Other of Interest 5/28/12

Cold calling tips for a successful cold call

When asked how they truly feel about “cold calls” or “telemarketing”, the majority of people envision a mental picture of someone rambling on the phone, putting pressure on the listener to buy something unnecessary or unsolicited, and not even giving adequate time to respond! A lot of these annoying calls can be stopped or avoided on a personal level, “B2B” telemarketing calls remain a significant part of doing business today. The fact is that, an effective and well-executed telemarketing plan can yield high returns on investment. These telemarketing tips can assist anyone and reach out more effectively to prospective buyers.

The purpose of any successful telemarketing program is to reach the “decision-maker”. Often, the man or woman who answers the phone or has the fancy title is not the person who can really decide if the operation should respond to your solicitations. Ask for the actual owner, president, or CEO if this is possible. If you can get “behind the scenes”, your chances of moving forward with any firm are increased exponentially when you can get to “the Decision-Maker”.

An important telephone sales tips to remember is to be ready to actually converse to the party you are hoping to reach. In this day and age of e-mail and voice mail, the party may not pick up your call, opting for their mailbox. It is also possible your call is going to be answered directly! Have you gotten the persons’ name correct? Check you are ready to respond to any questions the target may ask, and be prepared to give specific examples. As basic as this may sound, it is vitally important for you to be able to carry the conversation fluently, and represent your organization in the best possible light.

One additional telephone sales tip to bear in mind is the “script”. A script is a per-determined sample conversation, a road map of where you would like the conversation to go. It gives the caller the added benefit of confidence, comprehending that they will not be fumbling for words while on the phone. It does not replace every part of your conversation; it is merely used to get one pointed back into a specific direction, should the discussion warrant it. A good script should prepare one for combating different objections or issues that may arise.

If your call is answered by voice mail, be ready to leave a clear and concise message of who you are, and the purpose of your call. It is very important to remember not to leave a long-winded message, but rather leave the listener wanting more. By applying this approach, you leave the recipient looking to hear the whole message, what it is you can exactly do for them, and wanting to call you back.

One final telemarketing tip to not forget is to not stop trying. It is a simple reality a large number of decision makers, owners, or marketing executives are not looking for unsolicited calls to their business. This is not a judgment on the callers’ competence; it is solely a cost of doing business