The 3 Best Cold ( and not so cold) Calling Tips
Calling out to small business? It’s not dead. Cold calling, Warm calling, Smart calling – whatever you want to call it. It ain’t dead.
And if you do it right you can make an impression “above the clutter”, earn 20 seconds more or get that appointment or meaningful conversation going.
So let’s cut to the chase and all the quadrillions bytes of information out there (including everything I’ve written) about how to do it well and put only 3 of the best of the best out there for you today.
“45 seconds”. …..“Did I catch you at a horrible time or do you have just 45 seconds?” (Who really doesn’t- the phone was picked up (And do you realize how much you can actually say in 45 seconds?)) And what sales rep actually says “45 seconds?” (Nobody). I skipped over the greeting but you get the point. You can use “45 seconds” or “65 seconds” or heck “73 seconds” —the point is it is differentiatingly odd (attention getting), short (45 seconds is time tension goodness). Try it. It works. Oh, and make sure your 45 seconds is killer and you may earn some more time.
Local Local Local : Got a local company name you’ve done business with? Got some local customer counts of those you are doing business with? Use them right up front. All business is local (if given a choice). “Mr. Johnson, there 14 customers right there in Salem trust us already with their….”. (Credibility, Popularity, Local). It doesn’t matter if you are not local- just make sure some of your customers are.
Insight, no strings attached. Don’t always sell you, the company, the product, the appointment, the opportunity up front- sell Insight. This real example works – “I can give you 3 tips in just 3 minutes to get more sales no strings attached, just by looking at your storefront…” Prospect interested? If yes, then that is because there is a reason, a need, a gap, a worry, an ego, a dream or all of the above and THAT is more than enough to qualify as lead worth pursuing. You make the Insight make sense for your effort and lead with that. Smart sells.
By the way, these 3 tips work just as well too when “warm” calling – cross selling into new product spaces to existing clients.
Till next time,
Grow The Business.