Written by Sean McPheat |
19 December, 2012
Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today?
Well cold calling does indeed still have a place on today’s sales playing ground, and while the face of this tried and true sales activity may have changed and evolved, it is still effective.
Below are three cold calling tips that will help bring back that feeling you used to have when you thought that people you called actually had an interest in talking to you. The following techniques will not solve all of your cold calling issues, but they will certainly help your calls start out a little bit warmer.
#1- Kill the Enthusiasm
In the beginning of the telephone call, tone down the enthusiasm and get rid of the big smile. The old idea that if you are excited and enthusiastic about the call, the prospect will also become excited, is just plain nonsense.
That fake, unnecessary, overenthusiastic attitude at the beginning of the call acts like a warning beacon to your potential customers, screaming “BEWARE…TELEMARKETER CALLING!” It projects the image of the stereotypical telemarketer and forces people to react with defensive indifference. Be professional and pleasant, but not overjoyed.
#2- Reflect a Similar Pace and Tone
At the outset of the call, listen for the prospect’s mood and attitude. It is easier to sense than you may think. Just listen and get an idea of the person’s mental disposition. Then reflect back a similar or like attitude and mood. This does not mean that you should mimic or copy the prospect.
For example, if the prospect is very upbeat and jolly when they answer; be a little upbeat yourself. On the other hand, if the prospect is more sombre and businesslike, also be a little more serious. Just slightly adapt to the prospect’s current temperament.
#3 – Match Pace of Speech
Like the above tip, you need not mimic the prospect or try to imitate accents, but try to stay in tune with the prospect’s speed. If the prospect talks very fast, then speed up a little. Or slow down when you have someone who talks very slow.
The above three tips will help you come across as a little more familiar to the prospect. They will prevent the prospect from putting up mental barriers and hopefully give you a chance to talk to an open mind.
Before I sign off, here are some more cold calling tips for you:
MTD Sales Training
(Image by Michal Marcol at FreeDigitalPhotos.net)