Cold Calling – What is it?
Cold calling is known by many people in the world of sales as one of the most painfully unpleasant activities imaginable. First lets start with the definition of cold calling: The marketing process of calling prospective customers or clients, via telephone, who were not expecting such interaction. So technically buying MLM leads is not cold calling because those prospects requested to be contacted in some form by requesting more information about working from home etc… But that’s just my technical side chiming in, I don’t believe in trying to reinvent the wheel, so for the purposes of this topic, I will focus mainly on the MLM aspect of cold calling techniques. Telemarketers are perhaps the most well known and despised of all people who engage in cold calling. But the simple fact is, sales via telemarketing works… And the services or products being provided must do some people some good or the government would have implemented more aggressive strategies other than the do not call list back in 2005. Which requires telemarketers and sellers to compare call lists to the do not call list every 31 days and update their call lists to exclude any person or persons that desires no contact.
Cold Calling – Will it Help My Business?
A mentor of mine has personally sponsored over 500 reps in a 4 year period. Over 90 percent of those five hundred reps were strangers, and he sponsored them via cold calls of several types; purchased leads, social media leads, and SEO. Now, this guy is exceptional, so not everyone can produce those types of numbers, but the skill to produce your own great numbers are available to be obtained. So the simple answer to the question will cold calling help my business is a resounding yes! The statistics show that most people cannot build a sustainable business from buying leads. But, if one could develop some level of skill and comfort on the phone, they could sponsor some reps and the residual affects of acquiring those cold calling skills could likely transform a person from a mediocre networker to a successful networker.
Cold Calling – How Can I learn it?
Learning cold calling requires three things: Posture, A Script, and Follow up. When I think of posture, I think about standing up straight. Well, that’s part of it but posture as it pertains to cold calling is mindset. An effective cold caller should have the mentality that whoever they are calling needs what you have to offer, not the other way around. This feeling of being needed and needy must be portraid to the prospect without being aggressive or rude. It’s a professional mindset of sorting through people not trying to talk them into joining your business. Here is a link to one of the most powerful trainings I have ever gone through on cold calling and posture. The next aspect is finding or developing an effective cold calling script. The initial call should be a brief, polite, and to the point greeting. Simply say who you are, why you’re calling, and let them know that you’ll be sending them and email with a video or whatever, and schedule a follow up call. Some people will try to get you to tell them right them, this is where posture comes into play. Stick to your plan, place value on your time and the information you are sending them. The second you let a prospect take over your call, your chances on sponsoring or selling to them goes down at least 50 percent. The third and final requirement is the follow up. Not much to say there, don’t expect them to call you. Quoting Jim Rohn, the fortune is in the follow up. I have training on my site that will help you along; training on my site.
If you’re ready to really get down and dirty with cold calling techniques, Mark Hoverson has the absolute best I have ever experienced in his 21 Amazing Closing and Recruiting Strategies.