We held a sales conversions workshop in Hawkesbury this week basically teaching business owners how to convert leads into sales.
Improving sales conversions is a challenge most of us face. Today, leads come from websites, social media, networking, expos, referrals and more so having a good phone manner and cold calling techniques are a must for businesses.
I was almost surprised to see many of the attendees raise their hands when asked “who is scared of cold calling?” So then I thought to myself, why?
You’re talking through a phone so there’s no worry about eye contact or body language faults. You have nothing but a sale to lose and I bet the person you’re calling wouldn’t remember you if they ran into you.
You need to:
– Focus on the goal when cold calling. It’s not about making the sale. It’s about getting the chance the make the sale.
– Research. Find out as much as you can about the company or individual you are cold calling.
– Prepare an opening statement. Start with “Good Afternoon Mr Smith. This is Michael Todd from Penrith Business Enterprise Centre” and talk from there. Never ask “Is this a good time to talk?” because it gives them a chance to terminate the conversation.
– Prepare a script for the rest of the cold call.
– If appropriate, ask for an appointment at a specific time.
– Be pleasant to the call screeners. Learning the name of the boss guard (often the receptionist) and being friendly while calling will help a lot. “I wonder if you can help me?” will help you get the information you need.
