When you’re prospecting, you’re laying the foundation for future business. It can therefore be one of the most important things you’ll do in sales, and planning is key. Sometimes, no matter how prepared you are, things can go wrong. But, the more prepared you are, the greater chance you have at success.
Here at Sandler, there’s a few steps we teach that can help with cold calling.
1. Do your research
There’s nothing more annoying than getting a cal from a sales person who says they can help with my business but hasn’t done any research. Start with about 20 prospects and actually learn about them. With tools like Linkedin and Google, there’s no reason you can’t find a way to connect with a prospect prior to speaking with them.
2. Watch your “telltale” signs
Your attitude and tonality can scare away a prospect even if you have a script memorized. Before a cold call, take a second to calm your nerves and get your head on straight. If you get nervous, the prospect could sense that, and chances are, you’ll get stuck at the gatekeeper.
3. Don’t Sell, go for the appointment
Do not overdo it by going directly for the sale. You’re just prospecting after-all. So ask enough questions and demonstrate enough value to justify a meeting.
Like I said before, you can’t prepare for everything, but you can plan for as much as possible. In the future, make sure you do all you can to improve the way you prospect. Do that and you’ll ensure your success.
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