20+ Tips for Cold Calling in the New Year PT 16
21. Show your respect by not only including them in the decision making process but also by paying them what the are worth. Don’t insult someone designated to help you build your business by offering them a “commission based on sales “ or “per appointment” position. Why should a cold caller wait until you sell something before they can afford to pay their rent? What if you’re great at managing your office but not great at sales? If you can’t afford to pay the cold caller a salary-you can’t afford a cold caller. Do the cold calling yourself until you can afford to hire someone. And pay them a decent salary. Most are willing to pay upwards of $20.00 an hour. We have to eat too. And by the way. How long do you expect to keep a good telemarketer by paying them peanuts?
22. Do the cold calling yourself and you’ll begin to understand the thanklessness of the job. Once you’ve done say 200 hours of cold calling you’ll start to understand that hiring a good cold caller is an investment and worth their weight in gold.
23. Call like you’re not begging for business. Sell like you don’t need the business.
24. Beware however. The time to bring in new business is when you don’t need it. Feeling like you can’t handle any new business? Either hire more help, delegate or find a way to make it work.. Trust me you will be grateful when your competitors are struggling but you’re doing more business than ever.
25. Slumps are not forever-they just feel like it. If you are in a slump don’t worry you’ll get out of it . Nose to the grindstone and push forward. You’ll get through.
26. Ask probing questions. If you’re doing most of the talking you’ll forget to listen. If you’re not listening it becomes difficult to know what the prospect’s needs are. If you don’t know or understand the need how can you sell them? Asking open ended-probing questions will allow you to hear several things.
A. If there is a need.
B. If there is a priority.
C. What the need is.
D. If there is a budget.
E. If the prospect is “open” to a quote from you.
F . If there are problem areas with their current vendor to be addressed
27. No scripts-no hang ups. I rarely am ever hung up on for two reasons.
A. Most contacts don’t realize they’re speaking with a cold caller.
B. I never use a script.
Understanding the purpose for the call and what your company does before making that first call, will allow you to control the call and not sound scripted. After all cold calling is nothing more than having a dedicated, focused conversation-that’s all.