The New Cold Call
The New Cold Call
These are a couple of ideas that will help you in cold calling to be as successful as you can. Use this process with your own words, and your own style but keeping this process in mind.
there are some different ways that might make this a little bit less uncomfortable and a little bit more successful for you first I think it’s very important if you’re going to cold-call so when you call somebody it’s really honest. I’m gonna give you some stories of people that I’ve met over the years that have done a good job on this and understood how bringing in the “human factor” is important is in sales.
The Human Factor
There are several ways to go about coId calling. A few years ago I worked with a woman years ago named Leslie and she worked for the Business Journal which I know you’re familiar with since there are business journals in every city around the country and of course I write for a lot of them so hopefully, you’re reading my column in one of those but the point is when Leslie started working for the business journal she had worked 20 years in New York for another advertising publication moved to South Florida and started working for The South Florida Business Journal she had a list of people she needed to start building relationships with so she did and she would pick up the phone and say, “Hi this is Leslie with The South Florida Business Journal and this is a cold call so if you want to hang up go ahead”. That alone I thought was funny but I thought that was really good because that’s what people are thinking!
I really liked was kind of a spin on that one and she said, “Hi this is Leslie with The South Florida Business Journal as much as you hate getting cold calls, I hate making them but I’ve been in the advertising business for 20 years in New York and I just started down here so I’m starting over, so if you want to hang in there with me great if you want to hang up go ahead it’s been happening all day!”
SO what is the New Cold Call? Well, I’m actually not sure it is all that new…some salespeople had known that the Human Factor was really the right thing to do.
Smiling and Dialing
Often management has no idea how to cold call properly so they give out a script telling the sales team, “It is all a numbers game” so just keep smiling and dialing”
I think to assume that there is a NO before you begin, and give them permission to take a no, gives you less of them!
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