Cold Calling Do's and Don'ts

We have put together a quick check list of things to think about when you are starting a cold calling session:

• Make sure that you regularly carry out a Telephone Preference Service check on your data
• Ensure you have a very clear market focus and create clear propositions to key people
• Don’t try to be all things to all companies
• Carry out a thorough qualification of your target companies – to save a lot of selling time
• Don’t remove companies that you have qualified out of your database – you may develop a product or service that you may be able to sell to them at a later stage
• Don’t call too high, too soon – you will often only get one shot – make it your best!
• Do check and double check information you have uncovered – don’t be mis-informed
• Don’t be dismissive of Gatekeepers – sell to them instead
• Do develop and continue to refine a library of sound bites that can be adapted into focused propositions for key individuals
• Don’t start calling until you are prepared to deal with potential objections
• Do make sure that you are always polite and courteous and ask if it is convenient to speak.

Happy cold calling and we trust that these tips will help you.