Cold Calls - A New Way to Open - Cold Calling Tips to Create Openings for Real Conversation!

Cold calling is great for businesses of all sizes and types. Cold calls are a low-cost way to reach prospects at anytime. But cold calling can be more difficult than traditional marketing campaigns when you're not sure what to say and how to start the conversation in order to set yourself up for a meaningful, real dialogue.

Cold calling is a form of direct marketing (not telemarketing) that uses telephone equipment to call customers or potential customers. The purpose is to try to sell a product, service, or idea.

Although cold calling can be stressful and intimidating, if done correctly, it just might be the door you need to give yourself the chance of getting more sales from your target market! A successful cold-caller does everything within their power to have the other person answer their call. This means being persistent and persistent – even for weeks if necessary – until the prospect says yes!

Cold-calling is an effective way to market products or services. Cold-calling is used as a strategy in developing new products and/or services. This can be a way to generate revenue or build awareness, generate new customers and/or clients, or to expand the client-base of your current services or product offerings.

However, cold calling is not guaranteed to be successful. Cold calling is not effective and may not be as effective as other marketing and sales strategies when:

• Your target market is too small.

• Your target market is too big.

• You are dealing with a highly experienced prospect that does not qualify for your services.

• You don't have enough time to get the proper contacts for your business (a new book will usually take you at least six months, if you have time for it).

• You have no experience in making cold calls.

• The other person does not want to talk to you.

• There is too much competition.

• You are asking for a large amount of money up front, before you provide a service or product.

Ultimately, a cold-call has the same goal as any other marketing effort: to get results and an order! This means that the purpose of cold calling is to solicit orders, not just information gathering or networking, but actual sales. There are many people who think they want to use cold calling as a marketing strategy but really do not have the desire and enthusiasm necessary to generate new clients. They are thinking about cold calling as a sales "tool" but the purpose of cold calling is to generate sales.

Cold calling is ideal for small businesses and consultants who want to connect with potential clients in a cost-effective way.All you need is a phone, the Internet, and some basic business tools like your brochures and portfolio to make cold calls.

• It's low cost. There are no special technology or marketing tools required beyond your telephone equipment and computer with Internet access capability.

• It's easy to do, especially if you have shipped out a lot of products or services through the mail such as direct mail pieces or product samples. Asking for a meeting is a lot like asking for a "tune-up" or showing someone your product samples.

• Your prospects are willing to meet you because they have already been interested in your product. You don't have to convince them to take time out of their busy day, as you would with door-to-door sales.

• You can try it out for free. Just call ten people and ask if they would be interested in meeting with you about your ideas before you invest in any special training, equipment or materials!

• Cold calling is work that pays off. You'll get more sales from your target market, and you'll spend less time generating leads.

Cold calling is a proven method if you can get past the initial difficulties. 

Here are some tips to help you successfully cold call:

1) Be prepared before you start any cold calling. You can use the following guidelines to set up a successful call:  write down what you want to say, prepare your pitch and plan ahead how many calls you're going to make to a certain prospect/client. Also be ready with how much time you're going to ask your effectiveness in order to get the most out of it. (A maximum of 15 to 20 minutes and never exceed 30 minutes.) 

2) Call when the prospects/clients are busy – not in the midst of a crisis. You will definitely get a "no" if you call on the wrong day, or at the wrong time.  Many people say that most business owners and managers keep their schedules packed from 8:30 to 5:00. But there are some who may be available from 11:30 to 1 pm or 2:30 to 3:00 or even late in the afternoons. If you make an appointment, then it will work out.

3) Be persistent and diligent. You won't get a "yes" on the first call, second call or tenth call!  Persistence is an important quality for successful salespeople. Most people will give up after just one or two tries, but a successful cold-caller will keep calling until you hear "yes".

• Say your name and company name when you answer the phone.  It's a courtesy that shows your professionalism and respect for the person on the other end of the line.

• Attitude is the number one factor that makes a cold-call successful.  How you treat the person on the other end of the line says everything about your character.  Your cold-calling style will either make you strong or weak.   To keep your mind and emotions in check, count to ten every time you call.  Being tense will not help you get more sales, nor will it give anyone an opportunity to say "no."

• Be positive and upbeat! Listen carefully during each call to determine whether or not they are interested in meeting with you at this time. But if they are, ask when would be a suitable time for them to set up a meeting with you.

Conclusion

Cold-calling can be a very effective way of establishing new customers and making sales. If you want to know more about cold-calling, click here.

Cold Calling Tips: 10 Rules for Getting through to Prospects [Infographic] [Click for large version]

It is always better to start by finding out what the prospect(s) wants before you start cold calling. When talking about your services, be up front about what you do and don't offer besides the fact that you can quote prices and send samples immediately. Want to know more? Then click here.