Is cold-calling a thing of the past? And if it is, how else do you find new customers?
Prospecting is often considered the top challenge when it comes to growing a business.
If you’re relying on cold-calling, it can be awkward and unproductive.
A new way of looking at cold-calling is not doing it at all. Instead, marketers are warm-calling. Research the prospect before you even pick up the phone so that you can really find a problem they have and offer a solution.
In addition to personalization, use these prospecting tips to help you succeed at acquiring more customers.
1) Confidence is heard:
Prospects will notice confidence in your voice and it will directly affect the success of your call. When making calls, keep in mind that the person on the other end can’t see you and can only develop their trust in you based on the way you sound.
If you’re confident in yourself, they will become confident in you, too.
2) Mistakes happen:
If you are beginning in a new role, you may not know all the answers and may make some mistakes. Use the calls you fumble through as learning tools to improve your skills.
3) Know when it isn’t a good fit:
Determine whether your product is a good fit for the potential customer. If what you are selling isn’t a good fit for the needs of the prospect, know when to back off and not push it.
4) Don’t be a salesperson:
If you take on the role of a consultant, rather than a salesperson, you will be able to honestly analyze the prospect’s particular needs and make a recommendation based on that. Be helpful and friendly.
5) Ask questions:
When you don’t know the answers, don’t be afraid to ask questions. Not only will you learn more about the product you’re selling, but you will appear more genuine and honest when you seek out the correct answers rather than giving the wrong ones.
6) Don’t give up at the first objection:
Prospects will provide objections like need, authority, and budget. Use this as an opportunity to learn more about their needs and offer assistance based on that.
7) Stay positive:
Being energetic and upbeat will come through your voice, and your prospects will sense that positive energy when speaking to you.