| They taught us wrong! We have to change our cold | | | | prospect. Beware of sentences that begin with "I" or |
| call approach if we want to sell more. Whether you | | | | "we". Here is a terrible opening, "I am here to show you |
| are cold calling in person or by telephone, there are | | | | our new line of office supplies". How nice for you. |
| several common errors many salespeople make that | | | | What's in it for your prospect to listen? Make sure |
| are easy to avoid. Some things that costs us sales in | | | | everything you say has a benefit for your prospect, |
| cold calling seem like good ideas but cause failure and | | | | not for you. |
| frustration. Here are a few cold calling errors to avoid | | | | Having No Reason For Calling |
| and techniques to consider that will increase your cold | | | | You need to have a reason for calling or stopping by. |
| calling success rate. | | | | Why are you there? Did you pick them at random? |
| Leading With Your Company | | | | You will do much better if you have a reason. For |
| If you mention your company in the opening, you are | | | | example, if you are calling on an attorney, you might |
| asking for rejection. For example, if you say, "Hi, I am | | | | say, "I was just down the hall at Swartz And Brown |
| Carl Davidson from Ace Life Insurance", the buying | | | | helping them with their computer security and I have a |
| resistance of your prospect just went way up. They | | | | few minutes before my next appointment. When that |
| can say, "I don't want insurance" and it's all over before | | | | happens, the company allows me to do a $125.00 |
| it began. Try just using your name and then asking a | | | | professional security audit for a neighboring firm at |
| question or stating your purpose. "Hello, my name is | | | | absolutely no cost. When was the last time you had |
| Carl Davidson and I am asking attorneys in this building | | | | your security professionally audited?" |
| if they have had a recent problem with computer | | | | Asking, Not Offering |
| security" | | | | Remember that in the first contact, you should be |
| Asking Insincere Questions | | | | giving not taking. Don't ask for an appointment or a |
| Don't start with insincere questions like, "how are you?". | | | | sale without giving something that establishes you as |
| You aren't really asking about their health and it starts | | | | an expert, earns trust and makes them glad you came |
| the conversation on an awkward basis. It raises | | | | by. It could be an equipment check, it could be a report |
| resistance and increases the odds of failure. | | | | on how to save 10% on their benefits, it could be a |
| Asking If Now Is A Good Time | | | | software tool they need. Always offer the prospect |
| When you ask if now is a good time, you are giving | | | | something before you ask for anything. |
| them the ultimate out. It's just too easy for them to say | | | | It is possible to increase your cold call success but you |
| they are tied up and get rid of you. Eliminate this | | | | must stop doing what you have always done. If what |
| question and make them come up with their own | | | | you have been doing is no longer working than it is |
| excuses. You'll get enough without helping. | | | | time for a new strategy. Give these techniques a try. |
| Talking About What Interests You | | | | Avoid these cold calling errors and it will help you get |
| Never talk about what interests you. It's all about the | | | | more appointments and sales. |