5 Tips To Make Your Cold Calls More Successful By Gavin Ingham At Isnare.com Ezine Articles

Cold calls. How can two words strike such fear into the hearts of customer and sales person alike? But they do. Customers dread receiving cold calls. Sales people dread picking up the phone and making cold calls. But yet they’re a necessary part of sales. And moreover, they’ve been proven to be one of the most effective types of sales out there. But how can you make your calls more successful? Luckily, you’ve come to the right place. This article will review five tips to making your cold calls more successful.

1. Correctly target your buyers. When doing cold calls, you’ll get much better results if the people or companies you’re calling are actually interested in your product. Doing a small amount of research before cold calling can greatly improve your success rate. For example, if you’re selling luxury vacation packages and you’re consistently calling low income young families, you probably won’t have much success. But if you call retirees or high income families, you’ll probably have a much higher rate of success. It’s important to know the proper demographic groups in order to correctly target your buyers and achieve sales.

2. Prepare your potential customer. It can greatly improve your rate of success if you don’t have to start from the basics with each call. Before you call, send the prospect a short, useful introductory note to your product. It should briefly describe your product and how it could benefit the customer. Then when you call your prospective customer, s/he is already aware of your product and possibly interested in buying it. This method also allows you to use introductory phrases like “Hi, I’m just following up on the brochure we sent you. Did you receive it?” This makes your cold call much less awkward and improves your chances of success.

3. Calm down. Take a deep breath. Remember that you’re not alone. You’re not the first sales associate to ever make a cold call. Even the most battle-hardened sales person has made cold calls. And it worked for them. Remember that they person you’re speaking to is a stranger and the chances are miniscule that you’ll ever talk to them again. So if you make a fool of yourself, the only people that will know about it are you and the voice on the other line. And the other person will just dismiss you as an irritating sales person. So no worries.

4. Have a good script. One thing that will help your call go more smoothly than anything else is having a good script laid out. No matter how good you are, you probably still can’t wing it. You may be passionate about your product, but it’s inevitable that you’ll leave out a few important details about it if you try to improvise. Also, with limited time on the phone, having a written script lets you focus on the specific points that you want to make. You need to be able to concisely describe your services and the compelling reasons why the prospective customer should buy your product. Remember that the script need not be word for word. But it should prepare you for the conversation and thereby help you gain more sales from each call.

5. Be happy. People are more likely to buy from pleasant, confident sounding people. Be polite when you call. Try your best to sound sincere. Smile while you talk-people can hear it in your voice. If you sound nervous or irritated on the phone people will be suspicious of you and less likely to buy your product. Being warm and friendly to the person on the phone is one of the best and easiest ways to improve your sales. Think of it as “warm calling” rather than cold calling!

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