If you have the sales skills to generate new business for your company and can reach the decision makers in a company, as a salesperson, you have little time to implement a successful first contact with this person. Decision makers are sold in every way roughly by the hour. Like a clock, these people are approached by potential companies or vendors with different types of product offerings ranging from SEO services to bulk email software and who knows what else.
Therefore, as a salesperson or salesperson, you need to be able to differentiate in a split second when calling these people on the phone. Here are some ways to go about it and make sure your cold calling campaign is profitable and fruitful. How is this ensured? Here are some explanations and tips to do so.
The 7-second rule
Cold calling has what I call a “7-second rule.” This means that when cold calling a new prospect, you, as a sales professional, have approximately 7 seconds to differentiate yourself from any other competing business or salesperson that contacts this person on a daily basis.
How do you do this?
There are a number of ways that a cold call, right from the start, can lend itself to a high success rate and could capture the attention of the target party.
1. Get down to the level of the person: people hate being sold. Therefore, as a sales professional, you must present yourself as a human being and connect personally with the individual. How can this be done? First, when cold calling someone, act like it’s not a cold call and you don’t have the goal of selling the product. Instead, you should have a goal of establishing a relationship to start the sales cycle.
2. Understand that the secretary is very, very important. As a sales representative, it is imperative that you become friendly with the secretary or assistant of the person you are trying to communicate with. Not many sales reps do this and subsequently greatly reduce your chances of cold calling success.
A secretary, most of the time, is a cold call themselves and being able to reach the decision maker implies the implementation of a sales cycle. Think of this as a sales cycle of a sales cycle. A secretary or assistant to a decision maker will not accept you on either the first or the first two phone calls. Instead, use the first two phone calls as a step before asking them to make the formal presentation.
3. Be mentally prepared to lose the business – When you cold call, you need to understand that you are “rolling the dice.” If you treat every call like it’s the Super Bowl, you won’t do well. Allow yourself room for failure, and when talking to the potential customer, don’t let him or her realize that you are nervous. Once a prospect detects this, they do not stand out from the other 100 companies trying to sell them and they will not start the sales cycle and subsequently have the opportunity to generate income through this avenue.
In short, risk your launch as if everyone is playing it safe, you have to be the one to try different tactics that give credibility to both yourself and the product or service.
4. Be Mentally Prepared for Many Rejections – When starting a cold calling campaign, you need to be mentally prepared to endure a fair amount of severe rejections, as not everyone is always welcome on a sales call. If you project a rejection on the prospects you are about to call and subsequently expect a rejection, your campaign and presentation will not be on target.