From Cold Calling to New Clients

February 8, 2018

Cold calling has been around for longer than we can imagine. Yet, it’s still very alive today even with having a 2% success rate, which is mostly for the highly skilled sales professionals. Why doesn’t cold calling work nowadays? Firstly, it’s simply annoying for the consumers to receive, especially since they are busier now more than ever before. With ever increasing technology, consumers can easily research anything online. Therefore, they’re most likely not to engage or listen during the phone call. For that reason, we must redefine modern cold calling. Have you ever been persuaded to choose something simply because someone you know told you to? Let’s be honest, we all have! So why don’t we do the same when we’re reaching out to potential clients? Think of how different your cold calling conversation would go if you said: “Hi, my name is Jodie Binning, I’m the owner of Three Point Marketing. One of my clients mentioned that you need a little bit of help in growing your marketing and developing your website.” By hearing “one of my clients mentioned,” the consumer instantly develops trust. Instead of randomly cold calling, find connections and turn them into “warm calls.” I’ll leave you with a couple of tips to ensure your call is successful:

  1. Create a list of all connections. And use them. Doesn’t matter how big or small you feel each connection is.
  2. Practice. Practice. Practice. Do you think actors ever film a scene without practicing their script? Absolutely not. Write out what you would like to say in your call and the call is half done for you.
  3. Listen. One of the main issues in the modern age is that we talk before we listen. When you actively listen, the customer feels that you care. You also want to ensure that you’re asking strategic follow up questions.
  4. Ask for a meeting at the right time. After you’ve used your practiced conversation, listened to the customer’s needs, and know that you can help them: ask for the meeting.

And just like that, you’ll turn your modern cold call into a connection!