12 Handy Tips for Generating Leads through Cold-Calling
Most people have a preconceived notion of the salesperson that calls on them. Maybe they think the person came off too aggressive and pushy, or maybe they felt scammed. If you need leads for your business but feel uncomfortable cold-calling strangers, read this blog post and these tips to get started!
12 Handy Tips for Generating Leads through Cold-Calling
1. Keep it short--only say what you need to say 2. Be brief but clear 3. Don't ask questions 4. Know your products/services well 5. Remember that everyone has busy schedules 6. Don't be afraid to get rejected 7. Use technology to your advantage 8. Include a personal touch 9. Make eye contact 10. Remember that everyone loves to make money 11. Make it believable 12. Be honest and trustworthy
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1) Keep the call short; only say what you need to say. Don't tell stories or try to get them involved in some discussion--just give them the information they want, then leave it up to them if they want to continue the conversation or not.
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2) Be brief but clear. If you've got a lot of phone numbers to go through and not much time, give out what you can in a few seconds--the name of your business, what kind of business or product it is, etc. But don't ramble on--5-10 seconds max because people will probably hang up if you're long-winded about some product or service that they're not interested in anyway.
3) Don't ask questions. You're calling them, remember? You're the one selling your product or service. If you ask for their opinion on something and they don't want to give it, they'll hang up.
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4) Know what you're talking about! Be well-prepared & know the quality of your product & service--don't sound like a sleazy salesperson who's trying to rip people off. You're calling them because they might be interested in what you're selling.
5) Remember that everyone has busy schedules. You might not be the only salesperson that they talk to, so don't waste their time and yours by going into a long-winded pitch--only give out what you need to.
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6) Don't be afraid to get rejected. Not everyone is going to buy what you're selling, and that's okay! Just accept it and move on to the next person. Accepting rejection is actually a good thing because it makes your sales process faster--no more thinking about what you're going to say next.
7) Use technology to your advantage. Keep a list of names & numbers in your phone, then call them when you have time. Keep stats of the people that you talk to so that you don't waste time on them again in the future, especially if they've already said no multiple times before.
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8) Include a personal touch. When you're talking to people, remember that they have a name & a face; it's not just some random person on the phone that you're trying to sell something to. Whether it's through their name or asking them how they are, making a human connection can go a long way with getting leads.
9) Make eye contact! It might sound strange, but you really can tell when someone is looking at you versus when they're not. It makes it much more personal, and also might make them remember your face if they see you somewhere else.
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10) Remember that everyone loves to make money! Pick out a few key things about your product and emphasize those in the conversation--the more benefits you can give them, the better chance at making a sale.
11) Make it believable. Don't be pushy or aggressive and don't tell them stories of how some other customer told you that they'll buy from you, etc. If you're genuinely a nice person, they'll pick up on that.
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12) Be honest and trustworthy. Don't tell people that you can get them a great deal if you really can't, or don't have any way of making it happen. Be honest about your product or service and what it will do for your customers, then let the customer decide if they want to buy from you or not.
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When you're ready to start generating leads and getting customers, contact Inbound Leads today
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About the author: Mark S. James is the founder of Inbound Leads. He has been helping businesses in his area and around the globe ever since he started his own company, which he still owns & operates today. To learn more about what he can do for your company, contact him @ http://www.InboundLeads.com . Follow him on Twitter @MarkSJames2014 . For more articles on sales and marketing, read his blog at http://theinboundmarketer.com/blog/ by signing up for the Inbound Leads monthly email newsletter! Watch his videos at http://www.youtube.com/InboundLeads .
Conclusion
If you want to improve the quality of your leads, you need to begin by taking apart their buying process. You have to start by understanding how they think, then changing the way you communicate with them.
In this article I have talked about how professionals go about gathering their targets, that is why it's very important for us to know what we can do in order to convince people in our company of our product.