Here are a few tips:
1. Take it Slow with Prospects
A mistake a lot of people make when cold calling is that they go for the sale immediately. You’re a virtual stranger to the person on the other end of the phone so it’s usually best to take things a bit slower. You might want to set up an appointment. You might want to ask if you can send a catalog.
Develop an action plan. Not all small business owners feel comfortable with cold calling and being aggressive. You don’t have to be overly aggressive to make contact and offer an introduction in case someone is in need of your services.
2. Know your Audience
Who should you speak to? You don’t want to necessarily launch into your sales pitch with a receptionist. She’s just looking to take your call and field it somewhere else. Research can be helpful, especially if you’re trying to get in with a company that you know has good potential.
Try to find out who you need to speak with. A bit of research and digging could be helpful. The receptionist isn’t necessarily going to tell you who the maintenance manager is, for instance, but you could do some background research work to find out.
Search LinkedIn for the company name, for instance. You might find a list of employees (and associated titles) who work there.
3. Be Prepared
Have a plan for what you’ll say but be prepared to step off the script. If your call sounds too scripted it will probably be a turn-off. And be prepared in case things move along quickly and go well with a prospect.
Some calls you make could move along faster than others so be ready with information that might be asked for. Be sure to have information handy (such as a price list) to help you prepare a quote. You may wind up calling the right person at the right time and if handled well, it could translate to an immediate opportunity.
Read more… futuresimple