Do What Most Cold Callers Rarely Do and Close More Sales!
By Mr. Cold Call
How much do you really know about your prospect before you
call them? Do you know anything about
their industry? Do you know the names of their competitors? What kind of challenges
are they facing from their competitors?
How much more attention would your prospect give you on the telephone if
you knew just one more detail about their company or industry?
One of the main reasons why sales reps don’t make the sale
is because they know absolutely nothing about their prospect before they pick
up the telephone. Why is this
happening? Perhaps, they are equating
quantity with closing sales? Yes, it’s
important to make outbound calls, but what’s even more important is how much
research you do prior to making that first telephone call.
When you incorporate what you have learned
about your prospect's company and their industry into your telephone conversation then you
are letting your prospect know that you really do want to help them. The question now that you might ask is what specific steps can you take to understand your
prospect’s line of business and industry?
Below are four practical ideas that you can use to separate
yourself from other sales reps who might also be cold calling your prospect:
Cold Call By Industry
If you really want to master the industry of your sales
prospect then only make cold calls in that industry. Think about it, if you made ten calls a day
in the same industry five days a week for one month, can you imagine how much
you will learn about that industry? Can
you imagine how much more you could bring to the telephone call? Rather than sounding like just another cold
caller, you will soon be viewed as an expert in your field.
The more time that you take to learn your prospect's industry means that you will
begin to ask better questions. Better
questions will always close more sales!
Industry Associations
and Trade Publications
Find out the main industry associations and trade
publications in your prospect’s industry.
As you peruse these mediums, what are the major challenges facing your
prospect’s industry? Based on what you
have learned, you can incorporate your findings into your cold calls and offer your
prospect multiple solutions. Solutions will
always close more sales!
Study Your Prospect’s
Company Website
Spend a few minutes on your prospect’s website to learn more
about what they do, how they do it and why they are a market leader in their
industry. If you see an audio or video
demo of their product or service then check it out. If you see a list of client testimonials then
read each one to find out more about their customers. Check out their most recent news releases and
if there’s a management biography then read it!
Collectively, if you take the time to understand how your prospect does
business then you will always close more sales!
Get To Know Your
Prospect’s Competition
How can you capture your prospect’s attention? Let them know what their competition is doing
and what they may not be doing. Do an
online search and locate similar companies in their industry, study them and
offer your results to your prospects on your cold calls. Offer ideas on your call as to how you can
help them take market share away from their top three competitors. If you can come up with one good idea to help
them take additional market share then you will always close more sales.
Research is your key to make more
sales and without it you are just another sales rep making cold calls. A sales rep who makes 100 calls per week will
never do as well as a sales rep who embraces a research mindset and makes only
25 to 50 calls. Quantity does matter, but quality
is what will set you apart from your competition and make you money!
Copyright 2008 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call™ is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily , Successful Fund Raising and Advantage Magazine. He has written over 50 articles on cold calling, developed a sales tracking sheet that automatically calculates your daily, weekly, monthly
and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of three best-selling books including:
Mr. Cold Call™ believes that your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! ).
Collectively, these traits allow you to uniquely market yourself over
the telephone so that you can inspire your prospect’s curiosity, reduce their resistance and close even more sales! Are you interested in finding
out more about Mr. Cold Call? Then
sign-up for his free weekly cold calling tips at www.mrcoldcall.com |
