You can’t expect people to take time out of their busy schedules to read your email!

I must read at least two posts every week debating whether “Cold Calling” is alive or dead! Well… I’ve been in this business for the past 12 years and can honestly say that the meetings are really only secured when you pick up the phone!

You simply can’t expect to rely solely on emails in the hope that people will actually take time out of their busy schedules to read your ‘wordy’ sales orientated email. Conversely, if you’re able to catch them on the phone, and if you are clear and concise in delivering your message, they will listen to you and they will let you know if they are, or are not interested in what you have to offer!

It is my belief that in today’s over-communicated environment, the simple phone call is actually even more important than it ever has been before!

I say ‘simple’ phone call yet I know that for many, picking up the phone is far from ‘simple’ and that the action of picking up the phone to call someone they've never spoken with before can conjure up feelings of dread and anxiety.

I appreciate that not everyone will relish picking up the phone but for some, picking up the telephone and making that call is a thrill. They see it as an exciting challenge and this is because they know that if executed correctly, the phone call is an extremely powerful and effective sales tool!

Dedicate time for new business generation

Time and time again you’ll hear top reps reporting that it’s the phone calls that make all the difference and bring in the “big bucks”! They are proactive and see cold calling as the obvious way to find and secure new business. They are not wrong!

Smart sales people set aside at least one hour per day or one full day per week to carry out their new business prospecting. Making their new business phone calls diligently without fail, week in and week out! They ensure that these calls are not overlooked and that’s because they realise the importance of these phone calls and how they go a long way to forging the relationships that will ultimately go on to generate new business.

The telephone is the best way to reach people

Today, we are all bombarded with information on a daily basis and because of this, it is far too easy to simply press that “delete” button on an email received from a company you have no prior knowledge of. They could have been offering something beneficial however, the button has been pressed and you’ll never know as the information is gone forever.

If only that person had telephoned you directly, they may have pricked your interest and you would have then been far more likely to have given their follow up email a quick once over in order to determine if what they were ‘selling’ could have been of benefit to you and your business.

What’s stopping you from picking up the phone?

There are many techniques involved in making the perfect introductory phone call and some people are simply much better at it than others. Cold-calling is an art form and a good tele-marketer will not only know how to get through to the person they wish to speak with, they will also know exactly how to handle themselves whilst on the call. They will know what to say and how to say it in order to make the right first impression and they will also know how to effortlessly handle objections.

So here are a few tips to help you make the most of your new business calls...

• Set aside part of your day or one full day per week to make new business calls
• Strategically identify your target audience and prospect list before you call
• Do your research on your prospect
• Know your product or service so you can talk knowledgeably about it
• Think positively and smile before you pick up the phone
• Deliver your message in a concise manner - write a script
• Be charismatic and engaging
• Do what you say you will - call when you say you’re going to call
• Combine cold calling with emails
• Make comprehensive notes so when following up you know what was said

What to do next

If you follow these steps, you’ll be just fine! However, if you’re convinced that new business prospecting just isn’t for you, or if you simply don’t have the time to make your prospecting calls diligently and without interruption, week in and week out - because that’s what it takes to forge the relationships required to generate new business, then pick up the phone (or email) Magnetic Business Development. It could be the easiest and most profitable call you ever make and rest assured, there will definitely be a friendly voice at the end of the line!

We never tie our clients into lengthy contracts as they stay with us because we get results. We are always happy to discuss business objectives so feel free to get in touch, even if you simply want some friendly advice and guidance.

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