10 Little Known Cold Calling Tips

Want some cold calling tips you can count on? Ok, but before I delve into this area let me explain something...

Cold calling is a last alternative for those insurance agents or financial planners (or anyone getting ready to market their products and services) that have absolutely no money to spend on a prospecting letters system.

Cold calling is also not favorably looked upon by most business owners (and consumers, but the new law may not allow you to call consumers at home in your state. Here is a little bit of information on the do not call list.)

So if you are going to call a business owner and you do have some money to spend on a sequence of prospecting letters, do yourself a favor and make cold calling easier.

I digress...

So you want to cold call and drudge up some business? OK, here are are some solid cold calling tips you can use in your prospecting efforts TODAY...

Cold calling tip #1:

Get an up to date list of phone numbers and contact names. There is no bigger waste of time than getting an outdated list and getting wrong numbers because you end up looking like an idiot when you find out the person you are trying to reach is gone.

Find a good list broker, or use the SRDS.

If you use a free list spend the money and get your list cleaned by a professional.

Cold calling tip #2:

Be prepared. Know what you are going to say to the gatekeeper and the person you are trying to reach. Know it like the back of your hand. Know how to overcome every objection you'll get from the gatekeeper and the contact person (and take notes on objections you couldn't handle and work with someone who may be able to iron it out with you.)

Cold calling tip #3:

Smile. Make sure you are smiling every time you pick up the phone when you make a call. A smile shines through the phone. It does. Just do it! Get a mirror and make sure you see yourself smiling on the phone and check your posture as well. Smiling and posture WILL make a difference.

Cold calling tip #4:

'How's it going?' Never ask the gatekeeper or prospect how they are doing. Get right to the point of your call and don't waste their time with BS.

Cold calling tip #5:

Know the business you are calling. You must be able to show that you know something about the business you are calling so you can match up your dialogue with some aspects of the business that need 'fixing.'

Cold calling tip #6:

Know who you are talking too. If the contacts are C level, for example, these people are thinking more in terms of the 'big picture'. So discussing technical things and sophisticated features will not land you appointments. Relay the benefits of what you can do for them if they meet with you. Create solid benefits that they can relate too...For example, how are they going to make a profit and how will it affect their bottom line?

Cold calling tip #7:

Acknowledge their time limit, "I know your busy and your time is limited, all I need is 30 seconds to go over why you should meet with me and how we can (name of benefit of your services... be very specific...percentages, numbers).

Tip #8:

Make a guarantee. "If after meeting with me you are not convinced that I

can (name of benefit of your services) I will gladly pay you or your favorite charity $50, no questions asked. How does Tuesday at 11:30 sound? Or would Wednesday at 10:30 be better?"

Sounds cheesy? Try it. I bet you will see amazing results. Or, read this article on appointment setting for more proven tips.

Tip #9:

Confirm. Ask your prospect to write down the appointment. This shows that they are serious.

Tip #10:

Feel Felt Found...

If you are stuck on any objection, always revert to the ol' FEEL Felt Found...

'I understand exactly how your feel. Many of our Platinum clients FELT the same way. But after they achieved (the benefits of your services) they FOUND it was a perfect fit (or whatever...yada, yada, yada.)

These cold calling tips WILL help you get more appointments. But you can't take short cuts. Read through these tips (print this page), and work on the ones you are not comfortable with.

Like I said at the beggining, cold calling is only necessary if you CAN'T afford to send a sequenced mailing to your prospects first (and you have to create an effective letter system. Any old letter and envelope will be a waste of your time). So only cold call if you are desperate for appointments today. Otherwise make life easier and MUCH more fun. Use effective prospecting letters in your marketing efforts.

Do you have any cold calling tips you want to share? Submit them to us and share your knowledge. Read other sales pros tips as well.

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