Turn up the heat on your cold calls
11 January 2010
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Very rarely do you find someone who actually enjoys cold calling, who doesn’t make the fairly universal cringe upon simply hearing the words “sales call.” People dread picking up the phone, partly because they fear rejection but also because they are used to the traditional, hard-selling techniques. Steve Fretzin, president of Sales Results, Inc., takes quite the opposite approach to cold calls.
“The goal is not to sell on the phone. You want to get them interested and ultimately set up an in-person meeting, which is where the real opportunity for business begins,” says Fretzin. He offers these tips for successful cold calling.
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Enjoy getting the “no’s.” Another reason people dislike cold calling is that they don’t receive enough “yes’s.” Fretzin says that if you get one yes from 100 phone calls, you are successful. Just like anything else, increasing this percentage takes practice, practice, practice. You can benefit from the no’s; think about what you did and learn from what mistakes you may have made.
To read this article in its entirety you may purchase the January 2010 Edition of NMBJ by visiting the NMBJ Online Store or call 815.726.5555
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