Tips For Making Cold Calls

Here is a chat recap from the #smbiz Twitter chat on how to make a successful cold call, an important tool for all small businesses.

@smbiz Tonight’s #smbiz cold calling expert guests please welcome @jillkonrath @jim_klein @alenmajer

@smbiz Each of tonight’s #smbiz guests have written blogs and books on cold calling. We’ll let them talk about their books in a bit.

@alenmajer Hi, I am author of Trigger Events and How to Sell to Americans; my blog is The Science Of Art & Selling - www.alenmajer.com #smbiz

@jillkonrath Hi! Jill Konrath here from sellingtobigcompanies.com #smbiz

@SternalPR RT @jillkonrath: Today I just launched a new website you might like: http://greatsalesgive.com free sales goodies #smbiz

@smbiz Q1 Why is cold calling important and how is it effective for a #smallbusiness? #smbiz #entrepreneur #startup

@alenmajer Q1 - Cold calling is about being proactive. You always need to search for new customers and cold calling can help you with that. #smbiz

@jillkonrath Q1: We all need clients and it’s one way to make sure you get the ones you want! #smbiz

@helpbusinesses Q1 Cold calling is a form of networking only think it’s over the phone & it can help bring in business if done correctly. #smbiz

@SternalMrktg RT @Jim_Klein Hi everyone. This is Jim Klein and I’m the owner of From The Heart Sales Training #smbiz

@helpbusinesses Q1 I love cold calling I have a great workshop showing ppl how to make a cold call a warm call. It’s a fun art! #smbiz

@alenmajer q1 - Cold calling can be very effective if you know how to approach your prospects. Find trigger events. #smbiz

@merylevans Q1 Cold calling has opposite effect for deaf entrepreneurs who use relay services to make the call. People hang up on it often. #smbiz

@jillkonrath Q1 - Totally agree with Alen. Cold calling can be extremely effective - if you stop doing it the old way. #smbiz

@smbiz Q2 What are some myths about cold calling? #smbiz #entrepreneur #smallbusiness

@jillkonrath Q2- Myths? It’s all a numbers game. That’s the biggest one. #smbiz

@alenmajer Q2 - Myths? It is a waste of time, it is not productive, sales person can spend his time on something more useful, etc. #smbiz

@jillkonrath Q2- If you’re cold calling incorrectly, you can make 1000s of calls and get no where #smbiz

@helpbusinesses Q2 Primary myth is that is does not work and you cannot sell someone over the phone without know them. #smbiz

@helpbusinesses Q2 The other myth is you have to make 100s of calls before landing a sale and you get tons of hang ups. #smbiz

@jillkonrath Q2 - I don’t like SM & bosses who think it’s all a numbers game too. It’s about quality 1st. #smbiz

@smbiz Q3 What are some things #smallbusiness should do to prepare to make a cold call? #smbiz #entrepreneur

@alenmajer Q3 - Prepare list of targeted accounts - by industry, by vertical market, by territory, by company size, etc. #smbiz

@merylevans Q3 I may not do cold calling… but I’d research the folks before calling instead of shooting blind. #smbiz

@jillkonrath Q3 Cold Call Big Co. RESEARCH first. There is a price of admission. They expect you to be savvy #smbiz

@SternalPR Q3 I like to see if they’ve been in the news recently, that way I can talk about a success theyve had right off the bat. #smbiz

@helpbusinesses Q3 first & foremost attitude is everything if you think you can you can. If you think you can’t you can’t #smbiz

@alenmajer Q3 - learn about Trigger events - what triggers the sale to happen today. #smbiz

@alenmajer Q3 - Create your script. Prepare what you want to say and what you want to accomplish. #smbiz

@jillkonrath Q3: Use companies like @zoominfo @jigsaw @Hoovers to get decision makers’ names #smbiz

@alenmajer Q3 - test different scripts to see which one gives you best results #smbiz

@smbiz Q3.5 #smbiz should you have a script and how much should you stick with it?

@TinaMBean @jillkonrath Jill, use www.leadcaster.com to see the companies on your website in real-time. No more cold calling #smbiz #VisiStat

@alenmajer Q3.5 - you should have a script as a guide where you want to go with the call. #smbiz

@jillkonrath Q3.5 You need to know what you’re going to say, but don’t read a script. #smbiz

@SternalPR @jillkonrath What are good mental exercises to help you think on your feet and be ultra ready with responses? #smbiz

@jillkonrath Cold calling mental exercise? Think about what objections you get … #smbiz

@SternalPR @jillkonrath I like to call bottom feeders when first making calls so I can get objections I may not have thought of #smbiz

@smbiz Q4 What should #smallbusiness avoid doing when making a cold call? #smbiz #entrepreneur

@alenmajer Q4 - Talking strictly about themselves or about their business. Not knowing what to say. Not knowing what is a purpose of this call. #smbiz

@helpbusinesses Q4 Never take what ever happens on the phone call personally, the ppl do not know you. #smbiz

@alenmajer Q4 - Avoid asking questions like “How are you today?” or “Do you have 2 minutes of your time?” “What is the weather like today?” etc. #smbiz

@helpbusinesses Q4 Always have a planned voicemail message to leave callers who don’t pick-up everyone has caller ID #smbiz

@jillkonrath Q4. Avoid, “my name is..” ‘i’m the sales rep for” “we’re passionate about” I’m in the area” #smbiz

@jillkonrath Q4 When you call big companies you almost always get voicemail. Your message better be good! #smbiz

@jillkonrath Q4. Never say “I’d be glad to meet at your convenience. You sound like a peon. #smbiz

@helpbusinesses Q4 Don’t speak to fast, stay calm and relaxed. Have fun on the calls. #smbiz

@TamelaRich I like asking if my prospect would like to have a free report or be invited to something interesting for starters #smbiz

@smbiz Q5 What is the best way to identify the right person to get on the phone to make your pitch? #smbiz

@alenmajer Q5 You can ask - who is the person in charge, who would be the best person to speak with regarding the purchase of (your product)? #smbiz

@SternalPR @helpbusinesses The best sales ppl who call me are conversational and complimentary of my company right away. Not salesy. #smbiz

@jillkonrath Q5 Research websites; Used LinkedIn search function; Use Jigsaw, Hoovers, ZoomInfo, etal #smbiz

@helpbusinesses Q5 Personality, how they interact with people online, in person, on the phone. Out going is good but be a good listener. #smbiz

@alenmajer Find Trigger Events. Research offline and online resources of Trigger Events. Great article about that - http://tinyurl.com/d2c39u #smbiz

@helpbusinesses Q5 The person you select must know the product or business well enough to answer listeners question without being animated. #smbiz

@jillkonrath Amen @alenmajer re: Trigger events. Here’s another excellent resource: http://ow.ly/pycU #smbiz

@jillkonrath Trigger events drive sales. They are changes in companies that create new needs for your offering #smbiz

@jillkonrath Q5: Trigger events: 3rd qtr earnings, change in mgmt, new product launch, move, merger, new tax law #smbiz

@jillkonrath Q5: Good ebook on Trigger events at http://ow.ly/pycU #smbiz

@smbiz Q6 What should you say in first 15 seconds to get person to be open to hearing your pitch? #smbiz #entrepreneur

@helpbusinesses Q6 Focus on them immediately on the phone call not your objective. Taking interest in them gets them to stay on the phone. #smbiz

@jillkonrath Q6: 1st 15 sec: Eric, Jill Konrath. In researching your company, I noticed that … #smbiz

@alenmajer Q6 Identify your self briefly, tell them what is a purpose of your call and what is in it for them. #smbiz

@helpbusinesses Q6 You can learn alot from the way a person answers the phone and what how they say hello. Background noise is a crucial indicator to #smbiz

@jillkonrath Q6 Share a strong value proposition: We help companies shrink time to revenue .. #smbiz

@smbiz Q7 How can you be selling someone without being too pushy – or is pushy what you really want? #smbiz

@jillkonrath Q6 Strong value props are essential to setting up meeting: Free audio at www.greatsalesgive.com #smbiz

@jillkonrath Q7 Never pushy; simply focused on the difference you can make for their biz. #smbiz

@alenmajer Q7 Tell them how you helped other companies in their territory/vertical market/industry. Success stories sell. #smbiz

@GetResults I recommend asking them about what they do & don’t assume anything. good inspiration is http://tinyurl.com/kw3o4s old McGraw-Hill ad #smbiz

@Chris_Hendricks Q7 Don’t be to pushy, that is a BIG turnoff. Gently persuade… #smbiz

@helpbusinesses Q7 It’s a combination of being genuine, knowing your craft, objective being able to relax & have fun that make U a winner #smbiz

@GetResults @smbiz If you listen deeply and let them talk, they will usually give you your opening. Once they clarify a “want” you can open door #smbiz

@smbiz Q8 How do you get or stay motivated to overcome discouragement and rejection during calls? #smbiz

@alenmajer Q8 - Rejection is not personal. People are rejection your proposal, not you personally. #smbiz

@GetResults @smbiz Q8 - Rejection is not always about U. Lots of reasons they won’t buy now. Take it personally and you lose #smbiz

@eventmood @smbiz Q8: Stay focused on the “prize”. Don’t lose sight of goal. The more calls you make, the higher the probability of a yes …#smbiz

@helpbusinesses Q8 Once you soak in the constant rejection U may incur you are doom on every call after that. Treat ea call like it’s the 1st one. #smbiz

@smbiz Q9 What kind of goal setting is appropriate so that you set high but also reachable goals? #smbiz

@jillkonrath Q9 In cold calling bigger companies, my goal is to get a return call on my 1st attempt. #smbiz

SternalPR @helpbusinesses Instead of focusing on rejection I try to feed off momentum or what i learned and carry into next call #smbiz

@alenmajer Q9 - Open the door with the 5 new prospects each week. Schedule 5 more meetings this week #smbiz

@helpbusinesses Q9 Getting to know a few people you can call back. Timing is everything & ppl forget that. #smbiz

@GetResults @smbiz Q9 - Goal settins governed by Sls Quant needs, sls cycle, conversion rate, personal motivation, etc. Lots of items in play #smbiz

@jillkonrath Q9: Another goal - eliminate objections. I figure out how to make them NOT occur. #smbiz

@eventmood @jillkonrath yes. You can eliminate objections by addressing common ones outright in your conversation with the prospect…#smbiz

@smbiz Q10 If a cold call is going well what is the best way to close on a cold call and get the sale? #smbiz #smallbusiness

@jillkonrath Q10 When cold calling Big Co you NEVER close for the sale! Only for a short initial mtg #smbiz

@TamelaRich Q10 it depends on your sales cycle, obv. If can’t close over phone should ask if can get face 2 face this day or that (give choice) #smbiz

@TamelaRich If you don’t anticipate objections you’ll be flat footed when they inevitably come. Rehearse. #smbiz

@alenmajer Q10 - Ask: “How about ordering one copy of my product to test it?” #smbiz

@GetResults @smbiz Q10 - as call winds down, either let them “buy” - they’ll give signals, or seek to continue. Pressure often leads to OTO sls #smbiz

@jillkonrath Q10 @tamelarich Just ask if they have time next Tuesday morn or Wed. pm #smbiz

@alenmajer @smbiz sure, thanks for asking! My book Trigger Events is on sale - http://tinyurl.com/no6hqf #smbiz

@jillkonrath Visit www.sellingtobigcompanies.com - lots of articles, audios, videos for sellers #smbiz

@alenmajer Subscribe to my free daily sales tips at http://www.alenmajer.com and learn how to approach customers and cold call them. #smbiz

@jillkonrath Download two chapters of my book, Selling to Big Companies at http://tinyurl.com/STBCbook #smbiz

@jillkonrath Get Free Sales Call Planning Guide at http://bit.ly/2Cex9X #smbiz

@jillkonrath Get Developing Powerful Value Prop audio at www.greatsalesgive.com FREE #smbiz

Tagged as: @alenmajer, @jillkonrath, @jim_klein, cold call, cold calling, cold calls, leadcaster, Sales, script, selling