Cold calling, or telemarketing, is a tough, but rewarding role. Dealing with rejection, negotiating the best deal, communicating with picky clients – it all takes a person with a high quality, rounded skill set to succeed.
To help you along the way, and give you a better chance of telemarketing success, we’ve listed our top ten Do’s and Do Not’s for cold calling below. Be sure to let us know how many Do’s you’re already using to your advantage, as well as how many Do Not’s you’re guilty of!
If you’d like further information, or to look at taking the next step up with your telemarketing skills, then feel free to get in touch regarding one of our cold calling courses.
- Try to stay positive (not always easy but will make all the difference!)
- Watch the tone of your voice
- State your name, company and reason for your call clearly right at the start of the call
- Be thoroughly prepared to make the maximum impact during the first 20 seconds of the cold call (use a script)
- Try to find a “hook” for your call e.g. is your prospect new in their role or is their company expanding?
- Be prepared for objections from your prospect
- Be proud of your product/service and of what you do
- Ask the right questions – it will boost your credibility and show the client you care
- Listen carefully to your prospects in case you miss precious information or even buying signals
- Always seek to agree next actions with your prospect during the call
- Don’t speak too fast – a common issue!
- Don’t allow negative thinking to affect your motivation
- Don’t be too deferential – you risk losing your credibility
- Don’t be pushy or overtly sales-y to prospects
- Don’t be rude to gatekeepers
- Don’t interrupt your prospect
- Don’t make assumptions about your prospect – everyone is an individual!
- Don’t allow the need to achieve KPIs / Corporate Targets to get in the way of the need to have meaningful conversations with your prospects (quality over quantity)
- Don’t allow personal preferences to affect your style with prospects
- Don’t adopt a one size fits all approach – vary your communication style to fit the prospect!