Until we perfect lead generation or can afford to hire the marketing team behind Apple, cold calling will always be a part of the job of an Independent Telecom Agent. Here are a few of ideas to make your calls go a little smoother.
Do your research!
It surprises me how many sales calls I get at work for services I sell myself. This may seem like a rookie mistake, but a couple minutes of research can go a long way for anyone. With a quick Google or LinkedIn search, you can typically find all you need to know about a company. By learning out what they sell, how many employees or locations they have, and what kind of press releases they have posted, you can typically determine whether they are really in your target market before you pick up the phone.
Make friends, not sales
The most successful sales people I have met all have one thing in common – they’re personable. Most of them can make anyone laugh within the first couple minutes of meeting them. It makes sense – people want to work with people they like. Be confident and conversational, not pushy and rushed. New to the independent sales world and think that strength in sales can’t be taught? Think again. Join a group like Toastmasters or find a mentor who has a strong sales record.
Keep track of calls and conversations
What’s even worse than failing to research a prospect? Finding out that you have already given your introductory speech to the person on the other end of the line. There are several free CRM tools out there to keep notes on which companies you have called, to whom you spoke, when the best time to call back is, etc. Use them.
Making cold calls takes a little bravery and a lot of resilience. Making successful cold calls takes a little wit and a lot of preparation. What has led you to be successful on cold calls? Any horror stories?