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Cold Calling – Top Tips for Success

written by Editor, 3 July 2015

Guest Blog by Katie Martin, Digita Telemarketer

cold calling

For most of us, cold calling is a dreaded and daunting task; however it’s a part of the game. And when done correctly, it can be a powerful and effective sales tool.
It is seen as a challenging role nonetheless but there are no new sales without new contacts. You can’t make a sale unless you have an appointment first. In fact, prospecting is the key to successful selling.

So to make sure that you’re perfecting your cold calling, here are some top techniques to do so:

1.    Defining the Key Objective
The number of calls you make is important however try not to lose focus of why you are picking up the phone. I have recently experienced this; you jump on the hamster wheel, get into a rhythm but lose sight of why you are there in the first place. It is key with Cold Calling to always ensure what your message is and what you want to achieve. Focus on your personal piece and how this slots into the bigger picture.

cold calling

2.    Indentify your Market Segment
It could be tempting to open the directory or scroll through your contact list and begin making calls. The problem is that’s not effective. Instead of casting a wide net, narrow down your list and target your audience. Create a list of companies or individuals that fit the profile.

3.    Investigate before you call
Plan ahead and identify who you will be calling. It may seem tedious, but doing homework on the person you’re calling will make a huge difference. This can be as simple as doing a Google search on the company or looking up the prospect on LinkedIn.

4.    Get Information Before You Give It
You should ask lots of questions during the call rather than immediately try to sell your services. Learn about your prospect’s business needs first, so you can more effectively tailor your pitch.

5.    Call With Confidence
When calling for hours on end motivation can drop off over time and your confidence and belief can be affected in a negative way just by one bad call!

Prospects can ‘hear’ confidence and belief in your voice and notice when it’s missing! You need persuade people to buy into you and what your business is offering. They need trust that you know what you’re talking about. Without confidence they won’t do either which can result in lost sales opportunity!

Successful cold calling essentially relies on your own attitude. The overall aim is to bring in more business, find strong leads and make the all important sale. I have learnt today that going back to basics and focusing on the first step of the sales ladder can make you go further than trying to hang off the ladder too high up.

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