In an ideal world new prospects would call you, but the reality is that if you want more business, you must chase it. When done in the right way, telephone calls can be a very effective part of your outbound marketing strategy. But if the thought of cold calling scares you, these tips may just help make the experience both successful and far less stressful.
- Remember: the call is always about THEM – it is not about you.
- Every call is a chance to build a relationship, not to broadcast why you and your offer are so great.
- Listen to them very carefully – your mission is to understand THEIR problems and THEIR challenges.
- Do some research BEFORE picking up the phone. Make a hitlist of the targets you know or believe have a need for your product or service. Take time to think what their challenges might be and how you can help.
- Your purpose isn’t to convince anyone that your solution is the greatest or only one out there. If the call means you understand their problems, it is valuable.
- When making calls, it is all about QUALITY, don’t worry about quantity. Set yourself a realistic goal so you build your confidence up.
- Repeat all the tips above for any subsequent follow up calls. Every time you contact someone it needs to be as positive and engaging as the initial call.
- Do not let unprofessional offshore callers make you avoid the telephone, or you will miss out on a valuable tool to grow your business.
How to gain friends
When creating your communication strategy, don’t forget the human element. If it sounds like you are reading from a script – like an automated robot – you won’t demonstrate your authenticity.
Take time to build rapport. In a business world driven by tasks and deadlines it is so easy to miss that we need to build genuine relationships with clients, colleagues, and teams. When we are so focused on achieving our own results, we often forget to find out what others need. This takes patience and an ability to take some time to step into their space for a while.
Go steady. If you avoid trying to rush you will be able to build trust – something which should never be unappreciated or ignored.
It is never about how we did things in the past. It's always about how we approach them today!