From my Blog
The majority of us would volunteer to have root canal surgery done, before we would do any cold calling. I once saw an ad from someone desperately looking for work, prepared to do anything but cold calling, obviously he was not desperate enough.
Let's cut out the bull faeces, you are not going to contract a fatal disease when making cold calls, but you will land customers. And the process is simple.
Before you can call, you need to know who to call. Ask your self who is my target market? Make a list and qualify it according to your criteria. Once you have a qualified list, it is time to hit the phone.
I usually call in the mornings on a Tuesday, Wednesday and Thursday. Mondays tend to be catching on anything may have come in over the weekend and preparing for the week ahead and Fridays, people tend to be in weekend mode. I prefer the mornings as i will use the afternoon to consolidate results and also to get other work done.
So far so good, but here comes the hard part, we all hate rejection and you will make calls where you will be told, "not interested!" You are not going to score every time, but to reduce the number of negative calls, you need to change you mindset. Do not approach the calls with the attitude of "Oh well, they most probably will tell me to get lost!" take that attitude and you will be told to get lost!
Know what you want to say, be prepared to answer questions and be prepared for objections. But, two very important points, smile and be prepared to listen. If your prospect says no, ask when would be a good time to contact them again. If they are still not interested , diarise for six months time.
Get into the habit and it will become second nature.