Want To Know A Secret?
No one likes making cold calls. It’s sort of like working out. Both are a necessity to keep us healthy. In comparison making calls to prospects is necessary for your business to prosper and be healthy. When done both offer the same qualities: completion makes you feel great, both create positive opportunities, and with good results motivation is inspired!
First things first when considering your cold calls. Stop calling them COLD. Cold is a negative word. No one likes to be cold (even New Yorkers after this heat wave). But honestly are your calls cold? Is a call to someone cold? No at all. A call for business is made with good intent to practice great business skills. Connecting with the right people for your business and networking with clients in the same industry is a far leap from cold. Does any of that sound cold to you? I’d say it all sounds pretty hot! But for this purpose we can call your calls warm….
Steps to Making Your Warm Calls:
- Remember They Are Warm Calls
You are reaching out to potential clients and business. Take pride in operating like a business. Think of each call as one step closer to a new client!
- Make A Script
Don’t intend to be a robot but have somewhat of a scripted word layout to follow. I find when the target says “Hello” there tends to be a brief period of shock… be prepared!
- Make Ten Calls And Re-Evaluate
Scripts, Smitts…. Re-evaluate your script after contacting (and yes, speaking to) ten people. After the horror of making calls simmers down you may want to use your experiences to freshen up your initial script. You don’t have to always follow that script. Remember it’s a crutch for that moment you forget.
- Practice Your Revised Script
Call ten more people and again talk to ten. Practice not only makes perfect but allows you to gain confidence. Confidence sells, and lets face it you are selling something…
- Stop Reading And Smile
On top of being confident smile. People can hear smile through the phone. It creates an easy forum for them to talk and open up. Be real and be you. This is all part of branding your voice to your business/name.
- Remember Your Goals
If you want face time with potential clients break up your calls by area. The appointments should have a completely different script than any other call. If you are calling to introduce yourself to the client or see how you can ease their workload be prepared to let them know specifics.
Making A Call Sheet
It can be as simple as an index card. I personally am a phone jotter. I jot down things when making calls and like to have a sheet of paper. Your goals can be a part of this sheet.
Be specific with your goals. For example:
I want to set two meetings and gain four new connections.
Your goal sheet should look like this:
Remember as you become a pro at making your own calls you gain invaluable information. When clients will meet you, who is the one setting up meetings for the creative staff, and so on. On top of industry related inside info you will also have stats on your performance. You will soon know how many calls YOU take to get to your goals!