Cold-Calling Technique
- Standing up and moving whilst on the phone gives some people an air of confidence
- Record any personal details when on the phone, if the client is about to go on holiday, find out where, and ask him about it on his return, this always goes down well
- When asking about changes in the company product, instead of asking when there changing, ask when they are due to review
- When trying to get passed reception level, get the receptionist on your side by asking for her help. " I wonder if you could help me" rather than a straight "Who's your IT Manager"
- Remember it's a numbers game, at any one time someone is looking for your services
Cold Calling Tips
- Write a script: Not to read word for word, but as a backbone to your approach.
- If you do not know the name of the decision maker you are trying to contact. Do these as a separate campaign. Or they will know it is a sales call and you will not get pass reception level.
- Decide on type of companies you want to target before hand, think about where your business comes from now. Is it from a specific industry?
- Qualify the call - Gather as much information as possible. Knowing your potential clients needs are just as important as getting the appointment.
- Make your introduction and product script last no longer than 15 seconds. Any longer and you will risk losing the interest of the potential client.
Cold Calling Success
Telemarketing isn't just about getting a 'yes', it can about finding out about finding out what customers are looking for, ensuring they know about your event.
Even getting a definate no can be a success! Your sales executives don't waste time with those just fishing for prices, and can focus on the prospects that will bring real value.
Example Telesales Script
A script alone won't get you the results you need, but to understand the basic pattern can help anyone about to embark on a telemarketing campaign.
Download Telemarkting Script(93kb PDF)
