There’s more to successful cold-calling than picking up the phone. Attitude and mission go a long way towards a full sales pipeline.
Cold-calling is, perhaps, where your skills are most vital in the sales process. Calling a complete stranger and convincing them to listen to you is a talent envied by even the most seasoned salespeople. However, it doesn’t have to be a mystery. Successful cold-calling starts not with a phone number or even a sales pitch, but with your mindset.
Sounds a little campy, yes? But think about it. If you don’t believe in yourself and your product, how are going to get someone else to do the same? Self-confidence, demeanor, and purpose all play into how a prospect receives you on the other end of the phone. In a way, you might say successful cold-calling doesn’t involve selling a product; it consists of selling yourself.
Most important habits of a cold-caller
Don Galer famously said, “Integrity is what we do, what we say, and what we say we do.” And that integrity is influenced by habits — regular behaviors that make us who and what we are.
Successful cold-calling requires certain habits of a salesperson. First and foremost, you must be confident. Again, if you don’t believe in you, no one else will.
In that same vein, get excited! When others hear your enthusiasm, they’re more likely to at least hear what you have to say, which is the most difficult hurdle to clear in a sales call.
And even though you only have a few seconds to hook your listener, it’s also important take your time. Making calls when you’re harried will detract from your selling ability because you’re thinking about where you’re supposed to be instead of listening to the customer.
Sound complicated? It’s not. Use a script. It’s not cheating, and it doesn’t demonstrate incompetence. The opposite, in fact, is true. Using a script ensures that you communicate all of the important information without stalling for words or trying to remember details. If you wing it, you may be disappointed with the result.
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Have a purpose. If people sense you’re a little frazzled, they’re less likely to take you seriously.
Read. Read as much as you can about your industry, your competitors, your target audience. The more knowledge you have, the more likely you’ll be able to sell your product or service.
Smile. Sure, your prospect can’t see you, but if you smile anyway, it brightens the tone of your voice, which makes you seem more relatable.
Organization and downtime
Successful cold-calling is next to impossible if you don’t have your leads organized. CRM software is one of the best ways to do that in today’s market. Not only does a CRM make it easy to keep your leads up to date, but they also provide metrics you can look at that might help you with your sales strategy. This is a must-have in today’s world of sales. If for some reason you don’t have one, you’ll still want to have all of your information organized and easily accessible.
When you’re not engaged in successful cold-calling, there are still other things you can do to prepare you for the next round. First, take some time to relax. Yes, you have a lot of things to do, but if you don’t take at least fifteen minutes every few hours, you become less effective, no matter what your job is.
Study the news in your industry. Read trade magazines or websites related to your business. Visit competitor websites, find out what they’re doing so you can develop your own strategy.
And of course, updating your CRM during downtime will help you ensure that you’re keeping track of your relationships so that you’ll be ready when it’s time to start calling again or to follow up.
There are many other things to know about successful cold-calling that don’t fit in a blog post. To help you further your skills, here’s a small list of resources that are almost exclusively dedicated to cold-calling:
The Complete Idiot’s Guide to Cold-Calling
Take the Cold Out of Cold Calling
The Ziglar Show
And don’t forget that any media concerning sales will likely help you with your cold-calling skills. While there’s much that’s unique to the cold-call, at the end of the day, you’re still a salesperson. Never stop learning how to be better, and you’ll always find success.
Success requires hard work, but you can make things easier for yourself by using outbound phone technology designed for today’s salesperson. Sign up for our free trial now and find out what we can do for you!