Cold Calling

Does anyone in the Financial Services sector still cold call?

I remember my first stint, at 20 years old, fresh of the Durban boat in GP, my first real job at #oldmutual having to cold call clients to offer my services "free of charge" .

I hated it, as an introvert much more than anyone else in my team. I did become exceptional at it, over time - from my first stints of standing on my desk while I called and only being allowed to get off once I hit 3 appointments , while another 3 earned me a chair.

What I have learned is this :

1. Know who your calling - USE A NAME. Repeat it often. In our fast paced environment, we are used to just answering our phones autonomously,saying someones name when you call makes them stop for a second and think ( Good day - is that David?).
2. Introduce your self- your name, title and company next. Quickly. ( David -Yup id say his name again - This is Zahid, I am a financial planner with the -insert company name here-)
3. Do not read off a script. Even if you have one, memorize it.Have a conversation. Do not regurgitate a scales script. When I first began cold calling, I would rehearse my scripts first thing in the morning. When I brushed my teeth. On my drive to work.Aloud. In front of a mirror if I could. I did this to the point that I would wake up in the middle of the night, and be reciting my scrip.
4. I never asked the "how are you today" question. I dont know this person, neither do I care. Nor do they. It sounds fake, and opens the door to the "my dog just died " answer. My intro was usually followed by a " I know your busy David, so I will make this quick", this eliminates the " I am busy / call me later " objections.
5. Dont ask for 5/10/15 minutes of their time- see 4
6. Then my quick pitch, which varied depending on the audience.
7. End with an alternate close " Would Tuesday at 2 or Wednesday at 4 work for you?"

People hate getting cold calls as much as they hate getting calls from debt collectors. Rejection is always part and parcel of cold calling. This rejection makes you demotivated, makes you question your self worth, knocks your confidence. How do you overcome it?

PERSEVERE

Smile on every call. Your prospect can hear it.It also affects the tone and projection of your voice.

Say the prospects name a few times before making the call. Get the pronunciation right.

STAND UP while you call - makes you feel more powerful, also expands your lungs and vocal box. BUT be relaxed - tense projects through your voice.

Take 2 nos. I did this often. The first two objections that are thrown at me I would overcome. The third would end in a "Thank you for your time. "

Believe in what you are doing and what you are selling. If you dont, you will come across insincere. I have always been an advocate of the services and solutions I provide, and it is far easier to convince someone of something that you yourself are passionate about.

Remember the objective of your call. You want to secure a meeting, prove yourself and add value to this persons life.

The best tip I ever received on cold calling? Make the prospect feel as if at this point , this time, this day - you have chosen to call just him - to offer this service or product - hes not just another name on a list of calls I am making today.

Happy Hunting.

Zahid