Cold calling is purposeful but it is also time consuming.
Cold calling is an important part of business. It takes time and considerable amount of effort, which is why it is advisable that you do not take it lightly. Being wise when it comes to cold calling is vital.
A few suggestions have been expounded as follows:
Cold calling involves making an appointment. This may be for a direct face-to-face meeting or for a phone appointment. You should never stray away from this purpose. Some people inadvertently [or knowingly in some cases] end up trying to make a deal over the phone itself. That is wrong. Cold calls are for making appointments and that is the only thing that you should do.
The other person will judge you within ten seconds and make a decision immediately. This means that you do not have more than two short sentences to show that you are worthy of attention and time. This is why you should be brief and precise. If you try overdoing it you will lose your prospect.
Aim at the Big Buyers
It is actually easier to cold call and to convince a big buyer than to convince someone smaller. Conduct a thorough research about the prospective buyer and if you see that he or she has a tight budget, you don’t even need to waste your time making a call. Concentrate on the big buyers instead.
Aim at Decision Makers
Make a list of those who have the power to make decisions and only contact them. Contacting others is a mere waste of time. If you can’t get access to the decision maker, try another prospect instead of wasting effort and time.
If someone refers you, the chances of you being chosen increase. You don’t need to worry about referrals because you just need to ask your existing customers for them. Happy customers won’t shy away from referring you.
The appointment date and time you agree upon should be convenient for the prospect. It is minimum etiquette to consider the prospect’s convenience before thinking about your own convenience. However, if you can’t make it at that particular time you can request for a change in date later on.
Cold calling requires some thinking and prudence.
Cold calling is an arduous task, which is why you should pay attention to it. There is no need to waste your time calling people who are not authorized and who may not buy from you. Focus on your purpose and only call the right prospects.