Most entrepreneurs understand how fundamentally important prospecting is the the overall success of their business.
Being positive is essential when prospecting for new clients.
Product knowledge is an area I often see salespeople ignore. They think they can simply B.S their way through a sales call.
Most entrepreneurs understand how fundamentally important prospecting is the the overall success of their business. Cold calling used to be the main way sales folks connected with potential customers. However, cold calling has become a dying art, since the introduction of various do-not-call laws and the penetration of technologies that prevent consumers from receiving unwanted telephone calls.
There are even mobile phone apps that let the user know if a call is a sale call before they even answer the phone. Needless to say, it is hard out here for a salesperson these days.
One strategy allowing salespeople to better connect with prospects over the phone is known as warm calling.
This is when a salesperson gathers as much information as possible about a prospect and tries to find meaningful ways to connect, thus making it easier to present a product or service.
Here are 5 steps to help make “Warm Calling “ a success.
1. Be a problem Solver and not a Salesperson
You are able to effectively assist your prospects and win them over in a more profitable way if you assume the role of a consultant rather than simply selling them something.
2. Be Positive
Being positive is essential when prospecting for new clients. It is important to be optimistic about the whole process and take each “No” as an opportunity to learn a bit more about your buyer profile and sharpen your skills.
3. Be Analytical
This is pretty important when selling on a large scale. Employ analytical tools which will help guide you through finding out what's working and what's not. Try to take a day or two out of your week to carefully assess your numbers, taking note of which marketing campaigns are working so you can increase efforts on those.
4. Know Your Product(s)
Product knowledge is an area I often see salespeople ignore. They think they can simply B.S their way through a sales call. The truth is, consumers are very smart and know when you have no idea what you are talking about. Try to immerse yourself in the details of your product so you are armed with the information you need to be able to definitively answer any questions or concerns your prospect may have.
5. Be Organized
Do your best to keep appointments you make with prospects. Use tools such as Google Calendar and Podio to organize your contacts and activities.