I say make the calls whenever you can, wherever you can. Just pick up the phone and make the calls once you follow some basic principles (which will not be covered in this post).
Often whilst having your morning walk you are relaxed, your mind is clear and you can communicate in a friendly and upbeat manner. As long as it is not too early or too noisy take the opportunity to make calls to your prospects. Most people think better on their feet than sitting down.
You have your mobile with you 24/7 - it's an investment paid for - what return are you getting on your investment?
There are so many myths around starting customer conversations otherwise known as cold calling ... so let's clarify them now and address what still works!
Myth #1: Cold Calling is a Numbers Game
Fact: False. The callers who are getting great results are not calling large numbers of people. In fact, clever salespeople are creating well-targeted lead generation lists and calling prospects whom they believe are a good fit for their business. With correct professional training Business Development Managers, Start-up entrepreneurs and anyone with lead generation strategies can achieve four new sales appointments from calling ten qualified leads. Research suggests having four new sales appointments each week over a year can potentially reap 83 new customers per year. That’s certainly something to smile about!
Myth#2: Cold Calling is Dead - so why are you reading this?
Fact: False. Due to the large reliance on social media as lead generation, a lot of people have stopped cold calling. Those who are still in the habit of making 20-30 calls per day are getting much faster results in getting sales appointments and connecting with the “right” prospects immediately.
Myth#3: People who are introverted cannot Cold Call
Fact: False. Generally speaking, people who are introverted are great listeners. The salespeople who speak too much generally kill the conversation a few words after saying, “Hello.” They simply don’t shut up and are slow to get to the point of their call. Introverted people tend to be very thoughtful in their approach. They are usually well-received when initiating a client conversation.
Myth#4 The most successful Cold Callers are born, not made
Fact: False. A good cold caller has natural attributes that aid them in building rapport when starting conversations. But like anything it is practice and the more you do it the more you get better at it. It requires professional coaching and then daily practice to maintain your level of confidence and expertise in communicating effectively.
Myth#5 People hate receiving Cold Calls
Fact: True. Most people don’t look forward to receiving a call from a stranger but if the caller has something of value to share with you most often you thank them for calling you. You can’t possibly know everyone in this world and at some stage, you will need to call someone you don’t know for the sole purpose of doing business. When you present yourself in a genuine thought-provoking manner your call is repeatedly positively received. In general, people are tired of automated phone systems and crave to speak to a human!
Myth#6 Gatekeepers are your foes
Fact: False. In most cases, gatekeepers are your greatest ally. They manage the calendar of the person you are trying to reach. In the first instance, if you build a relationship with them you will eventually gain access to your prospect. Don’t underestimate the influence the gatekeeper has on your potential client. Treat them like gold with the respect they truly deserve.
Myth#7 Saying How are you? is a good opening line to initiate a client conversation
Fact: False. Saying How are you? is an insincere way to start a conversation with a stranger. You don’t even know them why would you care how they are. It also is a tell-tale sign you are a cold caller. A much more powerful way to start a conversation is to first check you are speaking with the right person. In the case of the gatekeeper scenario, you would say, “I wonder if you could help me please?” This will assist you in getting the information you need, such as the name of the right person to speak with.
Myth#8 You can build a business alone just on Cold Calling
Fact: False. Cold calling is part of your sales repertoire but it would be foolish to rely solely upon one avenue for generating sales. You need to mix your marketing to begin the sales process with prospects. Combine your LinkedIn profile with a great company page, a well SEO'd cleverly designed website and social media lead generation. Armed with lead generation strategies then call on average 20-30 targeted leads per day and you should have your prospecting well covered. Spend 20% of your time focusing on managing your business and 80% on 1. lead generation 2. ensuring existing customer satisfaction and 3. enrolling new and existing clients to continually build your business.
Myth#9 Those who are top of their game no longer need to Cold Call
Fact: True. It goes back to point #8. Once you have done the hard yards of building a reputation in the marketplace the reverse starts to happen you get more incoming calls than you need to make outgoing calls. It is known as the fruits of your labour.
Myth#10 Cold Calling can make or break your business
Fact: True. It is the one element in your sales tool kit that most businesses do not exploit and is very much a sales constraint. Due to the lack of competency people have in regard to starting client conversations. Those who have mastered the art of communicating are getting more sales appointments which are generating more sales. Without conversations, there are no sales. Therefore, starting client conversations is crucial to building a successful sound business.
If you would like more information on this topic visit www.odilefaludi.com.au
Check out Kickstarting Client Conversations ONLINE COURSE www.courses.odilefaludi.com.au
Odile Faludi, Starting Customer Conversations Specialist is on the mentor team with Dale Beaumont and has trained rookies to Managing Directors in the art of conversation!
Are you looking for a guest speaker to shake up your sales team?
Why not book Odile Faludi as your guest speaker to educate, motivate and inspire your sales force to produce faster and better results by simply picking up the phone! Your phone is your greatest tool for making more sales and profits.
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Why should you invite Odile Faludi to be your guest speaker?
Odile Faludi has worked in the not-for-profit, real estate, and management consultancy space for the last 15 years. She has a proven track record of opening doors of C-suite level executives (ie CEOs, CFOs, etc) in the top 200 companies in Australia. Odile Faludi walks the talk. She knows better than anyone else how to teach others her Cold Calling Success Formula.
With her fearless but friendly approach, she successfully facilitated a small team of management consultancy experts to secure a 2.2 million dollars plus deal. It was with a large Australian financial organisation. Her initial entry point was a cold call. Odile has repeated this success formula for other clients by showing how effective conversations can make your business keep the doors open!
