3 Cold Calling Mistakes Should Avoid. Here are 3 common cold calling techniques that you should probably avoid when you are calling for Marketing & sales.
3 Cold Calling Mistakes Should Avoid
Center the conversation around yourself and what you have to offer
In the old-fashioned approach, you make a call, introduce yourself, explain what you do or your services or products, and suggest a benefit or feature of your service or product. And then you close your eyes and pray that the other person will show interest in your product or service.
Unfortunately, the moment you stop talking you usually hear, “Sorry, I’m busy,” or “Sorry, I’m not interested.”
You see, you have started your call by talking about your own words and what you have to offer either product or service. But in reality, most people are not all that interested in you. When you talk about your company and your product or service, it’s just another call for an advertisement to them. You have not engaged them, so they often just “turn off the call.” Like if you found a book not interesting to you, you just close the book.
Prospects are much more interested in themselves and what’s important to them. So if you start the conversation by focusing on their world, they’re more likely to interact with you.
So instead, talk about an issue or problem they may need solving. Focus on them rather than on what you have to offer. And see where it takes you.
Be confident they should buy your product or service
In the old cold calling technique or mindset, you are taught to focus on the sale and be completely confident that what you are offering is something the other person should buy.
The problem with this approach is that you have not asked them to determine this along with you. So think about it in the old mindset, you are really deciding for someone else what’s good for them. I know this is not intended, but that’s exactly what comes across to your prospects.
So rather than being full of confidence and enthusiasm, stop for a minute and think about the other individual. Relax into a real conversation instead of moving into a persuasive strategy or sales pitch. Put yourself in their shoes and invite them to explore along with you whether what you have to offer is a match for them.
Others really can distinguish the difference. You are inviting them to see if you might be able to help them solve a problem. This makes for a much better connection right at the beginning, and you will get that immediate rejection reaction much less.
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When someone brings up an objection, try to overcome it
You know, one of the reasons cold calling is so difficult is that sometimes you may not be very familiar with the other person and their business. When you make that first call, you don’t know very much about their issues, problems, budget, and time constraints.
Chances are, not everyone is going to benefit from your product or service.
So realistically, your company, service, or product is not going to be a match for everyone. And yet, when someone brings up an objection (“we don’t have the budget for that,” etc.), the old cold calling mindset trains you to “overcome,” “bypass,” or “override.”
But when you do that, you put the other person on the defensive. Something they have said is being dismissed. And here is where rejection can happen very suddenly.
So it’s much better to listen to their concerns and continue to explore whether what you are offering makes sense for them. There are some wonderful phrases you can use that validate their viewpoint without closing the conversation.
So now you have discovered the 3 major cold calling mistakes people often make. See if you can shift away from those old self-sabotaging mindsets. When you do, you will notice that people will engage you much more, and the immediate rejection you have grown so accustomed to will happen much less.