Dialing for Dollars: How to make a cold call
I can name on one hand the people who make effective cold calls. Again, I've known many sales individuals who are in a selling capacity that spout the statement, "I hate making cold calls", or "I'm just not good on the phone."
What that tells me, and their managers I'm sure, is the fact that they aren't trained or educated. Realistically, whatever it is that fears you the most is where your greatest of growth can come. Let's look at a quote to solidify this point.
"If it scares you the most, run towards it, because it's amazing on the other side"
- Sherri Shepard
So, let's look at how to utilize a solid 60 - 90 seconds to help you increase your sales.
STEPS TO A SUCCESSFUL COLD CALL
Obviously this may include a few objections, such as, "What exactly do you do?" This isn't a bad thing. This is a great thing! You have now captured their attention and they want to know more. Objections are opportunities to win the appointment. Objections are opportunities. The best part of a pitch is that you can make a BIG claim, get the hook, then when objections are still continuing, you can build more value and make the offer sticky.
Your Friend & Favorite Consultant
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.