If you’re running a new business, chances are you have to start making some sales calls. That means you may end up with some cold calling to do. Cold calling potential customers can be a terrifying prospect for even the most seasoned of sales people, but with a little bit of preparation and some helpful tips, you’ll find that cold calls can still be a very effective way to build your business, or at least your sales pipeline. If you’re getting ready to pick up that phone, here are a few things to think about before you make those calls.


Make fast goals

Keep your calls fast and plan to move on to the next one very quickly. In fact, try to keep your phone calls to around three minutes each. This isn’t the main sales pitch, this is just your introductory call. Set some goals for yourself, such as 60 calls in two hours, which will give you a measure of what you need to achieve, and you can stay on track as you move from one call to the next.


Practice and prepare

There is nothing worse than an overly rehearsed sales call. Before you pick up that phone, take the time to practice your phone style. It may help to use a voice recorder, look in a mirror and to write out your sales pitch and favorite phone dialogue. Use the practice time to speak to yourself in the mirror and look at your facial expressions. It may sound cheesy, but it will help to physically smile as you talk. Although your customer can’t see you, they can definitely hear that smile.


Tone of voice

It’s very important to keep your tone of voice friendly and confident without being arrogant. You’ll want to practice to make sure you sound warm, engaging and friendly while also being professional and straight to the point. Just as you’ve got lots of things to do and lots of people to call, your potential customers are equally as busy. Keep it short, professional and come up with a great to-the-point opening statement.

This article was written by Deborah Flomberg for Small Business Pulse


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