7 Keys to Turning Cold Calls Into Warm Calls
by: Ari Galper
Let’s face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me?
Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.
1. Change Your Mental Objective Before You Make Your Call
When making a cold call the traditional way, your main objective is usually to try and get the appointment or make the sale. The main problem with that is when you do make the call it is quite clear to the person on the other end of the phone that this is your goal and they usually think of an excuse to get you off the phone before they have a chance to hear what you have to say.
To turn your cold calls into warm calls you need to change your objective to creating a feeling of trust with the person you are calling. It is important to remember that the person you are calling needs to feel that you are calling to help them rather than just trying to make the sale.
2. Understand The Mindset of The Person Your Calling
This is an extremely important tip and one that can help you greatly with your cold calling success. By putting yourself in the mindset of the person you are about to call, you can move beyond making a sales pitch.
Imagine that you are that person receiving the call and you hear “Hello, my name is Clare and I’m with a company called Financial Solutions International, do you have a few minutes?” What would be your immediate reaction?
You’d probably think “Salesperson! How can I get them off the phone.” Instead, try beginning your conversation with “Hi, my name is Clare, maybe you can help me out for a moment?” Something as simple as that puts you smack in the middle of your prospect’s world of welcoming phone calls.
3. Identify A Problem That Your Company Can Solve
Knowing a specific problem that your prospect is having is how you can immediately create a natural conversation on the phone.
If your prospect feels that you really do understand their particular issues, then they are more open to hearing your solutions giving you the opportunity to see if you both are a good match.
Identifying the problem before you make your cold call really can make a major difference in the success of your cold call.
4. Start A Conversation, Don’t Give A Presentation
Giving a presentation is the old traditional way of cold calling which has the negative affect of creating sales pressure and viewing people as “prospects”.
Engaging people in a natural conversation is the only way to avoid rejection because you are relaxed as if you are talking to a friend. A genuine approach will always put your potential customer at ease from the start.
Never assume beforehand that your prospective customer should buy what you have to offer. Your prospect will pick up on this right away and you will be on your way to losing the sale.
5. Start By Asking A Question
After your opening cold calling statement, always begin by asking a question about how you can help them solve issues that you believe your solution can solve.
Think about it, how would you respond if someone genuinely knew what you were struggling with and had ideas to solve it?
By basing your cold call on honesty and truthfulness and knowing how to engage your prospect based on their issues, then all of a sudden your call becomes a two-way dialogue rather than a one-way pitch.
You will be able to open up a conversation and be able to build up trust at the same time.
6. Recognising and Diffusing Hidden Pressures
By being able to recognise hidden sales pressure you can turn your calls into pleasant conversations. And be aware, that enthusiasm can make your prospects feel pressure from you.
Learning to engage in a natural conversation can alleviate this pressure and leave your client open to the idea of hearing what you have to say.
Try to avoid controlling your calls in a way where your prospect feels you are taking them down a sales process. Give them a chance to share their concerns with you without having to worry about you trying to “close” them.
7. Determining A Fit
Let’s say your call is going great and the dialogue is flowing well but the conversation is reaching its natural end. What do you do next?
Most people who sell assume they should try and close the person to an appointment. But there is a risk in that if the person’s problem isn’t a priority to solve. So it’s important that you first ask “Is this issue a priority to solve or is it something that’s on the back burner?”
Not only have you determined a need but you will also determine a time frame. This could save you months of wasted “follow-up” calls.
Now it’s time to start putting these tips into practice. From personal experience, I can tell you that you if use these ideas on your cold calls, you’ll know how to turn cold calls into warm calls.
About The Author
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit http://www.Unlock-The-Cold-Calling-Game.com
This article was posted on September 07, 2005