Do you ever receive calls that completely disrupt your flow You pick up, and guess what – it’s some random person trying to sell you something. Isn’t it annoying when a random person you’ve never met wants to sell you something you don’t even want? I bet you block them right away.
But if you do pick up some of these calls…Does it feel good when you hang up on them? Most people are more aware of these destructions, and they’re getting increasingly more annoyed with unwanted calls You know this feeling, right?
Here’s another email I don’t need to read…
There’s another series of pop-up ads that take a few seconds out of my busy day and distract me…
Oh look, another unknown number calling me. I won’t pick up because they’re probably trying to sell me something…
Now imagine you’re trying to sell your product or service to a potential customer.
You pick up the phone ready to dial their number but…What if they’re in the middle of cooking or driving? Or in an important meeting? At the doctors? What if you’re interrupting them in something very important? If you hate getting unwanted calls, how would you feel being the one on the other side? The interrupter.
You get on the phone excited to sell your product, but one call goes by and you don’t get an answer… 10 calls later, and you’ve been hung up on 10 times before you could finish your first sentence… 50 calls later and you’ve been yelled at by multiple people, telling you to never call again.
As you could imagine, that’s an exhausting and depressing way to get sales. It could actually damage your business’ reputation because people get so annoyed that they start telling their friends to never do business with you. Would you want your company to be labeled as a spammer?
I know you came here for 3 easy cold calling tips, but they might be the ones that you maybe didn’t expect to hear.
Cold Calling Tip #1: Avoid Cold Calling
The first cold calling tip is to avoid cold calling. You see, how customers buy is as important as what they buy. Their frame of mind before they make a single purchase from you is extremely critical.
Imagine this: You’re walking around a shopping mall, minding your own business. Maybe you’re on your way to check out that new store your friend told you about when…Someone jumps right in front of you – Try this free sample! You don’t want to be rude so you take a look…perhaps you try a sample…even though that’s not what you came here for.
And now that you’ve paused and you gave them your attention for a split second, they’re trying to pull you into the store. They pull you in even though you’re 100% sure you’re not buying anything today. But they still insist…and you feel uncomfortable, so you go in.
But the only choice you have in the end is to walk away because you don’t want to buy their product that day.
And what happens when you find out two weeks later that you actually need the product they were selling? Let me guess, you will avoid that store because you know they’ll only try to force you to buy other more expensive products. Am I right?
Remember, people love to buy but they hate to be sold. People want to think they are making the final buying decision.
Watch this video about the three cold calling tips.
When you’re cold calling someone you don’t have a prior relationship with, you’re trying to build trust in a very short period of time.
The problem is, when you start off by doing that, they start off by not trusting you. They don’t like you. They’re skeptical. It’s very difficult to use your phone skills to overcome all of that.
Yet, some corporations and industries are still driving their business with cold calls over the telephone. Even today, when we mostly communicate by text message, we still hear from telemarketers. Randomly calling people from a phone list is not the best way to find interested customers.
When it comes to lead generation, you’re better off using marketing and other tools to generate the leads so all you have to do is to have people put up their hand and say, “I want to learn more about this.” Then you get them on the phone.
That’s better than using the telephone to cold call and interrupt people to see if they will put up their hand. If they’re interested in what you sell, they’ll say, “You know what? I want to learn more about this.”
If you do have to cold call, you don’t want to just cold call. You want to turn it into a warm call.
Cold Calling Tip #2: Do Your Research
What if you got a call and the first thing the person asks is – Hi, is this John Smith? What would you do?
You’d probably try to get off the phone as quickly as possible, wouldn’t you? Because you know it’s a cold call. It only takes that one line to turn someone off and get them running away from you.
Now, what if someone called you and said – Hey John how’s it going? This time they ask you a very specific question and it sounds like they know at least a little bit about you. Right? You’d feel more comfortable speaking to that person. The way they sound is more like a business partner calling you back than a telemarketer calling one random number out of 200.
Before calling someone, do your research first. Find out their first name, their industry, and profession. If you’re a B2B selling to companies or businesses, research LinkedIn profiles and social media to find out a little bit about the person before you call them.
Don’t just call them and say – Hey, is this John Smith? The minute you say that, it’s a cold call. They won’t want to talk to you and they’ll make any excuse to hang up. What’s worse than saying their full name? Saying, “Hey, how are you doing, sir?”
It’s amazing how certain works could kill the sale instantly. But questions like, How are you doing, sir? are the ones they’ve heard so many times before from other cold callers who have no idea what they’re doing. And it’s the clearest symbol that they have no idea who you are and are only looking for your money.
If you change the words and the way you approach the call, you can see immediate improvement. One simple way is… call as if you’re getting back to them instead of calling out of the blue.
Cold Calling Tip #3: Get Inbound Calls
How would you feel if you spent all day making 100, 200 outbound calls only to get 1 or 2 ‘okay’ leads by the end of the day? Would you feel like you just wasted the whole day? I am sure you thought – If only I knew which numbers to call beforehand. That way, I wouldn’t have to waste time making calls to people who would just ignore me or hang up on me.
Listen to your gut. That thought tells you exactly what you should be doing instead. Old sales methods don’t work the same as they used to and the internet has been the reason for the change. We have all the information we need at our fingertips. Our customers are only a quick search and a few clicks away from finding the product they need and for less money.
Technology has changed the way we buy forever, but old-school cold calling tips have remained the same. Why? IS there a reason we still have to smile and dial? Why do we need to make 100, 200 calls a day just to get a few people to say yes? What’s the point of talking to people who have zero interest in us and our product?
But what if you could set up your system in a way that you get more inbound calls than you do outbound? Why can’t they call you, rather than you calling them? Would that change the way you do sales? Do you think you would be able to increase your closing ratio if you were able to get customers chasing you?
You see, the same technology that has changed those old methods has also created new ways to qualify prospects, before you even get on the phone with them. I use marketing, branding, and social media to generate leads and interest first so that when they book a call, I know that they already did their homework and they want to know more.
The prospect is already pre-interested, pre-qualified, and pre-motivated.
More importantly, since they’re requesting the call they’re motivated to schedule that time on their calendar. You won’t have to search them out and hope you’re catching them at the right time. And as you know, it’s never the right time…unless they’re the ones who set the time to talk. In this case, it’s not an outbound call, it becomes an inbound call. You’re not interrupting them because they knew the call was coming and they prepared the time to talk.
If I make a call, I want their full attention. And I will give them my full attention. Otherwise, I won’t be able to make that sale.
Now you might be wondering why inbound calling makes such a big difference in your sales results…
By the time they have booked a call with you, they already know a bit about your company and what you do. They are interested and they want to know how you can help them. Remember this…
When you call them, you are the salesperson. When they call you, you are the expert.
Why These 3 Cold Calling Tips Are Effective
After reading this article, you’ve seen why old sales methods have become ineffective…
People don’t want to waste their time talking to someone whose only goal is to sell them some random product that they don’t even need. And even if they do need it, they don’t want to feel like they were forced to buy it.
By showing up unwanted and interrupting their day, they immediately want to put as much distance between you and them as fast as possible. You’ll not only lose a sale, but you will also lose some of your good reputation.
By changing the way you make the calls, you remove their gut reaction to run away. And not only that – you even get them to seek you out. They will be the ones requesting to talk to you.
If you can get them looking for you, you’ll enter the call prepared. You’ll be able to see their objections coming before they even come up. And you will separate yourself from your competition, still stuck in the old ways.
With these cold calling tips, you can even get the customer to sell themselves on buying your product or service. Wouldn’t that be something Imagine if you could sit back and let your customers do most of the work for you. And, of course, you would always be in control of the conversation. It’s a masterful and beautiful skill, closing.
If you’ve ever watched a master closer at work, you noticed that it feels effortless. The conversation flows like water and the sale happens so naturally that someone might think the sale would’ve happened no matter what…but you know the secret of their skills.
They make it look easy because they knew these cold calling tips and apply them. They remove most of the reasons why someone wouldn’t buy before they even dial a number. This way, they lead the customer to make their own buying decision.
Now, you might be sitting there thinking this all sounds nice, but…
How Do I Use These 3 Cold Calling Tips Like The Masters?
Now that you know these 3 cold calling tips, what are you supposed to do with them? You might be thinking:
How am I supposed to make sales if cold calling doesn’t work like it used to?
Research is easy enough, but how do I use that information effectively?
How do I even start getting more inbound calls?
Do you want to learn how you can do this and maximize your results without eating away all your time? I get a lot of people asking me – How do I improve my sales? So I decided to put together a closing script so you can learn how to use these methods yourself.
I call it the “Perfect Closing Script” because you can use it in any industry, any price point, any business model, any product, or service. I created this inspired by Bruce Lee’s words…
“Empty your mind. Be formless, shapeless, like water. Now you put water into a cup, it becomes the cup. You put water into a bottle, it becomes the bottle. You put it in a teapot, it becomes the teapot. Now water can flow, or it can crash. Be water my friend.” — Bruce Lee
I didn’t want to worry about having 101 ways to close a deal. I wondered – What if I could only have one method, formless and shapeless, that molds itself perfectly to every situation?
This is a method I have used myself and I have also taught to my students. Some of them have even gone off to close deals worth $100,000! Those are extreme results and they’re not the norm, but what if you could harness that power for yourself?
If you used the method that has closed deals worth over $100,000, don’t you think your own sales would go up?
Now, the only question I have for you is…
Do you want to learn how you can take these 3 cold calling tips and master the art of formless closing?
I’ll show you how to achieve that with the Perfect Closing Script.