Art of cold calling

What is cold calling

Introduction

Visit or make unsolicited phone calls to unknown customers for a sales appointment and for the purpose of generate revenue.

It is also known as

telemarketing

Cold calling is used to attempt to convince potential customers to purchase either the salesperson’s product or service. Cold calling is generally referred to as an over-the-phone process, making it a source of telemarketing, but can also be done in-person by door-to-door salespeople.

• Start with welcome email.

• Explore about the organisation before approaching.

• Attention to detail is very crucial.

• Respect your prospect’s time.

• Answer their burning questions with great impact.

• Set a firm date.

• Seek Out a Personal Connection.

• Don’t stop following up.

Current Marketing Trends

In summary, the results showed that exactly 50% of respondents used the power of referrals as their driver of new business, with the more traditional approach of cold calling gaining just 21.4% of votes, followed closely by repeat business (12.5%), marketing (8.9%) and social media (7.1%).

Sales Facts in Figures

•The average salesperson only makes 2 attempts to reach a prospect. 

• Email marketing has a 2 times ROI than cold calling, networking or trade shows.

•The best time to cold call is 4:00-5:00pm. The second best time is 8:00-10:00am. The worst times are 11:00am and 2:00pm.

• 8-% of sales require 5 follow-up calls after meeting. 44% of salespeople give up after 1 follow-up!.

• For each month you do not contact your customers / prospects, your influence drops 10%.

•Thursday is the best day to prospect. Wednesday is the second best day, Tuesday is the worst day.

Cold Calling Mistakes

•Not making business development a priority

•Negative mindset

•Calling the wrong prospects

•Lack of preparation and unclear objectives

•Not setting yourself activity targets

•Asking too many closed questions

•.Giving up too easily

•Having a weak opening statement

•Not speaking to the decision maker

Must Remember:

48% quit after the first contact

20% quit after the second contact 7%

quit after the third contact

5% quit after the forth contact

4% quit after the fifth contact

80% of customers say "yes" afterthe sixth contact! Many clients willnot buy from you on the first call.

REFERENCES

http://www.recruitmentcoach.com/ColdCallingMistakes.pdf

https://www.linkedin.com/pulse/20140326171038-4042533-cold-calling-mistakes-top-tips-to-avoid

http://thesaleshunter.com/wp-content/uploads/2014/07/Low-Res-10-Physical-Signs-Youre-a-Sales-Leader.jpg

http://www.thesalesexperts.com/21-shocking-sales-facts-that-will-change-how-you-sell-forever/

http://www.forbes.com/sites/drewhendricks/2014/09/24/10-sales-techniques-to-never-cold-call-again/

http://www.thinkadvisor.com/2013/05/28/how-to-win-the-cold-calling-numbers-game