How To Approach Cold CallingAllen Majer
December 6, 2011 — 885 views
There is no question that cold calling is not at the top of anyone's favorite activity list. The common objections are:
- I don't want to bother anyone
- They probably won't be interested
- I don't want to be yelled at
- I don't like reading from a script
- I don't really know what to say
- What if they act like they may be interested, but still won't buy?
There are probably several other objections, but these are the common ones. The bad news is that these are real – and they represent potentially huge barriers for any company's marketing efforts. The good news is that with a different way of approaching cold calls, this can change from a feeling of dread to a feeling of enthusiasm and actual anticipation – and this is not as hard to accomplish as it may seem.
The first and most important step is to realize that you are not bothering your prospective customers/clients. By not calling and introducing your products/services to them, you are really doing them a disservice.
Think about that. If you really believe in your company's products and services, why wouldn't you want to tell the whole world about it? Your customers need what you are offering, and cold calling is one way to make them aware of the benefits you can offer them. This is an important first step in changing the way you think about cold calls.
The next step is to put yourself in the position of who you are calling. They have problems; you have solutions. Why in the world are you hesitant to offer to help them by making their life easier? There is no good answer to that question. Once you have identified your targeted market, and what they are concerned about, the calls will begin to flow naturally, and the phone will no longer weight 10,000 pounds.
To help overcome the fear factor, ask yourself this: what is the worst, the very worst thing that could happen? You hear an obscenity and the phone slams down? BIG DEAL! If anything, you will learn to enjoy results like that, for the simple reason that those "No's" are leading you to the next "Yes's".
As you can see, it all begins changing the way you approach cold calls. And that is totally under your control!
Alen Majer is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better.