COLD CALLING STRATEGY

1. COLD CALLING STRATEGY How to make calls and arrange meeting with potential clients?

2. Over here, you will see most of the tactics used to book meeting with potential client(still, this is not guarantee that it will work, it depends on YOU only) Cold Calling Tips You Can Use To Get Meetings with Anyone

3. 7 Cold Calling Steps to improve closing rate 1)Focus all of your questions on your client, not yourself In your initial contact with the prospect, focus all your attention and your questions on the prospect. Don’t talk about who you are and what you do, or about your company or any other companies. Remember, it is about them, not about you. Client-centered selling is professional selling. You are only selling professionally when you are talking to your client about his or her wants and needs. 2)Plan all of your questions in advance More Information = More Sales In cold calling, the more information that you can elicit, the easier it will be for you to qualify the prospect and then go on to make a sale. This is where questioning is so important. Your questions should be thought out carefully in advance, and organized in a logical sequence, from the most general to the most specific. 3)Don’t follow any cold calling scripts This is ridiculous, since this is a script, but then again, point is that cold calling and sales in general, should be very personal. You should focus on your customer’s needs as an individual on a case by case business. This is how you build relationship with you customers and have long sales relationships to come. Using cold calling scripts can make the call feel less personal and this is something you want to avoid. 4)Don’t overwhelm your prospect during first meeting If the prospect is interested and wants a presentation and more information, you can always go back to your car to get what you need and bring it in. But, when you go in without a briefcase you lower the stress of initial sales resistance and cause the prospect to relax and open up to you sooner.

4. 7 Cold Calling Steps to improve closing rate 5)Don’t attempt to sell on your first cold call This is important, read it carefully. All inappropriate actions will lead to your potential client death. (just kidding) On your first call, you should never attempt to sell. Focus on information gathering. Unless you are selling something inexpensive that requires little thought, you want to interview the prospect by asking questions. Take notes and tell them you will come back to them. Focus on building the relationship and coming across as friendly, genial and non-threatening. 6)Keep your prospect relaxed The longer that your prospect remains relaxed, and the more he opens up to you, the more likely it is you will make the sale in the long run. Do not run into client like a fool into wall. 7)Find out what benefit will make your prospect buy from you With each customer, there is a key benefit that will trigger buying desire and cause the customer to purchase your product or service. At the same time, there is a key fear or doubt that will hold the customer back from buying. Your initial job in your first cold call with your prospect, and the key to qualifying them, is to find out exactly what benefit will cause this customer to buy from you, and exactly what fear or doubt might hold this customer back from buying from you.

5. Research, Research, Research • Write an Outline of What You Want to Say • Take 1-2 Hours to Go Through Your Call List • Prepare a Strong Opening Sentence • Let Rejection Motivate You • Practice Makes Perfect • Know the Best Times to Make Cold Calls Preparing for your first cold call

6. Research, Research, Research You need to research constantly in order to get some routine, to get confidential, and to know how to handle any situation you are in. Write an Outline of What You Want to Say Some short text, 30 to 50 words, that’s all what you need, and practice of course. You are trying to book a meeting, not to sell something immediately . Take 1-2 Hours to Go Through Your Call List First of all, we need some list, right? Make a list, for example 30 potential clients, make sure to study that list completely, sort out bigger businesses, from smaller ones, and then you are one step only before making call. Prepare a Strong Opening Sentence You have 10 seconds to prove to that you’re worth talking to, so differentiate yourself from other callers. After introducing yourself, turn the focus to your prospect by weaving in your research and personalizing the call. For example: You could open with a compliment on a recent professional accomplishment you came across through research. Let Rejection Motivate You We are all humans after all. You need to fall 100 times to get up and be successful 101st time. Rejection is normal, don’t take that as big fail, remember, every journey begins with single step. Practice Makes Perfect After first call, motivate yourself to try it out again, again and again. Every next time, you will notice big difference, easy handling and confidence that you get. Know the Best Times to Make Cold Calls Weekday afternoons are the best time to make cold calls, according to couple of sites analysis of over 25,000 sales calls. The majority of calls lasting over five minutes occur between 3:00-5:00 pm on Tuesdays or Thursdays.

7. This is explanation of cold calling no matter what you choose to work on. As we are here for BMA, I will create additional script, with example of BMA calling, also, I will explain pros and cons of BMA. Until next time, stay tuned. Peace out  To be continued…