Are you unhappy with your cold-calling results from 2018? Know something needs to change but not sure what it is? Here are 5 ways to boost YOUR cold-calling results in 2019!
1. Be CONSISTENT
Consistency is KEY to your success in this business! I HIGHLY recommend setting aside a specific amount of time EVERY DAY, to make your cold calls. I know that things come up and meetings need to happen so you may not be able to make the calls at the same time every day but make sure that you are making time, every day, for calls.
The amount of time you need to spend is dependent on your goals. (I will address this formula in an upcoming post.) But studies show that you need to ‘touch’ someone 8 – 12 times before you make a real connection. Keep this in mind as you dial!
Stick to the same script to keep your messaging consistent and you will see results. Remember, NO means ‘not just now’ and every dial gets you closer to a YES!
2. Stay POSITIVE
When you are making your calls, think ‘positive’!
Not only can the person you are speaking with FEEL the positive vibe but getting yourself into a positive mindset can really make the difference between just making calls and SETTING APPOINTMENTS.
Remember that ‘Attitude Drives Behavior’ and YOU control YOUR attitude.
Here is a short video with an interesting take on how to stay positive with ‘Inverse Paranoia’ Darren Daily: Inverse Paranoia
3. Have, and use, a FOLLOW-UP PLAN
Deals are LOST due to lack of, or poor execution of, follow-up!
I HIGHLY recommend using a CRM that automatically enters your calls into your queue and having a cohesive follow-up plan. Depending on the outcome of each call, you may be identifying and reaching out to the ‘right’ person or setting appointments – the call is only the first step, be sure you have a clear map to CLOSING.
Your plan will vary based on your needs and goals but make sure that it also includes a STOP point. You don’t want to OVER follow-up (which leads to burn out on both ends – the prospect AND the salesperson making the calls!)
If the prospect is not interested after your fourth call, you should take them out of your rotation for a few months before reaching out again. And if they have ghosted you – are no longer taking your calls – you should have an email follow-up that you can send. In that email, ask prospects to clarify where they are in the process, what has changed and to be frank, clarifying if they no longer wish to be contacted.
4. Know and MONITOR Your KPI’s
MAKING a specific number of phone calls is NOT the ultimate sales goal – know what YOUR goals ARE!
Clearly identifying your goals and monitoring your progress towards those goals is KEY to ACHIEVING them! Knowing YOUR KPI’s (Key Performance Indicators) will help you stay ON TRACK.
See our post “Know and Monitor Your KPI’s for Cold Calling Success” for more on setting KPI’s.
5. On-going education
Sales tactics, techniques and technology change constantly – you need to be a life-long learner to succeed! Practice WILL get you closer to perfect but staying on top of industry trends and refreshing your skills is VITAL. Educational posts with sales insights and tips can help, as can videos and podcasts.
We offer training for salespeople of all levels, keeping them up to date with best practices, sharpening their skills and giving them the tools they need to succeed. We make sure that they KNOW and MEET their KPI’s and consistently hit and EXCEED their sales goals.
If you are NOT seeing the results you need, give us a call – we can help you with your script, train you and your team on your delivery and even make calls for you if needed! Contact us at 908.879.2911 or firstname.lastname@example.org