Woke up this morning with a strange desire to share a few tactics I
use for cold calling in order to do sales and business development.
How do you call your prospects? Are you calling them with a serious tone of voice and running through the description of your company and products as fast as you can before they hang up? Do you get mad when they hang up and call others with an even greater frustration?
Well chances are due to your managers extreme pressure for results and performance and lack of experience you probably do call people in that manner...
A good example to illustrate this scenario was a call I had just a few days ago. I wanted to buy a domain I thought it was a good investment. I gave up my details and waited for the sales rep to buzz me up.
Eventually he called me, now imagine a very serious tone of voice, a ton of anxiety and frustration that you can feel by the urgency of the call and the lack of space between questions...
"Hello sir, My name is Jason from company X and I would like to speak to you in regards to the domain you are interested in. Well it turns out we have a promotion this week and we could give you a discount of 10% if you make a purchase today. Do you have a few moments to spare in order to go over this?"
Well let's put it this way, right after his plaine and disturbing introduction I was already feeling harassed and did not want to continue on the conversation. I quickly asked if he would do 25% off, he told me it was impossible and rushed the call to an end. I guess the monthly quota demanded him to call one lead after the other as fast as possible...
Ironically, about a week after I got an email proposing me to get the domain for 25% off - How useless of a call was that in the first place?
I mean, nowadays everyone wants to sell something and you have to be different otherwise you're dead! You have to be a pro! You have to innovate...
So here are a few tips:
1) Call people in a good mood and don't ask too much at first.
2) Feel out the state of mind of your prospect before choosing your next words.
3) Tell a story! Make sure you sell a product within a context with examples.
4) Be funny and charismatic, people appreciate that when working in a fast pace environment.
5) Introduce your service as a possibility in the market and not as a one-off solution.
6) Seize the moment as soon as an opportunity appears...
7) Take a deep breath!
How anxious are you to deliver results? Have you ever asked yourself this question? What is my current state of anxiety? How do I sound when I call people? I hope managers out there are doing this kind of evaluation and are not just looking at their numbers and forecasts...
And finally, prepare yourself before a call, know what you have to say and why before you pick up the phone and do not ever say something you do not master.
How do you call your prospects? Are you calling them with a serious tone of voice and running through the description of your company and products as fast as you can before they hang up? Do you get mad when they hang up and call others with an even greater frustration?
Well chances are due to your managers extreme pressure for results and performance and lack of experience you probably do call people in that manner...
A good example to illustrate this scenario was a call I had just a few days ago. I wanted to buy a domain I thought it was a good investment. I gave up my details and waited for the sales rep to buzz me up.
Eventually he called me, now imagine a very serious tone of voice, a ton of anxiety and frustration that you can feel by the urgency of the call and the lack of space between questions...
"Hello sir, My name is Jason from company X and I would like to speak to you in regards to the domain you are interested in. Well it turns out we have a promotion this week and we could give you a discount of 10% if you make a purchase today. Do you have a few moments to spare in order to go over this?"
Well let's put it this way, right after his plaine and disturbing introduction I was already feeling harassed and did not want to continue on the conversation. I quickly asked if he would do 25% off, he told me it was impossible and rushed the call to an end. I guess the monthly quota demanded him to call one lead after the other as fast as possible...
Ironically, about a week after I got an email proposing me to get the domain for 25% off - How useless of a call was that in the first place?
I mean, nowadays everyone wants to sell something and you have to be different otherwise you're dead! You have to be a pro! You have to innovate...
So here are a few tips:
1) Call people in a good mood and don't ask too much at first.
2) Feel out the state of mind of your prospect before choosing your next words.
3) Tell a story! Make sure you sell a product within a context with examples.
4) Be funny and charismatic, people appreciate that when working in a fast pace environment.
5) Introduce your service as a possibility in the market and not as a one-off solution.
6) Seize the moment as soon as an opportunity appears...
7) Take a deep breath!
How anxious are you to deliver results? Have you ever asked yourself this question? What is my current state of anxiety? How do I sound when I call people? I hope managers out there are doing this kind of evaluation and are not just looking at their numbers and forecasts...
And finally, prepare yourself before a call, know what you have to say and why before you pick up the phone and do not ever say something you do not master.
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