In sales and business today, the salesperson that masters the cold calling process will build market share and customer relationships faster than others in any business team.
That being said, it is remarkable how few salespeople consistently make calls every day. Most salespeople choose to avoid the cold telephone call. They give the issue a name of ‘call reluctance’. It is a real problem in business.
Let’s say that your business success is really important to you personally. Perhaps it impacts your pay packet or commission. On that basis you should have some clear goals and targets set so you can ‘win’ when it comes to making the calls and building your business.
Here are some rules to help you with making and converting cold calls to opportunities.
- Set a time to make calls and a different time to have meetings. They are two different things that should not be allowed to interfere with each other.
- The call contact process should be made to people that you have researched the day before. In that way you will keep up the momentum in your calls.
- Understand who the right people are and the best times that they should be contacted. Some executives are best contacted early or late in the working day. The rule here is to start calling early and finish your day with calls.
- If you strike any gatekeepers or receptionists that are restricting your access to the decision maker or the target person for your call, show them total respect as you converse. They have a job to do and allow them to do that. If you strike some resistance with them, devise another mode of contact that will reach the decision maker a different way; a targeted letter is the best way to do this.
- If the ‘Do not call register’ is a factor that exists in your location, then research the register and call the people that are correct to call. Do not make the mistake of calling without the right research.
Today you can drive better market share and significant client contact from a call contact program. Make it an essential part of your working day.