Cold Call Prospecting Tips- because There is no "shy" in Sales!
May 28, 2017
I am often surprised to hear from Sales Managers who do not like to prospect, but it makes sense considering people’s phobia of public speaking. Michael Jackson used to have no trouble at all performing in front of thousands of people, but he was very shy when it came to small venues. Calling clients or sometimes strangers can be intimidating for sure, but here are my top ten tips to help:
1. First and foremost, there should never be a completely ‘cold’ call. With technology today, everyone has the opportunity to research their intended target first.
2. Research all targets. Know something about:
the company’s past and present
the point of contact who will be of most benefit to speak to
how long that person has been with the company
the history with your company has with this business
3. Disciplining yourself to reach out to two contacts a day will make this process faster. The most common ways of researching a target is:
Co-workers who have had experience working with them in the past
Historical data from earlier business in the company system
4. Call, email, or approach with a purpose. Introduce yourself, compliment or mention a fact you have in common, and offer a point that should be interesting for the contact. The combination you use is dictated by the reception you get and the agenda you have for the call:
a new feature that your business is offering
information about need periods or busy dates they might want to reserve
introducing yourself showcasing your abilities and how they might relate to the prospective client
an invitation to get together or to an event
a request to strengthen the relationship between both companies
5. Remember to ask the caller for information about themselves too! Don’t make it a one-sided, unsolicited presentation of your business needs. Ask the contact about their company’s needs, what would bring them back as a client, what matters most to them in the industry today.
6. Timing is everything. If you are calling for a person’s birthday or work anniversary, call a few days prior. Do not call on a Monday morning or Friday afternoon, lunch times are also usually in convenient.
7. Keep the call under 10 minutes unless the contact is interested in engaging.
8. Leave with a plan. At the end of the exchange try to have a time frame or follow us action scheduled.
9. Always thank the caller for their time and wish them a good day or evening.
10. Log all the details of what was discussed, set a trace to contact this person again at a sensible interval.
Questions? Please contact me and… Have a profitable prospecting day!