Cold calling is an activity in sales when reps reach out to potential customers who haven’t expressed any interest in the offered products or services. In other words, salespeople target the right prospects to boost their success rate. However, cold calling is a massive challenge to deliver a sales pitch to someone who has never heard about you or your offerings.
Therefore, cold calling is one of those marketing tasks that is either loved or hated, usually the latter. But if done preparation properly, cold calling is still an effective sales tactic
Embrace Rejection
Rejection is a necessary part of all sales activity, from prospecting through close, inbound and outbound. As we know, no one closes 100% of their prospects. So, the important things is how to get over your fear of rejection when make a cold calling.
Don’t try to sell them first, just try to learn. Before making a call, run a practice call with colleague and have them shut you down in the rudest way possible. Every time you get told no afterward, remind yourself that at least it wasn’t as bad as that rejection.
Research Prospects
Cold calling strategics need to target to the right audience. According to research, in a typical business with 100-500 employees an average of seven people are responsible for most buying decisions, so connecting with the right people is critical to a cold calling success.
Before calling, find out as much as you possibly can about the company or individual you’re going to call in advance. This gives you the huge advantage of being able to talk about their business and their needs when you call them.
Calling Schedule
By keeping track of when prospects are more likely to answer the phone, and when they’re more likely to speak with you, you can better focus your efforts during times it will make a bigger impact. So, spend your time on those days focusing on high-quality prospects.
Besides, look at activity records of those prospects who have purchased. What days are they most likely to answer the phone? Find the times of day to get a conversation and focus your efforts on connecting with the highest quality prospects during that time.
Don’t underestimate the power of after-sale marketing. According to a a study, repeat customers spend roughly 67 percent more than first-time buyers. So, don’t neglect the after-purchase experience, grab a massive opportunity on the table for additional sales.and nurturing one-time buyers into loyal customers.
Prepare Scripts
A prepared scripts lets you organize your thoughts before calling, and helps you avoid common mistakes during the conversation that would give the person you’re calling the chance to terminate the conversation.
According to a study, 58% of potential buyers report that sales reps are unable to answer their questions effectively. So,be prepared to answer detailed questions about your products and services. Lay out the benefits of your product or service and the reasons your prospect should buy. And also write out possible objections and your answer to them.
Conclusion
By practice, practice and practice, cold calling will be the more effective sales technique. The truth is that if it is done correctly, it can be highly effective. As a professional sales, need to learn how to handle it and over time, these phone calls can make them better at attracting new prospects and closing the sale.
TRANSFORM YOUR BUSINESS TODAY!
Realizing the importance of digital transformation, The Malaysian government has introduced various initiatives to encourage SME digitalization. The Malaysia government through the Ministry of Finance (MOF) is working together with Bank Simpanan Nasional, SME Bank, and Malaysia Digital Economy Corporation (MDEC) in managing the grant to eligible Small & Medium Enterprises (SMEs) to adopt digitalization in daily operations.
Get your Matching Grant up to RM 5,000 with SME Digitisation Initiative now, for any Digital Media Marketing & Video Production services from SBS.