Cold Calling

In this age of voice mail, reaching prospects by phone has become more difficult. Cold calling will most likely reap stronger results if you’re trying to reach small business owners, where connecting with the owner by phone is more likely, but with persistence you can reach corporate managers as well. There are several important steps you need to take to get results from cold calling—

• Make sure you write a phone script that, in 30 seconds, will convey what you do and what benefit similar customers have gained from your service. This is essential. You’re phone script must answer the prospect’s question, “what’s in it for me”?
• Practice your phone script until it feels natural and fits your communication style.
• Make sure it conveys your excitement about your offering.
• When you get the right person on the phone, tell them you have some exciting information for them and would they be able to give you 30 seconds to share it.
• End your script with an intriguing piece of information, specific product results that are impressive, or a question that will make them want to know more.
• Be persistent. Keep calling at different times of the day until you get the prospect on the phone. Leaving a message is rarely successful, but if you can’t ever catch the person on the phone, you can always give it a try.
• When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
• Also, script how you’ll respond to the different possible responses you’re likely to receive from the prospect. For example, if the prospect says they’re not
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  Cold calling will most likely reap stronger results if you’re trying to reach small business owners, where connecting with the owner by phone is more likely, but with persistence you can reach corporate managers as well. There are several important steps you need to take to get results from cold calling—
  • Make sure you write a phone script that, in 30 seconds, will convey what you do and what benefit similar customers have gained from your service. This is essential. You’re phone script must answer the prospect’s question, “what’s in it for me”?
  • Practice your phone script until it feels natural and fits your communication style.
  • Make sure it conveys your excitement about your offering.
  • When you get the right person on the phone, tell them you have some exciting information for them and would they be able to give you 30 seconds to share it.
  • End your script with an intriguing piece of information, specific product results that are impressive, or a question that will make them want to know more.
  • Be persistent. Keep calling at different times of the day until you get the prospect on the phone. Leaving a message is rarely successful, but if you can’t ever catch the person on the phone, you can always give it a try.
  • When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
  • Also, script how you’ll respond to the different possible responses you’re likely to receive from the prospect. For example, if the prospect says they’re no
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    ar customers have gained from your service. This is essential. You’re phone script must answer the prospect’s question, “what’s in it for me”?
  • Practice your phone script until it feels natural and fits your communication style.
  • Make sure it conveys your excitement about your offering.
  • When you get the right person on the phone, tell them you have some exciting information for them and would they be able to give you 30 seconds to share it.
  • End your script with an intriguing piece of information, specific product results that are impressive, or a question that will make them want to know more.
  • Be persistent. Keep calling at different times of the day until you get the prospect on the phone. Leaving a message is rarely successful, but if you can’t ever catch the person on the phone, you can always give it a try.
  • When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
  • Also, script how you’ll respond to the different possible responses you’re likely to receive from the prospect. For example, if the prospect says they’re no
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    g information for them and would they be able to give you 30 seconds to share it.
  • End your script with an intriguing piece of information, specific product results that are impressive, or a question that will make them want to know more.
  • Be persistent. Keep calling at different times of the day until you get the prospect on the phone. Leaving a message is rarely successful, but if you can’t ever catch the person on the phone, you can always give it a try.
  • When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
  • Also, script how you’ll respond to the different possible responses you’re likely to receive from the prospect. For example, if the prospect says they’re no
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    t ever catch the person on the phone, you can always give it a try.
  • When you get a prospect on the phone, ask their permission to have 30 seconds of their time. When the 30 seconds are up, ask their permission to continue.
  • Also, script how you’ll respond to the different possible responses you’re likely to receive from the prospect. For example, if the prospect says they’re not sure they want to meet with you, what will you say?
  • If the prospect allows you to continue past 30 seconds, tell them you’ll be in their area on a certain day and ask if you could meet with them for 20 minutes to continue the conversation.
  • Remember that if you’re calling targeted prospects, it’s just a numbers game. Call enough people and you’ll make some appointments. Make enough appointments and you’ll close some sales. Calculating the call to appointments to sales ratio is important in determining if cold calling is working for you.

  Warm Calling

  You probably have a database of customers and a network of other professionals. Put a simple request out to your database telling them that you have some exciting information, pertinent articles or new products or services and you need to connect with, for example, operations managers in mid-level companies. Ask if anyone knows someone that they could connect you with that fits that category. Offer them a reward, gift certificate or coupon if you feel they need an incentive. If possible, see if they will arrange an introduction by calling or e-mailing this person to let them know about you. Then contact these “warm” leads. They’ll be much more likely to respond to your communication. To make this work, you must be very clear about what type of person you need to meet. Saying that you need to meet corporate managers, for example, is much too broad. Those in your database also need to feel that you will not make them look bad or take advantage of their contact, so you need to be clear about why you want to meet these types of people.

  Focused Netw