How to make cold calls
Before starting, make a list of organizations to which it will call. Write down the name, telephone number and contact person if known. If this is the first experience of cold calling, call start a small organization. When you get experience, call a more reputable company.
Be sure to make a text conversation, especially the first phrases. From the very first minute you should be interested person, otherwise he can put up. Make a few major advantages of your proposal and tell us about the first at the beginning of the conversation. Because you have only 15-20 seconds to get a response to your offer.
The following advantages can be articulate in the course of the conversation, to the interlocutor's interest. But do this only if the long does not agree to a meeting. If you have already agreed on personal conversations, Express advantages of your products to them.
If you are told that now there is no time to talk, most likely, so it is. Specify when a person will be comfortable to talk and say goodbye. At the appointed time, do not forget to call back.
For the duration of the call, forget about all the problems and failures. People feel emotions even on the phone, so it will be better if during a conversation you will smile friendly.
During the conversation you can use the rules of "three yes." Get a person to answer in the affirmative for the first three questions. Then on the fourth he will respond similarly. This method has long been tested.
The first three questions can be the most banal. For example, you call the firm on wholesale of pasta. First question: "do You sell the pasta?" The interviewee will answer in the affirmative. Get a direct Yes. If you said in other words, the method may not work.
The next question may be: "Wholesale?" This question will again follow a positive response. Or you can ask: "I'm talking to a purchasing Manager?" Ask a question if you know who you're talking to. Well, if you know the name and patronymic of the person with whom you are speaking, ask again and again get.
So in total you get three positive response. And the next question should be that you get what you want. For example, you can immediately ask the question about meeting. Or ask if you can send them an offer.
As often as possible, call the person by name. It is well perceived on a subconscious level. Don't say complicated phrases, your speech should be understandable even to a person who listens with half an ear.Be prepared to deal with client objections, if they will. Try to behave naturally, do not give memorized the whole text at once. Listen to what the interlocutor says.
Do not tighten the conversation. Your task is to set up a meeting. Optimally, if the person agrees to it in a few minutes. If you do not have a personal meeting, find out whether you can send the commercial offer. In the future, it can also bring you the concluded agreement.