Is cold calling dead? Not in our opinion. As a matter of fact, we’ve started at least
three new client relationships this year this way.
How can you make it work for you?
First, don’t think of it as a
drag. It may not be your favorite task, but
if you approach it that way, your prospect will hear it in your voice. Start with a good attitude and a smile on
your face. A sincere, friendly voice
speaks volumes and will be more likely to engage the person on the other end of
the phone. In her November 19,2 012, Entrepreneur article, “Seven Secrets to
Cold Calling Success,” Jane Porter even suggests talking in front of a mirror,
which she says will naturally cause you to smile more.
Second, start with a conversation,
not a sales pitch. Offer a friendly
greeting. Try to make a personal
connection based on something you know about the organization or the prospect,
in particular. Be sure to mention any
common connections you have or the name of the person who referred you before launching
into your sales pitch.
Finally, listen. Listen not only to your prospect, but also to
yourself. Be sincere. Don’t say things just because you think
they’ll buy you points. Learn from your
prospect’ responses and your own.
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