Mastering Cold calls
Plan for effective Cold Calling
There is no denying that cold calling is challenging, but there are ways to make it much easier. A positive selling environment is created when you take the time to build a solid foundation through preparation.
To plan for effective calling:
- Begin with basic preparation.
- Develop your presentation technique.
Begin with basic preparation
Maybe you want to just jump into cold calling. You may believe that by digging in and starting to make calls, you will get the results you want. That is a commendable attitude, but if you hold off just a bit longer to make sure you are really prepared, you will have even more success and it will be less stressful in the long run.
Your basic preparation begins when you:
- Set a schedule for cold calling
- Organize your workspace
- Target your customers
- Set your calling goals
- Minimize the sales cycle
Set a Schedule for Cold Calling
Create positive habits. You may do your best work in the morning or you may need to wait till the afternoon. In any case, your cold calls will be more productive if you regularly schedule your calling time when you are feeling your best at your peak energy level. Get into the habit of calling during the same time every day or have a predictable weekly schedule if your prospect’s availability is varied. You also want to call when you are most likely to be able to reach the decision-maker. One of the most important steps you need to develop if you are to be successful in cold calling is time management.
Remember both you and your prospect are investing time in the calls, so you want to maximize your return on the investment. Pay close attention to the time factor.
Who according to them is a prospect?
The key to successful cold calling is talking to the decision-maker, who is usually a supervisor or manager. Managers and supervisors are usually working when others, like the receptionists or secretaries, are at lunch or off work. Therefore, noon and before or after normal working hours are excellent times to make cold calls that will more likely connect with the decision-makers the first time.
Another possible question is – How will you manage your time while cold calling?
You will be more productive and better at scheduling when you:
- Plan the number of calls you will make in a given time.
- Keep accurate records in a conversation log.
- Write out the comments or results of each call you make, including any personal information you glean from your conversation.
- Know your script.
- Keep your conversation friendly but professional.
- Always move towards the sale or appointment.