By: Brad Seaman On: November 17, 2015 In: Lead Generation, Prospecting Enablement Comments: 0

Nothing has changed. Picking up the phone to call a prospect is still an effective way to get a qualified lead. Make more of them, and you’re more likely to hit your goals. But, as with any strategy, you need to master it to get great results. For this sales tactic to be effective, you need to make sure your cold calls aren’t — in fact — cold.

Here are 3 things you probably aren’t doing to make your calls more effective — and warmer.

  1. Having a positive mindset. Sure, it sounds simple enough, but your attitude could be keeping a cold call cold, according to Wendy Weiss, a sales trainer and author who has been featured in Forbes, BusinessWeek, and the New York Times. While she doesn’t advocate making self-affirmations in the mirror or coming up with a list of rebuttals, Weiss advises you to analyze your belief about cold calls. Expect the worse, and you’ll probably get a no or a hang-up. Focus on the facts, not the stories circulating in your head about the possibility they don’t want to speak to you, Weiss says.

So, here are the facts she thinks you should keep in mind: 1). You need to reach out to more prospects 2). You will dial the phone 3). You will either reach your prospect or you will not 4). If you reach your prospect, you will say something and they will say something. It’s that simple. Don’t let the clutter of negative thinking get in the way of those four truths.

  1. Asking for referrals. Here’s the deal. Unless your company opened its door for business just a month ago, you probably have at least a few satisfied clients. Well, chances are you probably have plenty. If you’re not tapping into using them for referrals, you’re missing out on the opportunity to transform cold calls into warm calls. According to Dale Carnegie, 91 percent of customers said that they would be willing to give a referral. But guess what? Only 11 percent of salespeople were asking for referrals. Make it a practice to ask customers about their satisfaction with your service or product. Of course, you want them to be happy. But take it a step further and ask for those referrals.
  1. Join more LinkedIn groups. Making connections on LinkedIn is a no-brainer. While it’s not considered a tool for directly making pitches (show some respect), it is a way to join in on the dialogue about marketing challenges. Apparently, joining LinkedIn groups is an even better idea. According to Vorsight, you’re 70 percent more likely to get an appointment or an unexpected sale if you’re participating in LinkedIn Groups. And, you can join up to 50 groups.

Ready to make more connections? MonsterConnect provides the support sales teams need to hit their sales goals. Ask us for a demo. We’ll show you how we can do the same for you.

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