New Rules for Cold Calling

A few weeks ago we ran a series from telesales expert Wendy Weiss with cold calling tips to bring your prospecting into the 21st century. This week Wendy's back with some final tips that will give you the push you need to convert those calls into sales, no matter what the state of the economy.

Craft your approach
Bottom line, cold calling is a communication skill. You want your prospect to understand the value that you represent and how it will positively impact them. You want the prospect to be interested and excited by what you have to offer. In order to achieve that result you must craft your language.

One thing that has not changed over the years is that you don't have a lot of time to grab and hold your prospects' attention. Because it is so difficult to get prospects on the telephone it is imperative to be prepared. When you get that prospect on the telephone you must have something compelling to say. If it is not interesting or relevant to your prospect they will not want to speak with you. This is not the moment to be winging it. If that prospect says, "I'm not interested" and then hangs up, you will not get another chance.

Lead with the value that you provide and use some concrete examples to illustrate that value. Make sure to ask for what you want, a meeting, an extended telephone conversation, or perhaps scheduling a time for the prospect to see a web-based demo. Over time you will memorize your approach. If you are just starting out, write it down so that you won't have to think about it or worry that you'll forget. You can simply concentrate on your prospect.

Create Telephone Theater
It's not only what you say; it's how you say it. Your voice conveys as much if not more than the words you say so take the time to practice out loud. Call your voice mail and record yourself, listen to how you sound. You want to sound warm, friendly and confident, happy to be speaking with your prospect and with the sense that you have something important to say.

Learn more from cold calling expert Wendy Weiss at www.wendyweiss.com or email her at wendy@wendyweiss.com