Make Your Call With Your Goal In Mind

Business.

8 strategies to guarantee success in cold calling - depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Every sale has its own cycle. Make telephone callsNo one will buy from you if they do not know of you, your company/ products/ services.

Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. - without that initial prospecting call, you will not close any sales. Your call is your introduction and the start of your entire sales process. Make a lot of telephone callsIf you have only one prospect to pursue, that prospect becomes overwhelmingly important. The more calls you make, the more success you will have. If you have hundreds of leads, no one prospect can make or break you. Schedule time in your calendar, to prospect, every day.

Target your marketOut of every one in the entire world who might possibly buy what you are selling, who is most likely to buy? - successful prospecting is not about having one perfect conversation with one prospect, it is about having many conversations with many prospects and filling your sales funnel so that you never want for opportunities. Start by profiling your best customers. You are looking for prospects who match that profile. By best I mean who buys the most and the most often? They are more likely to need and want what you are selling. The more targeted your calling list, the more successful your calls will be and the better it will be for your bottom line.

Those are the prospects you should call first. - spend your time calling prospects who will potentially give you the most return for your investment of time. Why should I be interested in speaking with you? Understand why customers buy from youEvery prospect is thinking: Whats in it for me? What are you offering that will help me, my bottom line, my business, my employees. ? What is the benefit that your customers receive from doing business with you?

Ask yourself: What is the value that you offer? - when making your prospecting calls, make sure to lead with the benefit and/ or value. It will certainly set you apart from the crowd, as most prospectors dont do this. This will answer your prospects Whats in it for me? question. It will also catch your prospects attention and give you the opportunity to have real conversations. That person will either be the decision - maker or they will know who is and they can point you in the right direction. Call highAlways call the highest - level person that you believe is the decision - maker.

Too many prospectors make the mistake of going in too low( the low - hanging fruit syndrome) . - it wont. They call managers rather than directors, administrators rather than owners, believing that the call will be easier. What will actually happen is that your sales cycle will lengthen and/ or implode because you will not be speaking with someone who can make a decision. If they come back with the answer, My boss didnt like it, you are dead in the water. You will spend months courting someone who will then turn around and say, I need to ask my boss. Bottom line: If you are not speaking with the decision - maker, you are not speaking with a qualified prospect.

What agreement do I want from my prospect today? - know the goal of your conversationthe questions you want to ask yourself are: when i hang up the telephone what do i want to have accomplished? For example: If you are making calls to set an appointment, then the goal of your call is the appointment. That, is your ultimate, of course goal, but it comes much later in the process. It is not to close the sale. Very few sales are accomplished in one phone call. Say enough to accomplish that goal and save everything else for later conversations.

Make your call with your goal in mind. - then repeat the process. Once you know the goal of your conversation, (see# 5 above) decide exactly how you are going to ask for that goal. Ask for what you wantThe biggest mistake that I see time and time again is that prospectors do not ask for what they want. Create a script so that you can clearly and succinctly ask. You must ask. Your prospect will not read your mind, guess or offer.

I have seen clients double and triple their results simply from starting to consistently, in every single phone call, ask for what they want. - the fate of the world does not rest on you and your telephone. Have funThis is not life or death - its only a cold call. You will not destroy your company or ruin your life if a prospect says no. Loosen up, have some fun, be creative!