Cold Calling Ideas and Tips

OK, here's an interesting anecdote (true story) about cold calling:

There was a young man, looking to break out of his low-income lifestyle. He was very bright, but naive and poorly educated. In the early 80's, he discovered the lure of selling penny stocks because it offered "big" financial opportunities, appeared professional, and required little education--only to be able to pass the licensing test.

This man did not have "salesman" bone in his body. His firm pumped their new agents up with a giant hype about making millions in the market and set 'em loose on the phones. He did what he was told and cold-called. (knowing this man, as I do, I cannot imagine that he lasted much more than a couple days--if that--at cold calling.")

He struck up a friendship with one of his propects from those few days of cold-calling. Shortly thereafter, he discovered what was really going on at his firm--which was a complete scam--and immediately extracted himself from it.

He stayed in touch with the friend he had made through the cold call. His friend had a sister in FL and decided to move there. He decided to join them, and a year later, he married his friend's sister.

Now, 18 years later, that man has NEVER made another cold call since, but he got more than his money's worth out of the day or two of genuine effort.

Quote:

Originally Posted by ogre131

And don't take that last post as I don't want anymore tips. Please keep them coming!

From my perspective all sales are problem solution based. You have the problem I have the solution. I do not know your industry at all, but there has to be a common problem that all the carriers you contact have. Bring the problem up, assume that they have it. Put them on the bandwagon. Say something like, ALL, keyword ALL the companies that I have contacted are having this particular problem or problems. Have you found yourself dealing with similar concerns? If they have, Then say something like, If there was a way that you could eliminate that particular problem would you want to fix it? Do you have time to discuss it now or would you like me to contact you another time. You need time. If they want to hurry you off the phone, then reschedule a time certain. Hope this helps.

I'll throw in my two cents. Can you offer better service than your competitors, can you get your current customers to enlarge their orders,can you get referrals and introductions from your customer base to other potential clients. I would offer cash incentives to truckers and clients for referrals. If you can squeeze a small order from a big client can you use that as a springboard to larger orders. Have you joined the local business associations and charitable orgainizations in your area. Network,Network,Network

If I use the script prepared for cold calling, I would feel kind of awkward. I feel that I am talking like a machine. So, I try to adjust the tone to make it sound more friendly in order for the receiver to feel better when they pick up my call.

Quote:

Originally Posted by khunvi

If I use the script prepared for cold calling, I would feel kind of awkward. I feel that I am talking like a machine. So, I try to adjust the tone to make it sound more friendly in order for the receiver to feel better when they pick up my call.

Do you read the script or have you memorized and most importantly internalized the script?

Reading from a script isn't a good idea but having a script helps to remind you of what to say and might give you more confidence.

Cold Calling Ideas and Tips

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