Call to build
Of course you call because you want to sell something, but on average 7 contact moments are needed before a deal is made. So call with the intention to help and build a Imagine yourself relationship, not to score immediately. Sow first and then ensure that the plants germinate. Is space offered earlier? Then don’t wait to be specific!
No time to read everything now? These tips are also available as a handy pocket book:
Cold calling: the conversation
11. Get past the gatekeeper
How do you get past a gatekeeper, such as the front desk or Executive Secretary? A few practical tips:
- Call with confidence: “Hello, I’m calling for Mark, can you put me through?” sounds much more like you have a relationship with that person than if you say “Hello, I’m calling for, uh, Mark Jansen?, can you put me through?”
- Try calling again on another day or time. There is a good chance that you will get a different gatekeeper on the line.
- Gatekeepers often work between 9am and 5pm. Try calling between 8:30 and 9am or just after 5pm.
- If the gatekeeper asks what you are calling for, say that you are calling for a particularly interesting proposition. Proven to succeed!
If you still can’t get through, always ask for the 06 number or internal work number and always leave a voicemail. If someone is structurally unavailable, ask to be connected to a colleague or ask if the gatekeeper can see in the agenda when your contact person is available. Or even better: ask specifically if a moment can be scheduled in the agenda for a short telephone contact.
12. Make sure you have a good pitch
If you get the intended conversation partner on the line, always offer an ‘escape’:
”Hello Peter, this is Piet Jansen from Jansen BV. I would like to talk to you about the role of ERP in the chain process. I understand that you are responsible for that; am I calling at a convenient time?
If the answer is “It depends on how long it takes”, indicate that you only need 1 minute. Then tell who you are and why you are calling. Name a ‘pain’ or an issue that your conversation partner will most likely recognize. Make sure that you ‘get into the listening’ of your listener. Always end the opening pitch with an open question, for example “How is that arranged with you?” You will be done within that minute. Let the prospect decide whether or not to continue talking.
The silence must be filled by the person who has been called and not by the caller. This answer shows how the conversation can be continued and whether you have ‘come into listening’ with the listener. Only when someone really listens to you can you have a good sales conversation.
13. Dare to use informal language Imagine yourself
There may be industries where this does not apply, but in most cases, using the informal form of address is fine these days. Also for cold calling. Do you have the kazakhstan phone number library first name of your conversation partner? Then say it by all means, so that you are on the same level. This allows you to take charge of the conversation. Be careful not to be too sarcastic. Always remain professional.
14. Take and keep the lead
In addition to using informal language, your pitch, the questions you ask and the words you use can also help you get in the lead.
If you choose the right words that address what augmented reality (ar) is going on with your conversation partner, you are using framing . With framing, you consciously or unconsciously set a certain frame at the beginning of a conversation to direct and control the conversation.
If you are in control of the conversation, hold on to it. It is okay to chat for a moment about your prospect’s golf weekend, but then pick up the thread again. “What I am calling about today..” You decide.
15. Use the SPIN method
You decide (see tip 14 above), but give the prospect the idea that he decides. You do this by asking the right questions using the SPIN method. With SPIN you send someone, without them realizing it. Ideally you ask all four SPIN questions .
16. Dare to ask and qualify Imagine yourself
This way you show genuine interest and you can ask better qualification questions. Qualification questions are questions with which you estimate the chance that the search engine optimization mails prospect will actually become a customer. If that chance turns out to be small, then further sales efforts towards that prospect are a waste of your time.
