This is part 2 of my blog titled- How To Make a Flawless Cold Call
This part will cover points 4 through 6 and complete the series for you.
I hope that the points that I have raised have helped you make some quick notes and create a personal playbook that you can refer to, wherever you may be, which part of the world you may be working today and in the future!!
These points sure helped me succeed in India and Africa…so the logic is, if they worked in these 2 very tough markets, it should be a cinch in the mature markets of the US and Europe ….right??!!
So here goes….
STEP #4: SCHEDULE THE RIGHT TIME
You’ll never get the cold calling done unless you schedule a regular time each week to make the calls. The trick here is scheduling your cold calling at the times when prospects are most likely to agree to a future meeting and thus become a potential customer.
The “right time” varies according to whether you’re working from a static list (like one built from the search of a database) or working on leads being fed to you from a web site where potential prospects are constantly coming and going.
If you’re working from a list, the best day to call is Thursday while the worst day to call is Friday. In addition, the best times to call are 8am to 9am and 4pm to 5pm, while the worst time to call is 1pm to 2pm.
If you’re working from a website feed, the best time to call is within 5 minutes from the time that the potential prospect was viewing your website. Turns out you are 4 times more likely to successfully qualify a lead if you call within 5 minutes than if you call between 5 and 10 minutes. And you are 21 times more likely to qualify a lead if you call within 5 minutes than if you wait for 30 minutes.
STEP #5: GET THE RIGHT ATTITUDE
Most of your success in cold calling will depend not upon your product or the quality of your leads, but on your attitude as you approach the cold-calling process. Here are five tips to help you achieve the best attitude for this part of your job:
Use a headset, not a handset. You want both hands free so that you can talk as if you’re talking in person.
Sit up straight and smile. If you’re slumped and frowning, the prospect will “sense” it, even from a distance.
Visualize success. Think of a time when you won a big sale. Put your mind and memory and emotions in that place.
Practice your script. Practice what to say if you reach a gatekeeper and what to say if you reach a decision-maker.
Lay aside your sales goals. These get in the way if you focus too much on them. It’s about the customer, not about you.
STEP #6: MAKE THE CALLS
You are now ready to make your cold calls. Remember, cold calling is a process of disqualifying leads, not finding prospects for your pipeline
This is a VERY important point. As my boss often pointed out to me, “cold calling” is a “discarding” or “disqualifying” process, like panning for gold or digging for diamonds. You have to turn over a lot of dirt before you find the gems.
If you fail to get this, you’re destined to get frustrated. So, rather than trying to get as many leads as possible into the pipeline, use the cold calling process to avoid wasting time and effort on people who will never buy.
Because of this, you must make a point to make every cold call into a “win.” It’s a BIG WIN every time you can scratch a “lead” off your list, because that means you’re not going to be chasing wild geese around mulberry bushes.
Hope you liked my posts….keep writing and keep connected!