Cold calling for a lot of businesses has gone by the wayside with the popularity of the Internet and email. However, for some it is still a small to big part of their business, but, many people look at the phone when it comes to sales calls and it feels like dead weight to them. It doesn't have to be that way, with the right attitude and paying close attention to even the rejections a salesperson can learn from each experience and evolve from it.
There are a few things that you can do to help make your sales calls more successful:
- Have a professional greeting. Don't just pick up the phone, call someone and say hello or jump right into your sales pitch the minute someone picks up the phone. Be professional and make the person on the other end of the phone feel like they are part of the conversation from the start.
- Introduce your company and yourself. Make sure to let them know who you are and what company you represent and what your company specializes in. However, don't be overly specific at this point in time, in fact you don't even want to mention the product you are trying to sell.
- Show gratitude. Make sure to thank them shortly after you get them on the line and let them know that you appreciate the time they are giving you out of their busy day. Make sure that you let them know you don't want to waste a second of that valuable time.
- State why you are calling. One of the best ways to state your purpose is to try and put it into a question. Often times if you put it properly into a question more times than not you will receive a “yes” answer to that question. This is the point of sales calls where you start to sell your product and to ask them if you could meet with them to better demonstrate what your company has to offer.
- Try to schedule a meeting. Now is the time to confirm a meeting either in person with the prospective customer or in a teleconference where you can have more of their time that is scheduled so that you can give them all the vital information they need to make an informed decision on your product or service.
- If a face to face meeting is set up use the alternate choice strategy. Offer the person on the phone two different times for them to chooses from for the meeting time. If you use this approach you are in control otherwise if you leave it open to them, you may not even get a meeting set up.
- Be thankful. Make sure to thank them for their time and let them know you are looking forward to meeting them by restating the time, date and place of the meeting before you hang up.
- Make sure to follow up. If the meeting you set up is a few days in the future then make sure to send them a short but polite note confirming the meeting and thanking them. If it should be the next day then send them an email confirmation.
By following these simple tips it should make cold calling and your sales calls go a lot easier and more effective in gaining more customers for your company.