How To Make Sales Calls
Learning how to conduct cold calls is one of the first steps in learning the sales process
. This is not typically intended to close a sale, but is rather the first step into creating a sale.
It is the method with which you make a contact with the potential client. Whether these are done on the phone or in person, they are usually very short.
Your only focus in this conversation is to get an appointment or a meeting at a future time when you can introduce your company and its products. There are also some times that you may have another purpose for a cold call.
You can use them for announcing a special promotion as well, but their most common usage is really to get an appointment so that you can make your presentation and sell your product or service. As an initiator, know that your call is usually completely unexpected, and you are in some way interrupting their day.
Your prospective client may tell you that they do not have the time to talk to you, but do not let this deter you. If you get rejected, just learn to not take it personally and keep on calling other potential clients.
Before you dial the first number, it would probably be in your best interest to rehearse first. If you do not have anyone to role play with then you should arrange your schedule so that your first contacts be with companies that are not on your high priority client list.
This way, if you royally screw up the phone call, you will not be be too upset about it if you do not get them as a client. This may help you to relieve a lot of stress so that you can concentrate on learning the strategy of the call.
Hopefully, cold calls will not be your nine to five tasks on a daily basis, but should rather be a small chunk of time out of your day. When you are initiating conversations, try to do them consecutively so that you can start to build a momentum or rhythm.
Trying a sporadic method can break that rhythm and make it harder for you to secure an appointment. You will have better results if you set aside a few hours in the morning or even an entire day to do a week's worth of calls.
Make sure you have enough leads to keep you steadily busy for the amount of time you have scheduled. It will also be in your best interest to do some research in advance of what type of leads you are going to target.
This may mean doing some research on each client to see what they do, if they have been in the news, and what your company can specifically do for them. Because you are initiating the meeting, this is your opportunity to have control of your prospects first impression of you.
Make sure you have a pen and paper to write with for taking notes. Keep them easily accessible so you can reach for them quickly without having to scramble around looking for them.
Prepare two lists of questions that you would like to ask your prospective client before you dial any numbers. You should also prepare to ask to talk to the manager or owner of their company.
Your first set of questions should be for those that express an interest in your product or service that are part of your normal presentation to a client. The second set should be questions that would keep the conversation moving should they not have a real interest in your company at this time.
The most important part in preparing for a cold call is your opener or hook. An opener is a short statement that follows your greeting.
This will take some careful thought in putting it together. It is preferable that it be a short one sentence statement about your company that will grab their attention.
by: Jack Landry
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