Hate cold calling?

How to get a warm response to your cold calls

Let’s face it — it’s hard to get people’s attention these days. Clients are bombarded by business development calls, and when you add email and social media to the mix, the competition for your prospect’s focus is intense.
Here are three steps for standing out from the competition and approaching new clients so they actually want to talk to you.
1. Do your homework
The days of ‘smile and dial’ are over. Clients expect you to know something about their business before you contact them. Technology makes it so easy, there’s really no excuse not to do some pre-call preparation.
You might already visit a client’s website before calling. While that’s a good start, you should also research the person you want to speak to, not just the company. Look them up on Google or LinkedIn, and ask yourself: What’s their background? What are their interests? What do we have in common? Who do we know in common?
2. Have a valid reason to call
Imagine the client asking: “Why are you calling, and why should I care?” Those are the questions your call opening must answer.
Tailor your script to each call and make it about the client. Actually write down what you want to say — you only get one chance to make a positive first impression.
3. Ask intelligent questions
Many sales people talk too much. Your success at new business development depends on your ability to engage your prospects in a meaningful dialog. That involves asking intelligent, open-ended questions that cut straight to the core issues.
Plan ahead what specific questions you want to ask the client, and select questions that will add value and/or stimulate the client’s interest.
Successful salespeople focus on what they can control.