Every company needs new business to survive, and in this tough economic climate more and more companies have taken to going out and searching for new business themselves rather than waiting for it to come to them. Even if you don’t work in a call center, there will still be times when you need to pick up the phone and offer your services to a new potential client. Lots of people fear the phone for various reasons, and the fear of making a sales call usually comes from the fear of being rejected. But if you could take each rejection from a sales call and learn from it, the benefits of doing them could potentially lead to massive revenues for your company.
Here are our top tips on how to master that sales call that you always dread!
- Find your audience
Finding your audience is key to making a sales call. There is no point calling companies where your services wouldn’t really apply or you know wouldn’t be able to afford your product. Make sure you get in fresh data and categorise your audience into high and low end sales. Be careful with bought in data on spreadsheets, as these are only up to date on the day you receive them and can expire quickly with company details changing constantly. If you want constantly updated data, try a cloud based tool such as Sales Joe. Sales Joe comes pre-loaded with over 12 million decision makers’ contact details and information on every business within the UK. It is updated on a daily basis so you never have to worry about the data expiring.
- Tailor your pitch
Before you even pick up the phone, jot down a few notes on your key products or services; just a few USP’s, benefits of having the product and how it could help a potential client. Everyone hates getting a call where the sales person reads from a script and it has no relevance at all to their industry or company. Do some research on the key industries you’re targeting, and try to get some statistics to back up your claims of why this company would need your product or services. Try to personalise and tailor your pitch the best you can and always remain polite and courteous of the prospect.
- Ask questions
Don’t make the call all about shouting about your business. Asking questions is always the best way forward. Don’t make out like you know nothing about your prospect’s company, however take a keen interest in how they operate. Solution based selling has high rates of success, and to do this you need to ask about the problems they are having that your product could potentially solve. Also, by asking the prospect questions you are able to gauge where they are in the sales process and what you could do to get them to the end, resulting in a sale.
- Choose your time to call
This may sound strange, but calling at a certain time of the day or week could deem your success rate. Try to work out the best time to call a prospect by making a note of when you were able to speak to them and when they weren’t available. If you’re trying to reach a decision maker, chances are they will be pulled into meetings and conference calls throughout the day. An early morning call may be your best chance of catching them not only for a conversation, but also when their mind is clear before a day of business. There are some companies who have a target to hit each month, so avoiding last days of the month could also be something to note down, as well as lunchtimes and weekends.
Cold calling doesn’t have to be so scary, hopefully by following these steps you will be able to master those sales calls and bring on new business!