Converting a sales call is a tough task, especially when it is a cold call. Most people don’t answer numbers they do not recognize or once they realize it is a salesman just hang up. This is where the numbers game comes in play for sales calls, call so many times eventually someone will talk to you. While this is true and will always be the nature of cold calling, that doesn’t mean you can’t increase the odds in your favor. By implementing a few tactics and approaches to your sales call, you can increase your sales call conversion ratio.
If sales calling is a major portion of your job and your looking to close more sales, read these 8 tips that can help you convert more of your cold sales calls.
Have a reason to call
One of the biggest things to do at the beginning of your phone call is to showcase a reason for calling. A random sales phone call is a sure way to quickly be shooed off or even hung up on. From the get go let the prospect know why your calling them, how you got their information and why they will be interested in why your calling. Establishing this quickly will help you further your conversation in order to convert the prospect.
Stop asking stupid questions
On the initial sales call, there is a lot of information the prospect will not disclose to you. They don’t know who you are or if you are even who you say you are. So, don’t ask stupid questions like, “What are your needs?”, “How much are your paying now?”, “What will it take to earn your businss?”. These questions show a lack of professionalism and salesmanship.
Call with confidence
Confidence is the one thing you must portray during your sales call. People want to buy from someone that is professional, informative, friendly and helpful. All of these are portrayed as being confident and go a long way during that first phone call. By putting a since of confidence in your prospect you increase your chances of getting to the next step in your sales call process.
Do Research Prior
Before you make any cold call, do some research on the prospect. Find out about their company, what their role is and if they are a decision maker. By becoming informed on your prospect you are able to plan your call approach and determine what is your goal is through them.
Make a Sales Script
After you have done your research and have prepared how you’re going to go about the phone call, it’s time to write a script. Write a script for the introduction of the phone call and the points you want to get to. This helps you flow through your sales call correctly and makes sure you do not miss out anything you want to ask.
Call Early and Call Late
The best time of day to cold call is from 8-9 AM and 4-5 PM. People are busy throughout the day and do not have time to chat for an hour with a sales person. Calling at these times will give you a more convenient time to talk with your prospect when distractions are low.
Grab their attention
Making the initial impact within the first 30 seconds can make or break your sales call. The window to grab the attention of your prospect is very small, so you need to make it quick. A good way of grabbing their attention is being prepared beforehand, establishing your objective and portraying confidence.
Set a Minimum Goal
There should be a goal associated with everything you do in business. There is no difference when it comes to cold calling. Set yourself a goal you plan to achieve with every call, whether it be a demo, meeting or second call. Setting a minimum goal gives you something to strive for and will make each of your phone calls more successful.
By utilizing these 8 tips when it comes to your sales call, you’ll increase the likely hood of your prospects converting into customers. For more sales tips and articles concerning the communication industry, visit our blog.