We know that the people who like cold calling are few and far between. That's ok, but most people still need to do it to keep their business active. Use these manageable tips from tele-sales expert Jim Domanski, and we think your attitude towards cold calling will change - at least a tiny bit! We'll share the first half today, and the rest tomorrow.
The 1-hour sprint - Treat your cold calling not as a marathon, which is tedious and grueling, but rather as a sprint. Devote a good solid hour to calling then stop. An hour is manageable and achievable and not nearly as discouraging as the thought of four hours of cold calls.
Set a goal. Having a 1-hour sprint is great but tie it to an objective. For example, you might have a goal of a minimum of 30 or 40 attempts. This will help ensure that you stay on the dialing track and not idle away the time with other activities.
Schedule your cold calling. Sit down right now with your calendar or planner and schedule that 1-hour sprint every day for the next three weeks. Consider it an unbreakable appointment. This will create discipline and reduce procrastination.
Fish where the fish are. Are there better times than others to reach your target market? You bet there is and that's when you should be calling. Executives, for instance, are easier to reach early in the morning, say, from 7:00 onwards. Wake up early and start dialing. You'll increase your success almost immediately.
Do it first. If your target market doesn't have a particular time that's more effective than another, then schedule your cold calling for first thing in the morning. Do it first. Get it finished so that it doesn't linger over you like the sword of Damocles.
Create a Master List. Don't fiddle with your database flipping back and forth from screen to screen. Get a list of 30 prospects. Put their names on a pad of paper with their phone numbers. Begin at the top and start dialing. Go down the list. If there is no answer, don't leave a message; go on to the next name and number. If you get through the list with no answer, start at the top of the list and begin again. This creates speed, rhythm and focus on productivity.
Be prepared. Duh! Be prepared and organized. Have your opening statement prepared ahead of time. Don't shoot from the hip. Know what you want to say. Practice it if you have to. Have any job aids you might need in front of you. Have a pen that works. Clean your desk of clutter and distraction. Do all this before you start your 1-hour sprint.
Jim Domanski is a tele-sales expert and president of Teleconcepts Consulting. Teleconcepts Consulting helps businesses and individuals who are frustrated with the results they have being getting when using the telephone to market and sell their products. For more information visit: www.TeleconceptsConsulting.com.
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