Watching a business associate listening to a cold call prompted this article.
When the phone rang, he picked it up and listened. After what seemed like 30 minutes of listening (it was probably only five minutes, but still too long) he finally said: “I don’t need any” and hung up.
Whoever phoned him was obviously just reading a script and talking about whatever products he wanted to sell. Borrrring.
5 Cold Calling Mistakes + Tips to Keep the Prospect Interested
Mistake #1. Not researching the prospect and business you are calling.
Tip: Do some research on the prospect and her/his company before you call.
Spending a few minutes on research will yield big results.
Otherwise s/he will know that you are just “smiling and dialing” randomly.
It’s so simple these days to obtain good solid information on a prospect prior to picking up the phone.
Google the prospect’s name or check LinkedIn.com and you can get really useful information.
Mistake #2. Not Asking questions.
Tip: If you take the time to ask questions to find out what the prospect needs and what is important to her, you will get honest answers.
If you don’t bother to ask these questions, how can you uncover needs and pains?
How can you try to sell something when you don’t even know what the prospect needs or wants?
Without asking questions, it sounds like you’re just in it for the sale, your quota and your paycheck.
Asking questions the right way prompts a conversation instead of a monologue.
Open-ended questions keep the prospect on the phone with you longer. It works like magic.
Mistake #3. Not Listening to answers.
Tip: If the prospect has something to share, stop talking long enough to listen.
Really listen, don’t just hear the words.
Mistake #4. Don’t say you “will be in the area.”
There is nothing worse than hearing those words from a cold caller.
That sales technique went out in the 80′s.
It is one of the fastest, most effective ways to induce a hang-up in record-breaking time and shut down the call.
Tip: Be honest and ask to set up an appointment if there is any interest.
Mistake #5. Not using the prospect’s name.
There’s no sweeter music to the ears for most people than the sound of their own name.
Tip: Don’t use his name too often because you will sound like a pushy sales person.
Remember that we are all subconsciously conditioned to respond with openness to our name and a question.