Are you suffering from Sales Cold Calling Phobia? Don’t worry, I was a junior sales rep once too, I know the feeling. Sales cold calls can be challenging, absolutely no doubt about it. If it makes you feel better, even some of the most experienced sales leaders will skip a heartbeat before starting a big sales call. With the right agenda and approach, you can overcome your fears. I am going to share five important success cold calling tips to help you take control of your meetings right from the start.
1. An Agenda Is A Must
Without proper planning no process can work and no objective can be achieved. Remember that when in sales, you don’t call a bunch of random numbers and start selling your products. It’s a fool dream and many junior sales rep happen to commit this mistake. Before calling someone, the first thing one must do is to understand the product inside out. Know what issues it can fix and which areas it addresses. Afterwards, if your company has a sweet spot portfolio, good enough. You can start reaching out to companies which share the same profile. However, if you just joined a pretty new company you’ll have to imagine yourself as a prospect and have to analyze how this offering is going to help you. This practice will constantly help you identify potential niches where your product will be well suited and might become a need. Let me guarantee that at different stages of product life cycle, not only junior sales rep but even the founding members of a company always revisit this strategy and try to imagine what wonders their product would do if they themselves happen to be the customers.
Afterwards, you’ll have to have a look at the list of decision makers, find their contacts and reach out to them with a proper pitch and a follow up plan.
2. A Good Junior Sales Rep Always Gets To The Point Directly
There’s no need to brag about your company’s achievements, your awards or your milestones. These won’t really interest your prospects. Being a junior sales rep, you should always start your calls with a direct and straightforward approach. “I am ________, my company is offering ________ which will solve ______ problem for you and boost this statistic XYZ% higher.” It’s always good to include a statistic!
3. Research is Must
Apart from your prospect’s account details, you need to personally research their business and everything can can directly or indirectly relate to your product. You never know what will come up in your sales conversations! Is your prospect in Cleveland? Better check the score of the latest Brown’s game. There’s no harm in investigating your prospects. Make sure that when you’re ready to reach out, you’re prepared with a complete picture of your prospect.
4. Follow up!
You must follow up after you’ve called your prospects. Right after the very first call, book a time in the coming week to repeat the offer at hand. Following up is a critical step, because it will keep the prospect engaged, and keep you in their spotlight. It’s unlikely you can cover your full pitch in one call. Similarly, one call simply is not enough to observe your prospect’s problems from every possible perspective. It’s always helpful to maintain a calendar for your outreach and follow up activities. Schedule your follow up meetings on a shared platform such as Google Calendar, so your prospects won’t forget about them either. A junior sales rep is all worried about selling the product at the very first contact, which usually never happens. It’s all about relationship building and following up with the interested profiles.
5. Be Confident In Your Pitch
Remember that when you get to talk to the decision maker, you’ve already accomplished a large step in your mission, and the rest is up to you. It shouldn’t, I repeat shouldn’t matter to you if your prospect is in a much higher pay grade than you. If you can’t get certain impressions out of your head, you will get intimidated and begin confusing yourself or stammering, which can instantly break a deal. In a typical sales call, only 27% of the communication happens in words, and the rest of the communication is through your tone.
To sum things up: Have an agenda, do your research, be specific, follow up, and be confident. Sales is a challenging career. If you can learn quickly and learn good practices from the beginning, you can ace your job.