Cold calling: Does your sales team dare?
Cold calling is once again back on the agenda.
In truth, it never really left, it just fell out of favour, replaced by social media and email as the favoured tools of cold outreach programmes.
But if it’s done well, cold calling can yield results. I’ve recently written a blog all about it. You can read the full piece here, or read the headlines below.
Getting your head around it
Fear puts many salespeople off. But once you know the correct approach and techniques you can work to overcome the psychological barriers.
I coach salespeople, at an individual and team level, sharing techniques and building their confidence. Get in touch to find out more.
Sales team evaluations highlight areas that act as blockers. I then collaborate with the sales people via coaching sessions to help overcome these.
The statistics on success rates for cold calling are still tough, but one big “yes” is all it takes. And getting to “yes” is easier with effective techniques. Those same techniques won’t just help with cold calls. They’ll help with warm calls, networking and client conversations too.
Prepare and practice
Preparation is important.
Perfect your elevator pitch and value proposition (I can help with both).
Practice as much as you can.
Know your target/prospect
Know what you and your business can do to help them. Focus on their company and its needs and how you can meet those, not on your own story. Noone wants to be called up out of the blue to be randomly told how great someone else is!
Be punchy, polite and leave them wanting to know more.
Yes, I make it sound easy. That’s because with the right pointers, lots of practice and some perseverance, it is.
Tip of the ice-berg
Like the proverbial tip of the ice-berg, this is only a fraction of what I could share about cold-calling (not to mention other techniques which could transform your business’ revenue).
Get in touch to discuss engaging me to support you or your sales team in mastering the other 90+%.
Happy Prospecting!
Tim at Toggle Switch
