| Tips for Cold Calling Success |
In this section, Broker Bullpen will give you some tips to start you on the road to cold-calling success. |
Many people feel they are “bothering” someone if they make a sales call; however, it is important to have a positive attitude. Remember, you are providing a service - something your clients need to save them time and money. Don’t wait for them to come to you through a newspaper ad or sign. Be proactive and call them first! |
An effective sales call reflects the confidence and control of the caller. Preparing a script ahead of time will reduce those pauses and “um’s.” Your script should start with a friendly introduction and continue with open-ended questions. Write down and practice answers to possible objections while incorporating the benefits of your services. Be natural and conversational, the caller who sounds as if he or she is reading from a script will turn prospective clients off. |
During the sales call be sure to find something in common and use it so the customer will feel comfortable with you. Be sure to mention if you share a mutual friend or were referred by someone the customer knows. |
| Also, in order to prevent wasting time and resources, work into the conversation questions that help you identify if you are speaking with the right person. For instance, by asking “Is there anyone else who will be making this decision with you?” You’ll get many of the answers you need quickly. |
Set realistic goals. Whether you set aside two hours per week or schedule 50 calls per week, strict self-accountability will bring faster results on a consistent basis. Imagine what a couple thousand calls per year could do for your business! |
Often, when cold calling, you will have to leave a message. Remember, your prospects are also busy. If you don’t get them right away try again later or ask the receptionist the best time to reach the person. Use voice mail sparingly! Your prospect probably won’t call you back, and it can hurt to leave too many messages. Make your messages count by leaving an enticement for them to want to know more. |
Effective telephone marketing requires discipline and precise record keeping. Take advantage of a good contact management database system, such as Broker Bullpen’s CRM. Purchase a list that outlines your target market, or build your own personal list. Maintain accurate notes, set callback alarms, and follow up when you say you will. If your prospect asks you to call back next week, next month, or in four months, do so! Your reliability will be noticed! |
| With enough phone calls, you WILL set appointments and close business. Think about what it would mean for your business if you could set five new appointments each week. Remember, winning requires only one thing …persistence! |
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