Cold calling is one of the financially cheapest marketing/prospecting tools available for any company to execute.
Who ever says that cold calling is dead, sucks at cold calling. Granted, one has to make tons of calls before reaching a sale, cold calling is still used by many businesses today including B2b and B2C sales.
So here are great tips that made me so great at cold calling when I was working as a cash advance sales representative. I will share with you what I learned from Cardone University. You should keep reading because these tips made me the top producer in my company within 6 months as a entry level position in the merchant cash advance business and I was able to beat my co workers who had many many years of "experience" in the industry.
1. Believe In Your Self
You have to believe that you can be great at this cold calling. I love sales in general and I want to be the master at it. Grant Cardone instilled that belief in me that anyone can become a professional in sales and this includes cold calling.
With out this belief, no sales strategies tips, or tricks can help you become one of the greats if you don't believe in your self first! From that belief, you must follow through with commitment. You have to be committed to learning your trade, mastering your craft, and be dedicated at this profession. That's the first step of anything in life, is to have it in your head.
In addition to having belief in yourself, by the sole reason that you believe in yourself, your attitude must be great! The fact that you believe, this should mean that you'd show up with a positive attitude and be able to express that to every encounter that you'll have.
2. Be Prepared For Everything
If you saw my room, then you'd be the one telling me to tidy up, but to be successful in sales you have to be organized. In cold calling and selling in general you have to interact with a lot of people. You will meet with a wide variety of personalities. Your potential costumers will be nice and wild. To combat this unstableness, your approach to every single one of them must be constant.
You have to be the rock in the river. This translates to knowing what to say in your first 20 seconds of contact, to possible objections they might give you, to the questions that you wanted to be answered, and all the way to the close. This way you can be stable and not be everywhere no matter what your prospects might say to you. One advantage to this is you can observe and tune your cold calling game and see which works and which doesn't.
You also got to have daily targets that you'd want to hit and this is part of being organized. You can get the 10X Planner and write them before you start your day and have them in front of you when you are doing your calls. Cold calling is very repetitive and by having your goals placed in where you can see them you will be reminded to what you need to do. When you do this, you also get to see how many calls you have to make to close a deal. So eyes on the prize!
3. Be Resilient To Rejections
Smile and dial! Cold calling is a high-frequency game. The more calls you make, the more you are going to sell. As said earlier, you will be interacting with many different types of personality, and since most likely than not you will be interrupting their day, and trust me that they won't be responding to you in the most pleasant tone.
With that said you got to be resilient and be able to handle tons of "rejections". You have to be able to move on emotionally and continue prospecting even though your last 20 calls didn't go so well. Knowing this, you have to be mentally prepared and have a top-notch attitude despite your last couple of interactions were negative.
Included to being resilient, your enthusiasm must not falter no matter what. Treat every phone call as brand new, and with the belief that you can close them every single time. This sounds too crazy? This is a must. You must be aware of your mental attitude and be able to deliver a positive one to every potential costumer. Think about this, your next call might just be your next gigantic deal that can give a huge commission. So on to the next one and do not stop until you hit your daily target! Remember SMILE and DIAL!
4. Build Relationships
"Hello? Who are you? What do you want from me? What are you selling to me? I don't know you!" Those are the words you'll hear from your potential clients.
They don't even know you and you're going to interrupt their day. So why would they listen to you?! Most of them won't even give you the time to explain who you are! Like I said earlier cold calling is a form of marketing and prospecting tool, you will meet brand new people everyday located all across the country and a wide variety of nice and crazy people.
By building relationship, I mean you have to follow up extensively! I'll tell you right now that out of all the deals that I got, only 1% of them were one call close. It's very exciting to have those as they were easy lay downs. I credit those one-call-close to being prepared and of course a little bit of luck. Let's be real here, you won't have those too often!
When you follow up, it shows that you are serious and more than interested in gaining their business. The statistics that 40% of salespeople never follow up with a prospect, this will make you stand out in the market place. Almost all of my deals were made after I followed up with them, some of them even took months before I was able to get in touch with them at the least.
As you follow up, you have to record which costumers you have to follow up, and which ones who have been following up with. There many CRM apps (Costumer Relationship Management apps) out there that do these for you, but if you're just starting out and/or the company you're working for doesn't provide CRM apps then you can make your own by using a spread sheet, and this goes along with being organized as well!
If you want to be successful at cold calling you have to do these thing. Cold calling is tough only if you don't have the belief, the preparation , the resilience to continue and build relationships. Learn and develop these skills and no matter where you go, you'd have the ability knowing that you can be placed in any unfamiliar industry and take share of the pie in the market place.
The one thing that helped me succeed was getting on Cardone U, was because I believe it was possible for me. When I enrolled in Cardone U, my belief in my self was even more stronger as Grant not only gives you the tools to be succeed, he also gives you the right mental attitude and expectations in this game.
I truly encourage you to take control of your future by learning from the best with Grant Cardone at Cardone University. The only people who I'd say they'd be wasting their time, money, and energy with this university are those people who don't want to be one of the greats because they don't believe in themselves yet. In the mean while click here to find out more if enrolling here is the best fit for you.
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