HOW TO COLDCALL EFFECTIVELY

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Set 5 appointments per day and hityour monthly quota

COLDCALLING

IS IT DEAD?

OR

SALES PEOPLE ARE JUST LAZY?

WHETHER YOU WORK IN SALES,MARKETING, OR ARE THE CEO OFYOUR BUSINESS, WE ALL HAVESTARED DOWN COLD CALLS AS ADREADED, BUT VITAL TASK TO GROWOUR COMPANY. SELLING TOHUNDREDS OF CUSTOMERS BEFOREAT YELP (AND NOW AT TINT), I HAVEDONE MANY COLD CALLS THAT INOW GET EXCITED ABOUT. HOW?AFTER FAILING THROUGH SO MANYCALLS, YOU SEE THINGSDIFFERENTLY AND FORTUNATELY,LEARN A PROCESS THAT I’M HAPPYTO SHARE WITH YOU TODAY ON HOWI CLOSE DEALS OVER COLD CALLING.HERE ARE 7 TIPS I LIVE BY WHEN ICOLD CALL PROSPECTIVECUSTOMERS.

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1) START EARLY

START EARLY, WHICHMEANS HITTING THEPHONES EASY ANDMAKING AT LEAST 20CALLS PER HOUR, 160CALLS PER DAY. THISALSO MEANS A WHOLELOT OF VOICEMAILS ANDNO RAPPORT BUILDINGWHATSOEVER.

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2) BUILD RAPPORT

RAPPORT BUILDING, WHICH MEANSGETTING THE NDM (NONE DECISIONMAKER/GATEKEEPER) TO HELP YOUMOVE FORWARD. MOVE FORWARD BYANY MEANS, WHETHER IT’S ANUPDATED EMAIL, THE RIGHTDEPARTMENT NUMBER, ANEXTENSION NUMBER, OR EVEN THEOWNER’S CELL PHONE NUMBER. THEGATEKEEPER IS THE PERSON WHOWILL GIVE YOU THE KEY TO MOVEFORWARD. SHE OR HE CAN BE YOURCOMPANY’S BRAND EVANGELIST;YOUR BRAND’S CHAMPION. GET THEMTO CHECK OUT YOUR SITE, GET THEMTO BELIEVE IN WHAT YOU ARESHARING. TEACH, NOT SELL!EDUCATE THEM ABOUT WHAT YOURCOMPANY DOES AND HOW IT WILLHELP THEM.

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3) ALWAYS ASK FOR SOMETHING

MY PERSONAL MOTTO: ALWAYSGET SOMETHING FROM A CALL.GET NAMES AND ALWAYS ASKQUESTIONS. MOST IMPORTANTLY,ALWAYS REMEMBER THE PERSONYOU ARE TALKING TO. TALK TOTHEM LIKE YOU WOULD AFRIEND… AND THEY WILL HELPYOU GET ALL THE INFORMATIONYOU NEED. THEY MIGHT EVENHELP YOU CLOSE THE DEAL.

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4) KNOW WHAT YOU ARE TALKINGABOUT

KNOW BY HEART WHAT YOU ARETALKING ABOUT. PEOPLE BUY FROMPEOPLE THEY LIKE. AND PEOPLEBELIEVE THOSE WHO ARE PASSIONATEABOUT WHAT THEY TALK ABOUT.DON’T JUST MEMORIZE A SCRIPT.ASSUME THAT THEY HAVEABSOLUTELY NO IDEA WHAT YOU’RETALKING ABOUT. BREAK IT DOWN ANDKEEP IT SIMPLE. DO NOT SPEED UPJUST BECAUSE THE PERSON YOU ARETALKING TO IS IN A HURRY. SLOWDOWN AND THEY’LL FOLLOW. IF NOT,POLITELY LET THEM GO AND REACHOUT A DIFFERENT TIME.

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5) EXPECT THE HUS AND NIS.

IF THE PERSON YOU ARE TALKING TO IS NOTINTERESTED, SIMPLY, SAY THANK YOU, ANDTYPE THE NOTES IN YOUR CRM: JOHN NI.THIS PERSON MIGHT NOT EVEN BE THERIGHT PERSON. DON’T TAKE IT PERSONALAND SIMPLY FIND ANOTHER WAY. CALL AT ADIFFERENT TIME. OWNERS ARE USUALLY INEARLY TO OPEN THE SHOP. NOTES ARE YOURFRIEND; SET A REMINDER TASK TO CALLWHEN THE OWNER IS IN. IF YOU GET A HANGUP, JUST REMEMBER THAT THESEBUSINESSES GET MANY CALLS PER DAY ANDTO STAND OUT, JUST BE DIFFERENT. USEHUMOR AND BE HONEST ABOUT WHAT YOUARE TRYING TO ACCOMPLISH, WHICH IS TOSET A DEMO APPT WITH THE RIGHT PERSON.

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6) DNC LIST — DO NOT BEDISCOURAGED

THE “DO NOT CALL” LIST — EASY, LET IT GO AND MAKETHE NOTE. KNOW THAT YOUARE ONE STEP CLOSER TOFINDING SOMEONE WHOGENUINELY NEEDS YOURPRODUCT.

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7) EMBRACE THE PROCESS

LOVE THE HUNT, WORK SMARTAND MOST IMPORTANTLY TRUSTTHE PROCESS. A CLOSE MEANS AMATCH. YOU ARE HELPING YOURCLIENT WITH THEIR NEEDS &WANTS, VICE VERSA THEY AREHELPING YOUR COMPANY GROW.SO BE PATIENT, AND LISTEN FORCLUES. CHANGE YOURLANGUAGE AND MATCH THEPERSON YOU ARE TALKING TO, ITMAKES THE OPEN CALLS A LOTMORE FUN AND INTERESTING.

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IF YOU HAVE THEEXPERTISE ORKNOWLEDGE BASE, IT’SJUST A MATTER OF TIMEUNTIL OTHER USERS GETTO APPRECIATE YOURTIPS & TRICKS, HOW-TO’SOR DIYS CONTENT.

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THANK YOU FORSTOPPING BY.

BYZEN CACHOLA

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