Building Great Relationships Through Cold Calling
Building Great Relationships Through Cold Calling
In cold calling, the simplest strategies can sometimes do wonders. What we are talking about here is focusing on relationships in our cold calls. This is what keeps us real, and it gets rid of the dreadfulness of telemarketing. Remember that we're real human beings talking about real things (that is, if your business is not fraudulent and you are not one of the scammers). As people, our interests show in the conversations that we have.
Most salespeople dislike and are intimidated by cold calling. We know it is required, but this is because our task is to make a sale. In our calls, we are speaking with a human being with the absence of any real affinity with that person. Often times, it feels insincere and we are all guilty of this.
This pretentiousness is stressing us, and jeopardizes our conversations. When we are insincere, the person on the other line senses it and knows we are selling something. This puts most people off. They have no idea who we are, know nothing about what we do, and are being extremely cautious.
You have probably observed that most telemarketing calls get really shaky the instant we steer the conversation towards a sale. It's like preparing for war, and the tension sparks.
The person we have contacted does not know us. The impetus we are trying to build places that person in a protective mode. He/she is guarding himself/herself from an outsider who might be calling for selfish reasons.
How can we change this into something more meaningful? We start by concentrating more on the relationship instead of the salesmanship. We proceed with calling, anticipate meeting somebody new, and hope to have a smooth conversation to determine if we can be of help and service. When cold calls begin with this frame of mind, it emanates over the phone and the other person feels it.
Establishing relationships adds the human element in our phone conversations. We become sincere. Conversations are no longer uptight and become more natural. People are also more receptive and respond with genuine interest and kindness.
We should build relationships because it is part of our being human, not part of our sales strategies. If we perceive relationship-building like something that we simply have to do because it's part of everyday work, then it would seem fake and would not do us any good. Our goals and strategies should always be customer centric, not just about making money. We should be able to discover if we can offer something really valuable to the customers. If they say no, then we should politely accept and move on. That can still be called a relationship.
We are real people, so we should be treating other people the way we want ourselves to be treated. When we do this, it feels great and makes an astounding difference. Both callers and prospects/customers feel more relaxed. We begin our calls with positivity and anticipation that we may possibly speak with someone who would have a genuine interest in our services/products. If they don't, we've still enjoyed the conversation with the person.
If the people we call feel calm about the way we conduct ourselves with them on the phone, they are more likely to listen and talk to us. But if we launch into a robotic-sounding spiel, we turn people off and lose opportunities.
Below are some tips to be able to build relationships in cold calls: -Pay attention to the needs of the prospects instead of focusing on making a sale.
-Submit to the result of your call so you can make a connection with your prospect at a personal level.
-Look at the human connection as an avenue to meet new and interesting people.
-Converse naturally and pleasantly.
-The manner in which you conduct yourself is far more important than the number of calls you make.
-Let your conversations develop naturally.
-Avoid using cocky and aggressive phrases.
These relationship-building tips will help you improve the way you conduct business and consequently increase sales and help you feel good about cold calling.
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