What's the best way to approach cold calls?
First, try for Referrals. They’re you’re best cold calls. You probably sell two or three times (or more) easily referrals than any other prospect... so go for them first.
When making cold calls, try to find the name of the correct person before you try to get them on the phone. Frequently you can get this by calling their sales department… they’ll talk to anyone! And you can probably get inside information in the process. PLUS, you’ll be transferred to the correct person from an internal number rather than an unknown outside number, so it’ll help you get by and through voice mail and gatekeepers. Oh, you can also ask what their direct extension is, so you can circumvent gatekeepers in the future.
This is what I say… “I’m calling to see if I can help increase your sales, like we do for (name one or two of their competitors). Did I catch you at a bad time?” Then go into the questions starting with a modified opening something like, “To help, I need to understand a bit about your situation, what would you say are your biggest ales challenges right now?
You just got them talking instead of you, and the ball is rolling right down the center of the lane for a strike!
Welcome to Stress-Free Selling®,
Jenae
P.S. If I can help you overcome sales challenges and reach your goals, call or email me. 954-290-9896 Jenae@MagazineAdvertisingSales.com
P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers, Ad Directors - call for a free consultation (954-290-9896).
