It’s a well known fact that no one likes cold calling. However experienced you are with making telemarketing calls, and however confident you are in your products or services, picking up the phone and dialling someone who’s not expecting your call, and whose body language you’ll be unable to read, can be daunting.
However, with cold calling continuing to top the leaderboard of marketing methods that consistently succeed in building relationships and securing leads, it’s a tactic that no business can afford to ignore. What’s more, as cold calling allows you to speak to infinitely more companies than face to face meetings, it’s an absolute must for any ambitious professional.
Step 1: Be confident in your products and services
If you’re confident about your products and services, this enthusiasm will come across as soon as the other person picks up the phone. Before you begin, write down 10 excellent features about the product or service you’re promoting. These should be things that will excite and enthuse your target audience – the things that set your product or service apart from the competition.
Spend some time thinking about how these 10 features could benefit the company you’re calling. Consider their workplace, their business and their company goals. If you can demonstrate how your product or service can save them time, save them money, make their life easier or improve the quality of their work, you’ll be onto a winner.
Step 2: Use your senses
The more senses you can use when making a business call, the better. Though the telephone takes a number of senses out of play, you can increase your awareness of the situation by using visualisation. Next time you make a cold call, try to visualise the face of the person you’re speaking to before you begin. When they answer, talk to them as if you were speaking face to face. This should help to make the conversation flow more smoothly and will make it less daunting to pick up the phone.
A lot of professional sports people use visualisation techniques to improve their performance in big competitions. As well as helping them to focus on their ultimate goal, visualisation helps to build confidence and create an expectation of success, two things that are incredibly important when making cold calls.
Step 3: Set smart goals
SMART stands for Specific, Measurable, Achievable, Realistic and Timed. By setting yourself these parameters at the beginning of a call, you can push yourself to achieve tangible goals and maximise your impact. If you can get yourself into the right mindset, use positive visualisation techniques and set yourself clear, achievable goals systematically, regularly and in a disciplined manner, you won’t only find your cold calling is more successful, you may even find it empowers you.
At Blue Donkey we call this process, intelligent telemarketing. We’ve seen our client companies go from good to great by embracing the opportunities presented by systematic, intelligent use of the telephone.
Talk to us today to learn how we can develop and train your in-house telemarketing crew, or outsource your lead generation to Blue Donkey’s seasoned teams of expert communicators, and transform your business.