Friday, February 4, 2011
Cold Calling Techniques
Cold Calling means calling a prospect who doesn't know the caller for a sales appointment. That means the object of a cold call is to set an appointment. Cold Calling can prove very effective if it is done properly. The important thing to remember here is to do some research about your prospect before making a call. You can go through their website to know more about the company e.g. company size, nature of products and services, decision maker of the company etc. The last but not the least you should be very clear about your products and services.
According to my experience Tuesdays, Wednesdays and Thursdays are the best days to contact new leads. The best time to call prospects can be early in the morning or late in the afternoon.
Once you have done all your homework and now you are ready to do cold calling, always greet the person first 'Goodmorning' or 'Goodafternoon' and introduce yourself. Tell the prospect about your company and about the reason of your call. Ask for an appointment for a web meeting or face to face meeting.
It's not necessary that in the first attempt only you will get the appointment. So be prepared there is a chance that you might hear a 'No' also. Try to find out if there is a need for the product and service which you are providing.
Record the status of the call in your prospect list. This will be helpful for the second call.