Home Advertise Contact Blog Advertiser Login RSS
Newsletter Signup

Your Free Business Opportunity Resource Is Easy To Use
Home-Based Businesses
Choosing a Business Opportunity Growth and Profit Marketing and Sales
Plans and Goals Running Your Own Business Start-Up
Working From Home Entrepreneur Exchange Feature Articles
Opportunity Community Opportunity Focus In The News

Free Lead Generation is a hot topic these days since many pay a pretty penny per portal to generate leads to increase ROI.

Free Lead Generation is part of any markets platform.  It is important to note that this November was 'nutty' for lack of a better word.  The purpose of this blog post...

Small Business Media and tapping into that vein can be a tricky and somewhat slippery slope unless you know some tricks of the trade.  Getting your message in front of the right audience is often the key to success.  So, where are the keys to the kingdom you ask and how can you get your hands on...

Entrepreneurs' Day 2016 on the 15th was outshined by politics, climate change discussions and so much more.  That is a real shame since small business is the backbone of this Country.

Entrepreneurs' Day - In my world it is Entrepreneurs' Day every day! I think, sleep and breath Entreprenuership...

Sponsors

Paid2Save Click or Call Bill Toth (716) 345-1888
If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?
How Many Leads Does It Take To Close A Sale?
This Article is now live on our blog and I know could be very insightful for many. Read On
The Ideal Length of Everything Online, Including Social Media Posts
When one of your busiest marketing channels limits you to 140 characters, you know that the internet sets its own rules.
I Want To Buy a Business Opportunity or Franchise
Who are the types of people who buy a business opportunity or small franchise? According to people in... Read on
 
Resource Center > Article
Cold Calling Tips: It Isn’t About Closing The Sale
1 Jun 10 Posted by: Kevin James Culp
in Marketing & Sales
Share this Article:

Be honest, which would you rather do?  Sit in the dentist’s chair for your semi-annual cleaning or make cold calls?  I’m betting you had to think about that for a moment, and that most of you said you’d take the dentist option any day of the week.  It’s sad but true that most of us view cold calling as the very last thing we’d like to do given a choice.  But that really doesn’t have to be the case.  In fact, if you know how to prepare adequately and you’re in the right frame of mind, cold calling can be an extremely effective sales tactic.  Trouble is that too many people don’t have the faintest clue how to do it well because they are missing one critical point.

The biggest mistake many cold callers make is failing to understand that the first cold call IS NOT about closing the deal.

The intention of cold calling is not to make the sale, it’s to get the chance to make the sale!   This starts with a clear goal on your part ― to find the decision maker so that you can ask some very basic questions about his or her business and pitch your products/services in the next call.

Now, depending on the products being sold, you may find it difficult to set up another time to talk during the first call.  If you aren’t able to set something up, that’s okay.  Clinching a deal takes time.  It’s not called the “sales process” for nothing!  Cold-call prospects rarely want to commit to being “sold” at a future time.  The first call is just one of many needed to get the job done.  However, if a face-to-face interaction is necessary for you to sell your products/services most effectively, then making an effort to nail down a time to meet is obviously critical.  You’ll have to work that much harder.

After twenty years of experience, here are my tips to better cold calling:


  • Every phone call you make should have an agenda.  Map yours out BEFORE you pick up the phone.  Make it brief and to the point, yet comprehensive enough to anticipate any potential challenges.

  • Try to avoid scripts. Working from a script is limiting and can actually be dangerous because cold calls rarely follow a set plan.  What’s most important is that you think carefully through all the possible exchanges and have a well-crafted idea of how to respond to a variety of scenarios.

  • No doesn’t always mean no. Many of the negative responses you will inevitably receive are emotional, not actual.  For instance, if you call on a business owner that just had a flat tire on the way to work, chances are you won’t get the best reception.  Make a note to try back in a month, and keep at it.  There are hundreds of reasons for someone to say “no” and almost all of them having nothing to do with you or the premise of your call.

  • Days of the week and times of year matter when it comes to cold calling.  Avoid calling anybody at 9 a.m. on a Monday.  Calling on a major holiday is not a good move, either.  Restaurants are crazy from 12 to 3 p.m. on just about any day of the week; and starting at 6 p.m. on Friday, weekends are a bad idea.  It’s very important to understand the type of company/business you’re cold calling and when they’re most apt to be busy so that you choose the most favorable time to reach out.

  • Creating a call calendar that maps out your plans for calling various businesses at specific times for a given week/month can be extremely helpful and motivating.  The key once you have it is to stick to it!

  • DO NOT GET EMOTIONAL!  Understand that all calls will not go well, but you can learn from each one.  Every call allows you to improve your cold-calling techniques and brings you closer to becoming an expert.

  • DO NOT PUT TOO MUCH PRESSURE ON YOURSELF!  Easier said than done, I know.  But if you do put too much pressure on yourself, you are setting yourself up for failure right off the bat.  The patient, respectful, yet persistent sales person sees better results when it comes to moving conversations along than does any shoot-from-the-hip player.


In my next post I will touch on how you can qualify your cold-calling prospects.  Until then, as always…

Carpe Diem

Related Blog Posts
15 Sep 16 Posted by: Kevin James Culp
in Marketing & Sales

Expanding Opportunity Services - It has always been our mission to provide the best customer service possible and have recently added no cost training and coaching sessions for all active advertisers. Now, we are going a step further to address the one major problem faced by opportunity owners–lack...

28 Aug 16 Posted by: Kevin James Culp
in Marketing & Sales

Managing Business Sales Leads Made Easy - In our last blog post we detailed for our advertisers and anyone thinking of advertising with us how to better work with our back office.  How to better manage your leads is what we are going to focus on in this second of seven installments designed to help...

19 Aug 16 Posted by: Kevin James Culp
in Marketing & Sales

The Business Franchise Opportunity Sales Tips 7 Part Series was an idea launched by Keith Shaffer Director of Personal at TheLocalProject.net two weeks ago after a coaching session.  The credit goes to him for this...

17 Dec 15 Posted by: Kevin James Culp
in Marketing & Sales
Email Marketing is on the rise for good reason. Would you like an effective way to reach close to 100% of your prospects and customers? A way that is cheap, simple to use, quick to implement and converts like crazy? You already have it--email marketing. It’s not old-fashioned, as some marketers and...
2 Dec 15 Posted by: Kevin James Culp
in Marketing & Sales
Wearable tech is no passing fad. Devices are available today that manage time, track health and fitness and help with a range of business needs. As an entrepreneur, open to new business opportunities, you may wonder about tapping into the money possibilities in selling these devices or developing related...
 
   

SocialXpand Business Opportunity Interview w/ Brian Weiss was for me a new way to learn from a customer and whom I consider a friend in the industry.

I've had the opportunity to work for a while now with Brian Weiss who is the Director of Sales for the
Video Spotlight

If you could Travel more, Have Fun, and get Paid doing it, would you want to know more about it?

Premium Sponsor