What does the term cold calls mean?
Calls and sales
Conventionally, all attempts to sell something on the phone is divided into two categories: "cold" and "hot" calls. "Hot" calls is calling customers from your own database. It is the people and organizations with whom you have ever worked, that is, a contact is adjusted, and you just have to offer them new services and products or inform their actions.
"Cold" calls is an attempt to find new clients. It is the primary phone calls to those people and organizations that would never have worked, during a conversation, you can introduce yourself and make an offer.
Why such calls are called cold? Is anyone not exactly known but one can assume that the point is, how does a potential client call Manager: usually the reaction is quite cold. Old customers are more friendly calls, because if they have already used your services and was satisfied, then it is probably not averse to continue the cooperation.
Why are "cold" calls so coldly perceived
First, if the organization works in a big city and there are some years, such calls a day is received very much. Even if you offer something worthwhile, imagine the person to suggestions several times a day!
Second, not so often managers, make cold calls, do offer something worthwhile. Often companies have specific needs, but they usually try to solve as quickly as possible. What is the probability that the Manager will make a cold call at precisely the moment when the client has a need for his service or product? Of course, not 100%.
Thirdly, it takes time for the manager to make his trade offer. And if there are many such calls a day, then imagine how much it goes to listen to someone's proposal, and then politely refuse.
Effective "cold" calls
If you want your "cold" calling customers to be really effective, it's worth sticking to some strategy.
To make the right call, conduct pre-training. Finding out the size and specifics of the business a prospective client, you will understand more about whether he needs your product. And awareness that you will demonstrate in a short telephone conversation will allow you to break the ice which will be present before a person will pick it up.
Do not set yourself the goal of ringing as many customers as possible on a working day. It's better to choose fewer companies, but those that really are your potential customers. This will give a much greater effect.