Cold calling is hard. Really hard. You are nervous; you are trying to sell; it is uncomfortable; and you never know what you are going to get. When you finally do get through to someone, it is hard to get sales across the line. To improve your chances, you need to stop making common cold calling mistakes. Identify and change these cold calling mistakes and start seeing results.
5 Common Cold Calling Mistakes
1. Do not sound too scripted
While it is always better to know the fine details of every product feature when trying to sell a client, there are going to be occasions when you will need use a set script. A script is useful in helping prospects get them up to speed on what they are interested in hearing about. However, if you do feel compelled to use a scripted pitch that could be accused of being stilted or awkward. Then, try inserting a few personal touches into the conversation like “one like this” instead of “similar” model or “what’s important here is” instead of “this is important”. The more natural you can sound, the less likely it’ll be noticed that you are reading from note cards.
2. Not listening during the call
If you are not listening when you call people, then they will most likely be put off and not interested in what you have to say. Listen and validate to your prospects concerns because it will help show that you care. Thus, if you do not listen, this will lead to a higher rate of missed calls and potential sales. Even small things like changing your tone of voice depending on the type of customer can go a long way in making it seem like they are actually talking to someone that cares about them and their problems.
3. Not knowing your product well enough
When cold calling, you need to be able to answer any question thrown at you. Your product has numerous features and benefits, and it is your job to get all of them across every time. How can you convince a prospect to use your product if you do not believe in it enough? Knowing your product well builds trust, and allows you to be more convincing in your sale. Think about the combinations of questions your buyer persona may have and prepare for them.
4. Build rapport first
When making cold calls, being aware of how you present yourself can have a big impact on the outcome. The way your voice sounds, your mannerisms and your body language could be enough to turn people off or give you their full attention. More importantly, though, you need to focus on building rapport with the person on the other end of the phone line. Before sounding too pushy or aggressive, ask an open question that doesn’t force them into an answer. If they say yes or no it gives them very little room in which to elaborate. Then, reaffirm whatever it is that they’ve said. This basic technique will make people feel like they’re staying in control while also building rapport.
5. Not enough research
In order to appeal to a prospect, you need facts and figures regarding their business. If you can show them how they can increase their profits by using your products or services, then you will have a good chance of making a sale. If a prospect sees errors in the information your team passes onto them, they will start questioning the quality of what they are being offered in the long term. To avoid losing valuable business from early mistakes, conduct thorough research on any customer with whom you have recently been in contact before any further communication takes place.
Now that you have identified mistakes you are making, use tools like Triggr and Vainu to get contact details to cold call with. You can do this by their chrome plugin offerings or tools they have, such as Triggr’s lead finder function. Triggr has excelled in Australian data and you can access it for free via the new free plan. This will change the way you make sales and allow you to get results faster.