Cold calling is a way of reaching out to unknown people with your products or services. These people take your call as an interruption and, therefore, turn out to be tough nut to crack. No matter how disturbing it is for the person, cold calling is more effective compared to trade shows, social selling, and email marketing campaigns.
Your current cold calling methods are wrong. It may sound disappointing but you need to face the truth. Here are five cold calling mistakes to avoid for ensuring improved sales:
1. Calling the Wrong Individuals
The greatest blunder amateur cold callers make is that they become too excited when someone just listens to them. This is a common trap and you end up wasting your time talking to a person, who is not interested to buy the product or service.
Understand the person over the phone and figure out whether he genuinely needs the product. Then, you need to begin your sales pitch. Figure out whether the person you are talking to can make a buying decision and if he or she is not, find out the right person. That does not mean you will not talk to people because they cannot purchase. Build rapport with your prospects instead. The individual can refer a potential buyer!
2. No Knowledge of the Product
Customers buy products from people they trust. If you do not know about the products you sell, no one will rely on you if you fail to answer product-related questions. Therefore, before calling, read everything about the product you want to sell.
You need to learn about the frequently asked questions (FAQs) about the product or service so that you can answer all questions correctly. Do not assume that your prospects do not know about the product at all. Modern customers research product information, remember.
3. You Ask Closed Questions
When you ask closed questions and the answers are a simple yes or no, it gives your prospects an excuse to disconnect the call. Cold questions will make selling very challenging, as you will need to struggle more to continue the conversation.
Ask open-ended questions that your potential customers cannot answer in a simple yes or no. It will make it difficult for the prospects to end the call abruptly without answering the questions.
4. Taking a Long Time to Ask Questions
If you make a cold call that lasts for 45 seconds, you are bound to fail because your prospects will lose interest before you finish talking. Keep the speech short, simple, and sweet and engage your audience. Ask questions quickly.
The questions could relate to a product or asking what prospects think about the product. Then, do not forget to ask open-ended questions.
5. Hard Selling Products
It is the greatest mistake when you try to hard-sell assuming that your prospects will buy the product. It will make your prospects disinterested if you sound too salesy. Do you listen to the recorded calls you made? Most callers do not do so.
Listen to recorded calls, change the tone of your voice, and choose words carefully so that you do not seem desperate to sell the products.
Avoid these cold mistakes, use the right calling techniques, and close deals with the help of cold calling service providers. Once you sell, it is time to celebrate!