Cold Calling - What works for you?

Do you have any tips to share that may benefit others who may want to improve or start their campaigns?

• Getting passed the gatekeeper
• Opening line
• Qualifying decision maker
• Preparing a call

I think this is a good start...

research potential objections also helps

Dont read from a script. Write down key points if you have to but you should already know everything on your product/service, so should be able to hold a descent conversation without rambling on or talking AT people.

My opening line varies but the most used is "This is a speculative call is that okay?". This is highly debateable however it allows me to understand straight away if the person is receptive to my call or if i've just caught my contact in the middle of a meeting. If the prospective client says "Yes" I am on a winner. If the prospective client says no. You know you would have only have annoyed him/her if you went right in with a pitch. In general if they say "No" it's very a very good reason and you should respect it and ask if they would welcome a call tomorrow.

"Do you deal with..." I personally hate qualifying the decision maker with this line. It's an opportunity for them to shut me down and it will cause you to have your main objection immediate before even having the chance to pitch your service/product.

For example,

Me: "Do you deal with the gas and electric?"

Prospect: "Yes but we are in a contract for 12 months thanks for calling"

In that response I have hit my first objection and the hard way has been chosen...

The easy way

Me: "I'm dealing with a few companies in your estate reducing costs on energy and carbon Mr Prospect, I understand you may be able to provide me with details of your current contract to see if you qualify for the free review?

Prospect: "We have 12 months left on our current contract and we use a broker to get the best reates"

Game on I know what I'm up against and I have an easy objection to handle before I get Mr Prospect on the yes trail.

Just a thought...

A very good point.

Spend a few minutes researching your prospect. Check out their website and Google their name - You'll get some useful info.

Invaluable for big ticket sales. I use my own business credit reports (to ascertain debt levels and financial stability and for the Directors names). Also use dti.gov for latest sector stats, there's always something that can be quoted to show you 'undertand the prospects business'.

Like Shaun I always tell them it's a speculative call and ask for a minute to explain why I'm calling. Roughly 50% will say not now but of this 50% another 50% will agree to a timed call-back. This way you dont waste time on non qualifying or uninterested prospects and you dont have to worry about the 'Gatekeeper' when calling back!

Im not sure about that perticular opening Shaun, its similar to what your saying in your second quote about yes or no, or a closed question. The opening has to result in someone wanting to listen, but without being pushy of course.

Like you say it's always a good idea to offer to call back at a convenient time if their busy, ask them when it's best to call, then you have a better chance the next time of having your conversation.

We always have a unique approach for each of our campaigns, the opening is so important.

You "I'm dealing with a few companies in your estate reducing costs on energy and carbon Mr Prospect, I understand you may be able to provide me with details of your current contract to see if you qualify for the free review?

Something different for you to try: Renewals!....

"We are working with companies in your area to help reduce energy costs & carbon emissions. We are offering free reviews on (...Something Here.../ your current energy status) Mr Prospect, and would like to offer this to yourself when your contract comes up for renewal.

This opening does not contain any closed questions. What it does is offer Mr Prospect the chance to give his renewal date, giving you 2 chances.

1)Mr Prospect: My renewal is not untill October You: That's fine Mr Prospect, we can give you a call late September/Early october and arrange it with you then.

2) Mr Prospect: My renewal is in a few weeks You: When will be the best time/day for you

The idea is to have an ongoing stream of renewal dates for you to call that are already warm, if you get a renewal around the corner, it's your chance to try and arrange something.

phew... that took ages!

I'm ALWAYS open to suggestions Gary, thanks buddy I'll give it a go. I'm using this to improve my game as well as help others so I'm open to any suggestions.

Thanks

No probs Shaun, good luck!

Never to good to learn something or try something different I may pinch that renewals one also. Thanks Gary.

THAT is the sole reason why Gary has a telemarketing company. Pure phone genuis. I can build anybody a Mac or install wireless tv, internmet, mushc and even lights around a house...

But ask me to cold call, oh no. Not today!

lol... like I said before Luke, some people just really hate It and find it depressing, It's definately worth doing though.

Some industries in particular can make SO much, but don't think of applying telemarketing somehow.

I'm glad you all find it useful and hope it can work for you in some way.

Gary

Two things Shaun, it is always best to defrost cold calls before picking up the phone, and having a real understanding of your core target and what you true value add is one of the most effective ways of achieving that. Also have you ever opened with 'I wonder if you can help me...'

Research - Always find the name of the relevant person beforehand (or who you think is the right person because they will tell you who it is, if it isnt them).....

Do not ask the gatekeeper 'can I speak to the person responsible for......'

As a 'gatekeeper' for almost 20 years in my previous roles, I have probably seen everything from the flip side of the coin. A couple of cheeky ways of getting past us..........

ssshhhh.. I didn't tell you

- when calling a corporate... dial one digit different at the end of the main number and you are through to someones direct dial, who will transfer you.

- Call and ask for accounts, and when through, ask them a question and then ask if you can be transfered directly to your end result....

ps. most importantly, be nice to the 'gatekeepers', get to know them and ask their opinions / objections and if they can be of assistance, works wonders!

One recruitment chap I spoke to called and had told my gatekeeper when she asked what it was about, said it was a "personal call". When I checked with her why she had put him through, I had to tell her that he had said it was a "personell call". very cheeky.