Cold calling is the process of contacting unsolicited potential customers or clients. Much cold calling is done over the phone while some sales people may prefer to visit potential clients or customers in person. Though cold calling may be a simple task that includes providing details for a service or product, it requires preparation and skill. Cold callers too often get rejected when contacting individuals about a product or service. Many of these rejections are due to the seller not having a functioning cold call sales script. A sales script can connect a seller to yes rather than a no. The pointers below can help seller to create the perfect sales script.
The first seconds of the call
Though cold calls are unsolicited it is important to confirm who you are speaking with in the first couple of seconds of the phone. The ensures that you are speaking the correct potential customer or client. Not talking to the right person can cause you to lose valuable time and energy. Once the identity of your potential customer or client is confirmed you can begin your luring process.
Begin your introduction by stating the prospects name, your name, and the company that you represent in a warm and relaxed voice. Also, make sure to remain confident so that the person on the receiving end on the phone will feel as if you, the seller, are knowledgeable about what is being sold. The warm and relaxed tone will help to draw in the prospect’s attention and briefly remove any rebuttal or rejection thoughts that the prospect has brewing mentally. If you are unaware of the name of the prospect, then you can state a generalized introduction that provides the prospect with your name while continuing to reel them in. Here is an example: “Hello, this is Walter Hampton from GetMoreSells.com, are you the owner of a new business?”
Reveal the reason for the call
Don’t hesitate to show what you are able to offer. Spare the casual conversation for your subsequent calls after you’ve constructed a relationship first.
Be ready for questions and rejections
Create responses for individuals that want to know why your company is worth a try. Also, create rebuttals for people that are pressed for time or do not want to hear what you have to offer.
Close the deal
You have introduced yourself, created some interest in the products and services that you are selling, and conquered the rejections – now don’t be afraid to presume the sell. An example of presuming the sale would be: “Now that you have learned about how my company can benefit your business when would you like to schedule a meeting so that I can explain our products and services further?
Things to remember
Your script is not written in stone, you can adjust it depending on your prospects and things that you have learned. Though this a script, try not to sound robotic, this is an easy way to get a rejection.