TIP #1—Practice your initial pitch before you start to make calls. Would you listen to the call if you were on the other end of the phone? Preparation makes cold calling much more effective because you’re actually making informed warm calls.
TIP #2—Show your personality and try to have fun. It’s a proven fact that individuals like to buy from people they enjoy. Don’t be overly professional . . . try to enjoy these calls.
TIP #3—Know something about the person and the company prior to your call. The person on the other end of the line will be more receptive if they realize you have done your homework!
TIP #4—Expect to be successful. Your goal in any cold call is to either make a sale or get personal and/or business information that will make your next call easier.
TIP #5—Write down detailed notes with each cold call because they will enable you to make an informed follow-up call the next time around.
TIP #6—When you ask your contact when you should follow up with them, divide the timeframe they give you by two. They won’t remember what they said.
TIP #7—As part of your cold calling approach, combine that with emails, direct mail, and more of a consultative approach versus a vendor approach. You’re attempting to identify a problem you can solve!
TIP #8—Track your personal statistics. Numbers don’t lie, and it’s great to know exactly how many calls you have to make before you experience success. Rejection is just the path to success!
TIP #9—Make sure you study the top 10 candidate and top 10 client objections and have answers prepared to overcome them. Preparation is the best way to overcome the fear of cold calling.
You want to control your destiny by the proactive calls you make each day vs. the passive incoming calls. Follow these tips, and you’ll enjoy better results!
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog, and you can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands of recruiters to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.
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