Making The Cold Call Work For You

Cold calling is one of the oldest sales techniques out there. It is also widely ridiculed and derided! One of the main reasons why it is made fun of so mercilessly is plain and simple: most people don't like receiving cold calls. In fact, a lot of people don't like having things "sold" to them at all! You have probably been at the wrong end of a bad cold call once or twice yourself. And because you have experienced this firsthand, you ought to realize what the biggest key to successful cold calling is: Do it differently from the way everyone else does it! You have already lost the battle if someone picks up the phone and immediately begins to think, "How can I get off the phone with this cold caller?" Instead, you need to know how to cold call differently.

Firstly, understand that you need to put in some research. A little research can go a long way, and furthermore, you can waste a lot less time. Instead of calling people blindly - as if putting a scarf over your eyes at the firing range - research can help you call in a more focused manner. There are plenty of avenues by which you can gather good information to help your cold calls, but research and studies of your own are the most valuable of all.

When you call, you have to have confidence. A script is a great way to boost your confidence, and it is also a great way to ensure a focused, productive call. Once you have a script, stick to it! You do not need a word-for-word script - just a general outline of what you will say, and the order in which you will say it. You can refine your script over time as well. Add things onto the script when you find that they work. When you find something in particular that does not work, take it out of the script.

Down the road, as you have more experience under your belt, you can begin to customize your script depending on who you are talking to. Maybe you will want to soften things up when speaking to a small business owner. Maybe stiffen up a bit - becoming more formal - when speaking with a high-ranking executive. The more cold calls you make, the more adept you will be at making adjustments.

Some companies cut cold calls out of their strategy completely, claiming that they "do not work." But cold calls can be a huge help for your business, provided you know how to do them correctly.

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