3 things to do before you begin a cold-call

In starting out this blog, I want to share my experiences on how I've been successful in cold-calling, but please do take in to note that these methods work for me based on my past experience.  So, why am I publicizing this information if it won't benefit you?  Good question!  (if you are hopefully thinking that!).  In sales, we ultimately all strive close deals and get the sale, how we get to that point is irrelevant - everybody has their own methodology that is unique to them.  I will stress you should keep your natural style and incorporate anything that you feel will improve you.  It's a matter of getting the best out of you!


The following points are ones I incorporate in all my calls, also these are things that make cold-calling all the more enjoyable!


1. Start calling from the bottom up in the org chart - 


Anytime you start calling up a key or target account, don't try to go after the C-level executive, VP, Director, etc. positions.  The reason behind this is that they are already overwhelmed with information and it becomes difficult for them to determine "what makes you better than all the other people calling them?".  Instead try from the bottom as these are people, who have more time available, are not information overloaded, and MOST IMPORTANTLY know of a problem the company has but have no say to resolve it.  If they divulge this out to you, you can easily position yourself with a decision maker on how you can resolve their dilemma. 


2. Get to know the person -


Many times you call up a lead or a prospect only to determine they are not the right person for you to call up.  Don't despair!  You have a live person on the phone that works in the company you are trying to get your foot in the door with.  Here is an approach I take going forward:

• Be sincere (almost to the point of being innocent) and apologize saying you don't know how you thought that they would be the right person.  Apology is key as you are taking their time and sincerity makes you a down-to-earth "clean" person - and people love to help those salespeople over the aggressive unruly ones!
• Ask them what they do if they are not the right person - people love to talk about themselves, so take this as an opportunity of getting to know more about them.  They might also reveal challenges in their role and department - all valuable information to share as you speak to more people in the organization.
• Get guidance from them - be sincere and ask them if they might know of who takes care of this - they might be hesitant on sharing information about others, so ask them if they know the department that handles this.

3.  Move the conversation slow - 


Too many times I have observed people rushing through a conversation - if you do this - DON'T WORRY - it's normal!  The reason why this happens is that you are so energized when you are dialing (or dial for dollars as the saying goes) that your conversation is also at motor speed!  This is the point, you lower your energy and start the conversation slow.  


As you develop rapport with the person then start to increase the intensity and bring them to a higher-energized level.  You want to do this as higher energized people can make quicker and faster decisions than when you are lower - resulting in a scheduled follow-up meeting.  Remember when people are working they are laser focused on the task and when you called you just broke that!  Regardless of your schedule, don't be in a rush with the conversation, it's kind of like karma their position and title then move on to seeing it slow