring meetings, so your job is to find  their free time.  Its also worth switching between your mobile and landline as  your target  might get used to  ignoring your number if they think they know who it is. When it comes to cold calling its up to you to turn up the heat, and make those calls as warm as possible! Remember that whatever you are selling, the person youre calling has probably been living without. It is no wonder fobbing you off appears to be the easiest option for them! Be persistent and dont let them take the easy way out. Whats your top tip on getting the most out of cold calls? Image: Shutterstock