I think most people hate making cold calls. Well, if your dead set on doing it, here are some tips.
Help the other person, that's what its all about. You don't want to create an uncomfortable situation with another person. When we’re only focused on making the sale, this is not a natural meeting place for both people. We want the sale, but the other person usually wants us to go away. Being intrusive is not the finest of character traits, and on some level we know it. Can we feel good about cold calling? Look at cold calling as an opportunity to assist someone. Just look at it that way, your helping someone, what's wrong with that? Look at cold calling as an adventure.
Tell the truth, be positive, be confident, you will make your prospect much more comfortable. When you approach a potential client with integrity and common sense, you’re more personable and less tense. Being fully honest is one of your better attributes. And it gives you an opportunity to enjoy the interaction rather than being artificial or deceiving. People do seem to have a sixth sense about integrity. When they feel you can be trusted, you can truly shine as a person as well as a potential supplier. Engage people in natural conversation. The more natural you are, the more comfortable you will feel. This makes the other person feel more comfortable as well.
Avoid playing games, especially reading from a script. Most people can tell when you’re using a script. There’s nothing personal about it, and they pick up on that. Being artificial puts you in the “typical salesperson” category, which is exactly the role most of us detest. It doesn’t feel authentic. And unless you’re a born actor, it makes you feel skittish about cold calling. Allow the conversation be relaxed. Let it be the kind of conversation you would have with a family member. Practice makes perfect, right? And you may actually become friends with that new person the next time you pick up the phone. Shift your thinking away from what you want and focus instead on what their wants are.
So many of us have been trained think about our services and products, which we don’t think about the client’s point of view. We aren’t really interested in their issues and how we can help solve them. Be interested in their world and their challenges. You’ll find this intriguing. Most of us have a natural flair for problem solving. We enjoy “fixing things.” So find out what’s going on with the person you’re talking to. Make sure the solution is a true solution. Get rid of any hidden agendas and truly listen. Let them know you’re interested in them and their world. Move outside your own sales agenda to focus on the needs of others.
This makes you a better human being and helps you leap past the fear of cold calling. Never assume anything beforehand. Allow the conversation to be one of exploration and discovery. Stay focused on the dialogue instead of any private agenda. All this advice is sound, but maybe your time could be better spent, by rising to the top of the search engines! How do we do that?
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