Making Cold Calls Enjoyable ... Impossible? |
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| By Charlie Lang |
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| keywords: Making Cold Calls Enjoyable ... Impossible? | ||||
| Copyright 2006 Progress-U Ltd. Have ... ever wondered ... there ... still companies that use Cold calls to acquire ... business even though most people hang up sooner or later on most Cold calls? It's ... so-called 'numbers game' which goes approximately like this: - ... call ... people. - Five to 10 people listen to ... for a while ... whatever reason (because they're polite, or feel sorry ... the cold caller or ...) - ... to three people ... at ... moment searching exactly for ... kind of product or service offered in ... cold call. - ... of them eventually buys. So ... just need to make hundreds or thousands of Calls and you will eventually ... the business ... wanted. Unfortunately, this business development approach ... a number of considerable disadvantages: * Chances ... good that ... will ruin ... image of your company. * It is highly frustrating to the Cold caller to be continuously rejected. * It is actually unethical because ... annoy most people you call. * It is a huge waste of time ... energy. Let me make it clear upfront: I believe in Cold calls, provided they ... done with integrity ... respect ... the person being called. Cold calls ... be a fast track to getting ... business from your target customers, whom you might ... easily reach otherwise. However, to make every Cold call meaningful ... enjoyable, you will need to change a ... things in your approach. 1. Opening Keep in mind that ... first impression ... make will be decisive in ... outcome of your Cold call. People typically form a first impression about ... 12-19 seconds from the first verbal or non-verbal (the latter ... relevant in cold calls) communication with you. Hence, your opening is crucial! Some Tips: - Don't sound like a Cold caller. - First ... for permission (just because people pick up the phone doesn't mean that it's a good time ... them to speak with you). Asking permission shows respect. - Do as much research as possible on ... person or company you want to call. - Adjust your pace, voice, ... speaking style to ... way the person being called speaks (don't mimic ... other person though, just stretch your natural style to ... closer and still remain yourself). It will make ... person ... call feel more comfortable talking to you. 2. Elevator Speech Early in ... conversation your counterpart will want to know which company ... are calling from ... the purpose of your call. Ideally, ... prepare a compelling "elevator speech" which should be as concise ... engaging as possible. An elevator speech is a short statement of about 20-30 seconds (typically ... time it takes to travel some floors up in an elevator) which should answer ... question: "Why should I continue talking with you?" Some Tips: - Don't ... the words "are ... interested in..." Better use "would ... be open..." - Don't bore your counterpart with details of your service/product or what your company is ... about; instead, say ... other people/companies ... your products/services and share this with ... person ... call. - Don't imply that ... person ... call ... a problem; rather, ... that ... have helped others solve such problems. Better yet, tell them what benefits others ... from buying from you. - Make your statement as general as possible ... as specific as necessary. 3. About Scripts Throw away any Cold call script ... might have - they rarely work. Instead, write down some ... statements like your opening line ... your elevator speech. ... opening line you can always use; ... elevator speech ... most probably will need at some point. There might be some frequently asked questions in your line of business. Write down some compelling ... concise answers so that ... can pull them ... as needed Since every person ... call is in a unique situation, you need to be highly flexible with your approach. Rather than use a script, learn to become very sensitive ... responsive to each situation. Every situation is unique! 4. About Intentions I often ... sales people in my seminars: "Which outcome would ... like to have from this call?" A frequent answer is: "I would like to ... a meeting with ... person I call." This intention leads to a couple of problems: • ... actually limit ... potential success of your call to getting a meeting; there is always a chance to take it further in ... very first call, perhaps even to ... point of closing a sale. I know it's rare ... in most cases not impossible. • Worse than that ... with this intention in mind you consciously or subconsciously push ... other party to grant you a meeting. Chances ... good that ... reap resistance or get meetings that lead nowhere. It becomes a waste of time for both ... and ... other party. I find it more useful (and respectful) to ... the intention of taking ... phone conversation as ... as ... other party is comfortable to ... That could mean getting permission to send more info, follow up with another call, ... a meeting, send a quotation, or even close ... deal. I never know before I pick up ... phone. The advantages of this intention is that I make ... best out of each call, that I am being respectful, ... that I don't impose ... undue pressure. 5. About Preparation I recently ... a call from a logistics company salesman. He rambled on ... on about ... great their service ... how competitive their rates ... and ... knows what. Since ... a polite guy, I ... him finish ... didn't hang up right away. I then asked ... if he knew what kind of business ... in. The answer ... as expected: "No." A little research on my company would have saved time for him ... me because it's quite obvious that the transportation needs ... Progress-U ... non-existing. Using Google, Yahoo ... other search engines gives ... in most cases sufficient information to figure ... if a call makes sense in ... first place. 6. Making every call meaningful If ... don't want to be treated like a Cold caller, then don't behave like a typical one. Be creative, different, perhaps even funny. Think: "How much does ... person being called care about you at ... moment ... call?" Right, ... one bit. So ... need to make a compelling case ... it would potentially be worth the time of ... person being called to talk to you. If ... can't answer this question, better don't call. If ... want to gain some basic trust from ... other party, show that ... truly care ... their (not your!) outcome. Make it clear that ... have no idea if your product or service would be really a good match ... them. ... call because you want to ... if there is an opportunity ... adding value to each other. Conclusion To make every Cold call meaningful, it is crucial that you develop an ideal mindset ... use words that don't make you sound like other Cold callers. Truly respect ... other person ... learn to be sensitive ... as a result act flexibly. Do your homework before ... call. Most people actually enjoy good conversations, so make them enjoyable ... both, ... potential buyer ... you. Good luck! |
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| keywords: Making Cold Calls Enjoyable ... Impossible? | ||||
| Article Source: http://interpret.zar.vg | ||||
| About The Author Charlie Lang's mission is to change the image of sales through the completely buyer-oriented Stop Selling! approach. He is a passionate and professional Executive Coach, Trainer, Public Speaker and Author of articles related to innovative sales, leadership and change management. For more info, visit www.progressu.com.hk/solutions/for-sellers/s ales-solutions.htm |
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