subject: How To Cold Call Education Leads [print this page] Cold Calling is one of the hardest parts of the business. While in the perfect world, your phone would be ringing off the hook all day with consumers in need of your service, the reality is that if you want closes, you need to aggressively pursue the consumer, and cold calling is an effective sales tactic if it is executed correctly.
But many sales people would rather do anything than go cold calling. These cold calling tips won't eliminate difficultly, but they will help you make cold calling a more successful experience.
1. Set your expectations right
Beginners tend to think that cold calling is only about making sales. Think about it as getting the opportunity to make the sale. Think of a cold call as it the opportunity to set an appointment to make the pitch for a close. If you get a sale off of a cold call great, but that is the exception not the rule.
2. Research and Target
You need to target your cold calling to the right audience. Use market research to focus on your target market. Then find out as much as you possibly can about the company or individual you're going to cold call in advance. This gives you the huge advantage of being able to talk about their business and their needs when you call them. Try to pitch to warmer prospects by purchasing leads.
3. Be Prepared
Remember that you only have a few moments to make the most of the call. Be prepared for the second they pick up the phone. Avoid common mistakes in the cold call opening that would give the person you're calling the chance to terminate the call. Control the conversation from the start doesnt give them the opportunity to say no. For example dont start with statements like, "Is this a good time to talk?" or "How are you today?"
4. Sample Opening Statement
This works well: "Include a greeting and an introduction, a reference point for the call, the benefits of your service, and a transition to a dialogue. For example, 'Good afternoon, Ms. Brinkley. This is Martin Green with Debt Settlement Company. I found that you recently were looking for help with your credit card debt. We specialize in Debt Settlement services that allow you to reduce your credit card debt by around 50%. I'd like to ask a few questions to determine whether one of our programs might meet your needs.'"
