1 Sep 2018, 09:30 — 5 min read
Summary: Cold calling is an attempt to convince potential customers to purchase a product or service. Cold calling is usually done over-the-phone, with the salesperson not having any prior interaction with the customer. Dhananjay Parkhe shares 3 tips to make cold calls more effective.
As a startup business begins to gain scale, there builds a pressure on entrepreneurs to hyperscale due to focus on break-even, investor push etc. As a result, business owners begin to use some of the oft-repeated methods to bring the sales volumes up. One of these is cold calling.
Here are 3 common cold calling techniques that you should avoid:
Mistake #1: Centre the conversation around yourself and what you have to offer
In this old approach, you introduce yourself, explain what you do, and suggest a benefit or feature of your product. And then you close your eyes and pray that the other person will be interested.
Unfortunately, the moment you stop talking you usually hear,
"Sorry, I'm busy," or "Sorry, I'm not interested."
Let’s evaluate this rejection:
Mistake #2: They say “Be confident that they should buy your product or service”
In the old cold calling mindset, you're taught to focus on the sale and be completely confident that what you’re offering is something the other person should buy.
Mistake #3: When someone brings up an objection, try to overcome it
You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don’t know very much about their issues, problems, budget, and time constraints.
Chances are, not everyone is going to benefit from your product or service.
So now you’ve discovered the three major cold calling mistakes people often make. See if you can shift away from those old self-sabotaging mindsets. When you do, you’ll notice that people will engage with you much more, and the immediate rejection you’ve grown so accustomed to will happen much less.
I hope this helps you on your next call to that potential buyer!
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Posted byDhananjay Jay Parkhe
Dhananjay (Jay) Parkhe Global Goodwill Ambassador. Mentor Author Speaker Coach CSR, Advisor, Educator, Independent Director Bengaluru Area, India
22 Feb 2019, 11:58
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