Amber King | ambrking
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3 years ago

More Cold Calling Tips Straight From the Experts

Jun 4th 2012 at 11:37 PM

Paul Jackson, chief executive of First Recovery, said that cold calling is more about the numbers game, “but you can stack the odds in your favour.” For two months, he started at 8:30 in the morning and usually, end his last call at 6 in the evening. He did that daily, for 5 days a week. Obviously it’s not a fun task, but eventually it paid off with combined forces of luck and hard work. It’s also about luck since you’ll never know that it can be your first call or the 20th, who knows?

How to Deal with The Gatekeepers

Jackson also discovered that how to deal with gatekeepers can get frustrating at times. Once, he was informed by a receptionist that her boss “says he’s not interested.” This left him irate and thought: “What do you know about my product—what did you even tell him?” he knows of course that he can’t actually say that to the receptionist. Yet another refusal he came across was: “We never give out names. Send some information.”

Those reactions come from UK-based companies already used to being subjected to several years of cold calling. The trick here is to sound far more important than just the typical sales executive—work on this to your advantage. Always sound as if you are that important enough that it’s impossible for them to snub you.

Claire Young, widely known for reaching the series 4 finals of BBC’s The Apprentice in 2008, (http://www.enternships.com/en/resource-zone/articles/26-tips-from-bbc-s-the-apprentice-claire-young) also shares that asking for assistance is also one way of effectively getting others to open up to you. “Can you help me?” is usually a good example in asking someone. This is because “people don’t like to say no,” Young advises.

Meanwhile, Jonnie Evans, founder of Discovery Recruitment and Training, says that another means of avoiding gatekeepers is calling when they’re not around. Evans reveals that he had been admired for selling after 6pm and before 8 in the morning “when a lot of the gatekeepers have gone home.”

Offering the Deal

Even though this is already given, but this is actually one of the very common errors made by sales persons—ultimately forgetting to offer the business. Several sales people sell only the benefits, but then forgot to make the offer. Always offer the deal—and that’s even if you truly think that your prospect will turn you down.

Young advises that “Every call has to be followed up by an action”. Naturally, you will not get the deal if you fail to follow up. Your target list would build a shorter list of business leads and prospects and even a shorter list of maybes and other unsure entries. Sooner or later, one would land in your base, however, when it does, you must not rest on your laurels, or take it easy; go on with pursuing and approaching more leads to push down the sales pipeline more.

Though indeed you’re going to plod your way perseveringly against difficult times, in the end the rewards are all worth it.

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