Learning how to make successful cold calls is an integral part of telemarketing. Although it’s one of the most challenging and daunting parts of the job, cold calling can bring fantastic results and really help businesses to achieve their goals. As @Entrepreneur says, cold calling “is an invaluable way to not only jumpstart your outreach but also grow your name recognition and develop valuable product feedback and validation through conversations that you otherwise would not be able to have.”
Learning what to say, and what not to say, on a cold call can improve your telemarketing results. To help you get the most out of each conversation, we’re taking a look at common habits to avoid when making a cold call.
Avoid announcing your call
One of the most important things to avoid when making a cold call is announcing yourself to the first person who answers the phone. If you were calling the doctor for an appointment, you wouldn’t explain yourself to the receptionist before speaking to the doctor, you would simply ask for the person you want to speak to and wait for the receptionist to ask for more details.
The same principle applies to cold calls. Announcing who you are straight off the bat can give the impression that you’re pushy or salesy. It can also cause some gatekeepers to close you down before your call goes any further. Instead of opening your call with a long description of who you are and what you do, keep your intro brief and to the point. The more confident you sound and the less salesy you are, the more chance your call has of getting through.
Imagine you have the right to speak to the buyer
If you sound unsure or unconfident on the phone, the gatekeeper will be more likely to block your path. Going into a call worrying that you’re being a nuisance will make you sound less confident and your negative expectations are likely to come across in your voice.
Before picking up the phone to make a cold call, spend a few seconds imagining that you have the right to speak to the decision maker. Remember what it is that makes your product or service special and remember that you’re offering your potential customer something that will enhance their business. The gatekeeper is likely to pick up on your confident tone and will be more likely to put you through as a consequence.
Another good way to create a positive first impression and get past the gatekeeper is to think positively and expect your call to be a success. This positive approach is likely to have an impact on your results and boost the success rate of your campaign.