Cold calling still remains a powerful tool for top telesales companies like The Global Associates even in this era of the domination of online marketing methods. The fact is that cold calling hasn’t lost its relevance or effectiveness even though most sales representatives, unfortunately, severely dislike the age-old art, not realizing the importance it still holds for telesales companies. They fail to understand the significance of the first few seconds of a call, a blunder that makes them lose so many golden opportunities. It’s imperative to do thorough research about the client organization before making a call in order to make the most out of every single lead.
It’s important for telesales companies to understand that cold calling is not an extempore act, one must plan well in advance as today’s decision-maker has a premium on his time. If you fail to convince them about the utility of your call for them during the first few seconds of the call, you are likely to hear that dreaded click at the other end pretty soon. Cold calling is an opportunity to connect with the prospects and starting the process of developing a sustained business relationship,however, they will naturally have a few doubts when you approach them. You must identify these doubts and prepare well to assuage them immediately if you want to have any chance of taking the sales process forward. Some of these doubts are discussed below.
- Will he waste my time?
Today’s top executives are far busier than their predecessors a few years back,they won’t entertain you if they don’t find it worth their time. They are not going to entertain you just for charity. Respect their time, always be brief and to the point.
- Does he have something substantial for me in his offer?
If you want the decision-makers to listen to you till the end, have something special for them in your offer. It’s mighty important to keep them interested through the call. Do thorough research about their main issues and requirements and then prepare a brief, smart script including all the salient features of your offer before you approach them.
- Does he have a suitable incentive for me?
You certainly need a carrot every time you call the decision-makers. Demonstrate in clear terms how your product can help them improve their productivity or save (or make) more money. These direct incentives should be an integral part of the script of telesales companies to keep the decision-makers interested.
The changed business scenario today has made the job of telesales companies very tough and challenging. It’s essential to identify the possible doubts your prospects might come up with and prepare good responses for them to effectively take the sales process forward.