Simple Steps to Cold Calling Success

28 October 2011

With millions of homes across the globe having computers, as well as millions of people out there on streets with mobile devices, the Internet is absolutely everywhere. Its no wonder that most of the business tips you'll find revolve around the web. However, the telephone isn't dead just yet, and cold calling can still bring an influx of customers to your business if done correctly.

Cold calling used to be extremely popular and lucrative, and it still is with many businesses. Simply put, it is the process of calling up potential customers and informing them of your business and its products. Cold, of course, comes from the fact that this person is not expecting to hear from you its a surprise call.

If you're looking for success in cold calling, you should follow some simple steps.

One: Keep the goal in mind.

The goal of cold calling isn't necessarily to generate a sale on the spot; its more about informing the person about your business and hopefully getting an appointment with this person and having them find out about your business.

Two: Don't simply flip through the phone book.

Even though the people you're calling aren't expecting the call, you still have to target your market. Find out about the people you're going to call, even if its only minimal information, and make sure they're at least potential customers beforehand.

Three: Make sure you speak with purpose.

In the UK, its illegal to play an automated message when cold calling, and in the US there are many do not call lists that will prohibit you from calling back if the person so chooses. So, you have to do the talking here, and thus you need something to say. Take the time to prepare an opening statement beforehand so that you don't stutter or slip up.

Four: Working on your pitch.

Every call you make should go the same way leading up to the dialogue. You will literally be following a script, and you will want to include a simple and short introduction, a brief reference about your product, the benefits of that product, and a transition into the dialogue. You should also be ready to answer any questions and to respond to any other yes, no or maybe you'll receive.

Five: Never get flustered.

Some people you call are not going to appreciate it. Some people will be rude. Some will hang up and others will stay on the line and possibly curse. Never get frustrated when speaking to someone and never let one call carry over to the next. Keep your eye on the goal and always treat people politely.

Six: Avoid the Evenings.

Most people are eating in the evenings, spending quality time with their families or winding down after work. You will have far less success when calling in the evenings. Instead, choose the mornings or around noon to call.

Above all else, you'll need to practice here. The more you call, the more you'll get used to it.