How many times have you made a cold call that went nowhere? Most likely, you hung up the phone feeling discouraged and wondering what you did wrong. But what if we told you there was a way to turn those cold calls into warm leads?
It may seem like a daunting task, but with the right approach, it can be done. In this blog post, we’ll outline some tips that will help you achieve just that. Get ready to make the most of your cold calls with these 3 tips:
- Do Your Homework
Half the frustration felt on the receiving end of a cold call is the fact that they are speaking to a stranger. There is no emotional connection to fuel the desire to stay engaged in the conversation, or to even take into consideration what you’re trying to pitch them. To bridge the gap – Do your homework. When you familiarize yourself with your leads you’re able to immediately find common ground on the call. Once they feel you two have something in common, they begin to let their guard down.
Some quick information you can get through LinkedIn or other social channels: Where did they go to college? Where are they located? Do they have a family? Do they have any big hobbies?
- Show unique personal interest
Even though you’ve uncovered the common ground between you two, your lead may still be hesitant to consider doing business with you. And, that’s okay! At this point, you’re early in the relationship building stage, and we have another trick up our sleeve to offer you. You already are familiar with your leads’ interests, now – how can you stand out from every other vendor or salesperson attempting to capture this person’s attention?
You can do this a number of ways but the goal is to be remembered, and peak curiosity into who you are and what you have to offer. At a Tony Robbins event our CEO was at a few years back, he met someone who was struggling to close a lead, and couldn’t get the guy on the phone. Knowing his lead was a family man, he sent a personalized letter with movie tickets that said enjoy time with your family and a QR code that led to a video of his pitch. Standing out from the traditional methods of connecting with leads allowed him to finally have his pitch heard and considered.
- You may not always close on the first call
As any salesperson does, put yourself in your leads shoes. You understand their pain points and are ready to pitch them with solutions… but, what if they aren’t yet ready to hear solutions? Or ready to make a decision?
While your success is reliant on closing deals, eliminate the pressure and expectation that you’re going to close a lead on the first call. At times it may happen, but most of the time leads need to build trust before they make a confident decision. When you reframe your call strategy to focus on relationship building in the first call, and continue to create touch-points with that lead over the course of the next few days – you’ll find your close rate increasing and are extending the lifespan of that client with your product/services.
Ready to turn your cold calls into warm leads? Register for our upcoming webinar, Adapt + Grow. In this webinar, we’ll teach you how to increase sales and grow your business. You’ll learn how to connect with potential customers on an emotional level, establish trust, and close more deals. With these tools in your arsenal, you’ll be able to turn those dreaded cold calls into productive conversations that result in sales. See you there!