This same review strategy works very well for cold calling , too . Many of your best and worst phone habits are probably ones you aren’t even aware of until you feel them. And it’s these habits that may be holding you back from closing more, higher-quality appointments. But how do you evaluate the effectiveness of your cold calling? By recording yourself .
Once upon a time, only larger companies list of syria consumer email had access to recording equipment in their switchboards. But today there are numerous recording options. Recording functionality may already be integrated into your company's switchboard, but the simplest way to do this is to use an app available that allows you to record conversations held with your smartphone.
When you do, here's a list of 10 questions to ask yourself when listening to your cold prospecting calls:
Do you open the call with a compelling value proposition?
The better you can capture a prospect’s attention during the first few moments of the call, the easier it will be to achieve your goal.
Are you talking about products or your prospect's needs?
Remember that prospects are concerned with solving their problems, not yours, so be sure to frame your call in those terms.
Do you sense expertise when you hear yourself?
It's important to have authority if you want a potential client to trust you with their time, and even more so, their investment.
Are the suggestions you make or the situations you talk about accurate?
For your message to be meaningful, it needs to focus on a need that your potential customer finds valid and important.
How about your listening skills?
No cold calling should be a one-way conversation. Ask questions that engage your prospects and learn to listen carefully to the feedback you receive from them.
How does your voice sound on the phone?
Is it clear and relaxed, or full of “ums” and “ahs”? Having a strong, clear voice on the phone is important to making potential clients feel comfortable with you.
How well do you handle objections?
Cold calling is full of objections. Practice handling them on the phone and your closing ratio will improve dramatically.
Are you creating enough interest before suggesting the appointment?
Asking for an appointment too quickly is a mistake. Make sure your potential client is sufficiently interested in what you are explaining before suggesting the next step.
Do you seek referrals if your contact turns out not to be the decision maker?
Sometimes your background research is poor, and it leads you to the wrong contact, but this doesn't have to stop the sales opportunity. Ask them to connect you with the right decision maker and refer to your initial call as an introduction.
Would you answer the voicemail message you leave?
If you make cold calls, you definitely leave voicemails. Learning to leave a compelling message for potential clients, with your phone number clearly stated, is a good way to make your telephone prospecting more effective.
If you're able to fine-tune your cold calling , you'll be able to more easily reach receptionists and assistants, leave more compelling messages, gather more relevant information, and close more first dates.
