How To Cold Call

The chances are that if you have arrived on this page then you have been searching the internet for “How To Cold Call” If you have then I have great news and some bad news for you.

The bad news is you are asking the wrong question. You are asking “How To Cold Call” when really you should be asking questions like:

• How can I win new business?
• How can I sales prospect for new business?
• How can I win more business by phone?
• How can I Offer value to the other person when I call?
• How can I  develop multiple ways of sales prospecting to add to my phone prospecting?
• How can I develop an approach to calling that is not ‘cold’ and adds instant credibility and engages the other person enough to want to have a business discussion with me.

Pure cold calling is dead.  Selling by phone is alive and well and flourishing but not by cold calling. Traditional cold calling entails a scatter gun approach of calling anyone who you think might be interested in your service with a vague reason for your call. One that typically adds no value to the other person.

Sales has moved on so much in the last ten years that if you are still trying to figure out how to cold call then you are seriously going to be left behind in the battle to be a top performing sales person.

How To Cold Call -  the good news!

There are hundreds of ways to prospect open to you and yes that includes by using the phone.

• Phone – Never cold call. Determine a strong list of targeted prospects that you can offer a valid business reason for your call. This is a process of warm calling. Determine what potential value you can offer people and why they should listen to you. Become an expert in your industry and keep track of trigger events that lead  people to want your services. For example it might be companies that are expanding, or contracting, companies that are relocating, companies who have just won investment ot companies who have won new contracts. All of these can be ‘trigger events’ to tell you that now is a perfect time to ring to intoduce yourself and what you can potentially do for them
• Email – Get good at developing fantastic ways to cold call by email – or better still warm call by email. When done correctly, great sales prospecting emails can get upto 40% response from completely cold contacts.
• Webinars and video email – Don’t get left behind in your sales prospecting efforts. New technology gives some fantastic ways to break through the traditional cold calling clutter and get yourself seen.

Your success is determined by the questions you ask yourself. So no longer as yourself “How To Cold Call” but instead ask how you can win more new business with fantastic sales prospecting.