Heating Up Cold Calls: 21 Tools for Tremendous Telephone Techniques

Written by Stephen Libman


OK, let's heat uprepparttar cold-calling debate. Is everyone a salesman? Yes! Do most people have to make cold calls at some point? Yes! Do most people hate to make cold calls? Yes! So, you have two choices; either hire someone (a professional telemarketer) or do it yourself. If you haverepparttar 106007 budgetrepparttar 106008 hire someone, great! If not, read on.

To be a successful cold-caller you needrepparttar 106009 following in your toolbox; an understanding of what constitutes a cold-call, a list of qualified people to call, an understanding ofrepparttar 106010 "numbers", a notepad, pens, scripts (at least 3), a calendar, a tracking system, a personal performance tracker, a mirror, relevant reference materials,repparttar 106011 right attitude, hands free headset, a commitment, a smile, a schedule,repparttar 106012 right questions, a bullet-proof rejection shield, an automatic objection response generator, a clearly defined goal, andrepparttar 106013 knowledge of your purpose. Let's review each one in detail.

Tool 1 - an understanding of what constitutes a "cold-call" A cold-call is simply an outbound call made to someone you have never spoken with before. It is not a referral. That's a warm call. It is not any inbound call, even if that's your first contact. An inbound call is a blessing because someone wants to speak with you. Cold calls are often impersonal and must be made "personal" as soon as possible.

Tool 2 - a list of qualified people to call If you are not calling qualified leads then you might as well get outrepparttar 106014 yellow pages and start dialing. Hitting qualified people boost your close rate dramatically and eliminates wasted time. Invest your time in qualifying before calling. You will still have to further qualifyrepparttar 106015 prospect once onrepparttar 106016 phone. It would be ridiculous if you offer enterprise-sized solutions and called a small business. Even ifrepparttar 106017 person wants to buy, you would have nothing to sell.

Tool 3 - an understanding ofrepparttar 106018 "numbers" OK, we all know it's a numbers game. So, determine whatrepparttar 106019 "superstar" ratio is and work towards beating that figure. Establish where you are now in terms of success and you know how far you need to go. What, you don't have a clue how many calls to make? Ok, try 40 - 60 a day. For example; you place 60 calls resulting in 20 responses, resulting in 5 decision makers reached, resulting in 1 presentation. Assuming you close 1 sale for every 3 presentations, you will have made 180 calls over three days. Your numbers may vary but it's all numbers.

Tools 4 & 5 - a notepad, pens This is an easy one right? Wrong! The notepad and pens are obviously to take notes. But itsrepparttar 106020 type of notes you take that makerepparttar 106021 difference. Listen for words describing how they process information. People have a dominant "channel"; visual, auditory or kinetic. They tell us their channel by saying things like "I see what you mean", "I hear what you're saying", "this feels right to me". Also, listen for buzzword terminology and play them back. Say someone says "I'd like to take this step-by-step" you could respond later inrepparttar 106022 conversation with something like "let me walk (if kinetic) you through this step-by-step". This is powerful stuff! Better yet, it works!

Tool 6 - scripts Call them notes if you don't likerepparttar 106023 term scripts. But, have at least three of them;repparttar 106024 First Contact, Follow Up, and Close. Scriptwriting is an art but there are some definite guidelines you can follow. Make sure you are using scripts that are proven to work. For example,repparttar 106025 First Contact script must include; an introduction, purpose of call, caring forrepparttar 106026 individual, a number of close-ended questions to ensure you have a decision-maker, probing questions, value statements, action, and close. You can see a lot is involved so make sure you get it right. Need help with your scripts? Get it! It's that important. Don't know where? Contact me!

Tool 7 - a calendar Finally, an easy one. You need an electronic or paper calendar for reverence. Ties in with Tool 8.

Tool 8 - a tracking system ACT, Goldmine, Daytimer, make one up, etc, whatever works for you but you must have a way to track every activity.

Tool 9 - a personal performance tracker This is part of Tool 8 if using automated systems like ACT or Goldmine. Whether you are or not, a personal performance tracker keeps tabs onrepparttar 106027 statistics,repparttar 106028 "numbers". This way you will know how many calls, how many people you reached, etc. It also records your comments such as; how far you got, problems you encountered, notes for improvement, etc. This is an indispensable tool for success.

Tool 10 - a mirror You simply need to watch your facial expressions making sure you are positive, energetic, and upbeat. It also give you a way to make sure you are using Tool 15.

Tool 11 - relevant reference materials You will probably need directories and lists of some sort however compiled. Make sure you have those references always handy.

Tool 12 -repparttar 106029 right attitude What is your "AQ" or Attitude Quotient? Without a positive mental attitude things that get you down, keep you down. For making cold-calls you need enthusiasm, you need to feel like a winner even when you are not, you need to exude self-confidence even when yours is low, you need to be excited and passionate about your product or service, and you need positive self-talk to carry you throughrepparttar 106030 tougher moments. The more attitude qualities you have (or subsequently get),repparttar 106031 betterrepparttar 106032 results. When someone asks you how you are doing, you answer, "I'm Wired, Fired, and Inspired!" Or, as Attitude Expert Keith D. Harrell always answers "I am Super Fantastic!". Other's I know answer "I'm Taking It To The Next Level!", "Absolutely Outstanding!". You getrepparttar 106033 point, people, like "UP" people.

Answers to Your Questions About Executive Coaching

Written by Susan Dunn, M.A., The EQ Coach


What is executive coaching? Coaches help executives increase their productivity, quality, work relationships and work satisfaction by increasing their emotional intelligence. They also helprepparttar executive define authenticity and values. Skills, training, education and experience will get you inrepparttar 106006 game, butrepparttar 106007 higher up you go,repparttar 106008 more your emotional intelligence makesrepparttar 106009 difference.

An executive coach is part advisor, part sounding board, part cheerleader, part manager, part strategist. And, evidently, part guardian angel. “A coach may berepparttar 106010 guardian angel you need to rev up your career,” says MONEY Magaine.

Harvard University research shows that 85% of top performers’ and managers’ success is due to 20 people skills that can be learned and mastered. We can increase our emotional intelligence over time, unlike our basic IQ, and it matters more to happiness and success. It is crucial for executives and leaders.

According to Warren Bennis, Ph.D., Distinguished Professor of Business Administraion, USC, “Emotional intelligence, more than any other asset, more than IQ or technical expertise, isrepparttar 106011 most important overall success factor.”

One executive coach says that he “helps executives and teams reach peak performance in both their professional and personal lives.” Some ofrepparttar 106012 areas that might be addressed are leadership, communication skills, team building, stress management, conflict resolution, overcoming blocks to success, emotional intelligence, and work-life balance.

A MAJOR GROWTH INDUSTRY

According to “The Economist,” (Dec. 2002), executive coaching is growing by about 40% a year.

It’s a major growth industry saysrepparttar 106013 Harvard Business School Journal, July 2002. “At least 10,000 coaches work for businesses today, up from 2,000 in 1996. And that figure is expected to exceed 50,000 inrepparttar 106014 next five years. Executive coaching is also highly profitable; employers are now willing to pay fees ranging from $1,500 to $15,000 a day.”

Start-Ups Magazine names coaching asrepparttar 106015 number two growth industry after IT (Information Technology), and says it’srepparttar 106016 number one home-based profession.

Whyrepparttar 106017 boom? John Kotter, Professor of Leadership, Harvard Business School, says it’srepparttar 106018 pace. “As we move from 30 miles an hour to 70 to 120 to 180…as we go from driving straight downrepparttar 106019 road to making right turns and left turns to abandoning cars and getting on motorcycles…the whole game changes, and a lot of people are trying to keep up, learn how not to fall off.”

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