I do some public speaking about sales and entrepreneurship and the other day I was doing a talk to the BCIT Venture Program and the topic of cold calling came up. A bunch of people in the class were interested in my experience as a debt collector, which is almost completely cold calling as well as my experience cold calling to create a business. Here are some of the tips that I discuss in class:
1. Cold calling is not about “making the sale”. It is about making contact. Start small… make your call and focus on setting up a time to meet, or getting them to agree to receive an email from you or at the least a better time to call back.
2. When calling, always stand up. You sound more alive and awake.
3. Prepare a great opening statement that gets their attention and keeps them listening.
4. Have a script for your call with all potential rebuttals needed. That way you won’t be caught without a response.
5. Ask for an appointment. If you don’t ask, you won’t get it.
6. Receptionists, children, wifes, husbands, etc, are your friends. Basically anyone who might be in between you and your prospect can actually help you instead of hinder you. Get that gatekeeper on your side and great things will happen.
7. Send something unique to your prospect in the mail. It does not have to cost much, but make sure that it is unique. If other agents in your office do it.. find something else to send. It will give you something to mention in the first few seconds of your call.
8. Be persistent. 80% percent of new sales are made after the 5th contact, yet the majority of sales people give up after the second call. Don’t give up, be persistent.
9. Practice, Practice, Practice