Cold Calling Preparation

Copyright (c) 2011 Julie Austin

Nobody can sell your product or service like you can. Even if you plan to hire salespeople you still need to know how to sell yourself. You need to be able to teach your salespeople how to sell your business.

You will need to be prepared to make a cold calling campaign successful. Start with a script and rehearse it several times. You don't want to sound like a telemarketing robot, just get yourself familiar with the script so you really know what you're talking about. Then you will feel comfortable about going off script.

Warm up by making your first call of the day to a trusted friend. This should be someone that will put you in a good mood. It's hard to stay motivated when you are cold calling, but every time you have a success it makes it easier to make the next call. Tell yourself that what you have to sell is valuable and the buyer will be lucky to have it. Selling is about solving the other person's problem. Before you can convince the buyer, you need to convince yourself that what you have is worthy of their time.

Make some warm calls first. These are to people that you have a connection with. Maybe they came from a referral or you met the person at an event. The conversation will probably go smoother if you are making warm calls. Every call that goes well will get you more excited about making the next one. It's important to keep your confidence high when you are cold calling and selling.

The gatekeeper is probably going to be the first person you will talk to. The secretary or receptionist might be the first gatekeeper you encounter. Expect in advance that he or she will have to screen you. Be prepared for it. Make a friend of them and make it easy for them. Get this person on your side. It's likely that you will be talking to these same people again at some point in the future and they will be able to help you. Ask questions of the gatekeepers and make them a friend. You want to make sure you are contacting the right person and this is the time to find that out.


------

Julie Austin is a "Go To" media expert on innovation and creativity. She's also the inventor of swiggies, wrist water bottles, which are sold around the world and the author of "The Money Garden: How to Plant the Seeds for a Lifetime of Income". http://www.createforcash.com