Cold calling made simple.
Fast guide.
If I only had 5 minutes to advise someone before their first cold call, here's what I'd say:
➡ Questioning
Understand the customer's current situation with their service provider. This will help you compare what you offer and highlight additional benefits. Aim for the customer to be speaking 70-80% of the time.
➡ Problem Solving
Sales is about solving problems. If their current service meets their needs, identify problems they haven't considered yet.
➡ Conversation
Remember, it’s a conversation between two humans. Get to know them and their business personally. Customers appreciate knowing you genuinely care about them and their business.
➡ Exclusivity
Even if you’re selling the same product to multiple customers, tailor your package to make it feel unique to them and their business. People like to feel special.
➡ Leading
After covering the above points, guide them into discussing pricing. Don’t ask what they want to do next; frame it as if they are already interested and want to know the next steps.
➡ Objection Handling
You’ll typically close after no more than three attempts. If they don’t commit, give them time to think or keep the lead warm.
When facing objections, respond with a question that partially answers their concern. Often, the stated objection isn’t the real one. Dig deeper to uncover their true concern.
Use objections as opportunities to solve any remaining barriers to them buying your service. Once addressed, steer back to closing the sale. Some customers may divert the conversation far from the sale itself.
➡ Overall Goal
The goal is to have a good conversation. Sales is about being of service and exchanging value.
Show you care about them and their business, and demonstrate how your service can solve their problems. The sale will follow naturally, but remember to ask for it.
🥇 Do your best, then recap and learn from this call. Adjust your approach based on what you learn about your market and how to sell effectively to them.
Hope it helps.
Best,
C.
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