Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic.
And here are some things I’ve learned which you can apply when cold calling:
Preparation is critical. You may not know what you’re going to speak about but you’ve got to have some vignettes in your head that you’re able to mold according to different things based on stories from your childhood, school, work experiences, podcast, family life, etc. As soon as you hear a topic, pick one of them out and then start going from there.
“Cold calling? No more winging it!”
Use various means to generate new business. Tap into different avenues when getting new prospects – social selling, referrals, etc. With cold calling, do some elements of it but try to gain information through social media or build a quick connection with them on social media so it makes cold calling a little bit warm somehow. Do a quick connection or share something about yourself to build their interest.
Stories can help you make your prospects relate with your product or service on a deeper level. Understand that there are things specific to that situation that most clients are going to have, be it the price, safety/security, technology, or competition. Either way, always prepare before getting into a call. Write down 5 things that prospects typically bring up in the very first meeting so you can come prepared.
You won’t have an exact script but somehow you will have a better context of how the conversation is going to be like.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.