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The first thing to improve, before you go about improving the sales performance, is your attitude. IF your attitude is that you rather face a firing squad than make a cold call, then it is not going to help. Take it up as a challenge. If you are going to do cold calling then you have to have the competitive spirit. The aim of making a cold call is to set up an appointment to demonstrate the usefulness of the product to that person. So, ask for the appointment directly rather than beating around the bush. Instead of asking “Is there a chance to meet you sometime next week”, you can say “Would next Wednesday, 10:00 be a good time to meet you?” Take the initiative and focus on the goal: You are not making the actual sale but just want a chance to make a sale.
Here are some other tips that can help you in improving sales performance.
The first tip will have to be DO YOUR RESEARCH. It might sound clichéd and trite when but if you have done your research and know the answers to the expected questions then you will be confident about making the dreaded call. Of course, the butterflies will be still there when you are making your call, especially if it is a first call, but the fluttering will be a lot less if you have done adequate research.
PREPARE AN OPEINING STATEMENT. Again if you have an opening statement ready you will be confident about making the call. It will let you organize your thoughts before you make the call. Never do the mistake of reading your opening statement on the phone. Jut because people can’t see you, doesn’t mean they can feel that you are being natural or reading from a prepared text.
MAKE GATEKEEPERS YOUR FRIEND. They are not your enemies. It is to your advantage to make them friends. Get to know their first names. Ask them for their help such a way that they feel as though they are helping out an old friend.
Have you noticed how thrilled people are when they receive a promotional item? Send a small promotional item before you make your call. Chances are that you will receive a favorable response if you make a call after the person has received the promotional item.
PERSISTENCE is the keyword if you want your cold calling efforts to be successful. It is a well know fact that eighty percent of the sales are made after the fifth call, but unfortunately most of us give up after the second call. So, do not give up after the fist call. Remember the old expression: Try, try and you will succeed. It is definitely true in the case of cold calling. This is not to say that you should keep calling someone who very obviously is not interested, but if you feel there is a slightest chance that this person can turn into a client then don’t let go.
Try to make your calls early in the morning. One reason is that you can avoid the gatekeepers at this hour and secondly this is the time when most people are energized. They are at a better frame of mind to listen to you.
Lastly it is all about practice. The more you practice, the better you will be at it. And a day will come when you will not think twice about taking the phone and dialing the number of a total stranger.
