Cold calling systems that work!

Finding the good prospects quicker!

There are times when looking at a long list of telephone numbers or sifting through business or residential directories can be a soul-destroying task. Especially when faced with cold calling day after day.

The secret of cold calling success is to get organised!

Make sure you have your leads in a manageable state, your schedules identified and the targets or outcomes decided for each calling period. Sound obvious? Well … maybe … but just in case, the next few paragraphs explain why this system can mean the difference between being a little cold calling success or becoming a BIG ONE!

Many people make the mistake of always attempting to make a presentation to anyone who answers the phone. If you think about this for a moment, you can soon see that this will quickly become a negative way to cold call.

Not every prospect is a good one. For starters, some may not respond well to being called, some fall into the 10% of no-hopers, while others are just plain rude! If you spend your time trying to present to everyone in order to turn each prospect into a buyer, the chances are that not only will you be exhausted at the end of a week, but you’ll also lack enthusiasm and fire in your presentation.

On the phone, you only have a mind and a voice. If the prospect picks up anything but enthusiastic confidence, they’ll quickly be turned off your call.So how do you weed out the good from the indifferent? It’s not rocket science, but it does require technique and self-discipline along with the persistence to be different from the rest of the tele-sales crowd.

The first secret to successful cold calling is to create an introduction that makes the good prospect stand out from the not-so-good and allows you to find those prime prospects as quickly as possible.

The prospects we’re looking for should react in a positive way to the “hot-button” introduction crafted into our script. This hot button, when pushed, creates interest and attention in our good prospect and their reaction means they deserve the next part of the presentation.

If the prospect doesn’t respond well to your introduction and proven “hot-button” question; I recommend you say:

“Thank you very much for your time.”

And then… move on!

You see, when cold calling, if you spend too much time with the wrong kind of prospect, they drain your energy and keep you away from the good prospects and all the “yeses” you know are out there somewhere!

When you find a good prospect who responds well to your “hot-button” you’ll be ready to make your presentation and also be on form. If you follow the “block calling” method as well (see below), you will find that while you might make 30-40 high quality introductions, you will usually only make five full presentations through to the close, in each calling session.

Block Calling

This is a system for approaching cold leads that allows you to take a manageable number of leads and schedule them into a single calling period.

Example: If you’re working from a directory like Yellow Pages, mark off 25-35 numbers in a block. If you’re using other lead sources like magazines, lists etc, just pick the same number of leads and have them ready and visible before you start.

You can adapt similar calling strategies even if you're working from a database on screen.

The trick here is to discipline yourself to make a complete block of calls in any one session. Sometimes marking the blocks or leads with a highlighter pen makes a session easier.

Once you start, finish! Whatever the outcome of a particular call, press on and ring the next number. All your admin, database entry and other activity can be completed at the end of the block of calls.

Sometimes you might find that there’s a sale or appointment on call two. Don’t get suckered into any other thought than “I’ll write that up later” and just carry on calling.

Ask yourself this: After you’ve closed or sold a prospect, when is the best time to make the next call? Exactly! Straight away.

You’ll find that you fly through the calls using this “block system” and before you know it, you’ve found the good prospects and got the desired results.

One tip though, after you’ve called each block of leads, give yourself a five minute break. You can write up the deals, send out the info or grab a coffee. Make sure you stop and review the last block of calls and then take the positive into the next series of calls.