Help needed with Cold Calling

[LHall]

I work for a photocopier supply and servicing company and have been given the wonderful task of cold calling businesses - asking if they would like me to send a brochure and details on a new product deal, and I'm struggling with it to put it mildly.

Even though the company offers a good service the promotional offer is good, I just can't seem to interest other people. I am getting even worse at it because of the negative feedback, and I'm now to the point where I totally clam up on the phone and dread going to work! I have been advised not to take it personally, but that's easier said than done.

I would be interested to know how would people like me to approach them if I was to call? I would really appreciate any advice. Many thanks..

Lesley-anne

[revsorg]

I sympathise entirely.
 
I work meticulously to ensure I don't have to make cold calls, but I realise everyone can't be that lucky - it's taken me years to get to this position and every once in a while I have to start thinking about procuring new clients and the thought fills me with dread.  One thing I focus on is winning big clients because you need to win fewer of them.  I am also lucky that what we sell is dynamic, being driven around the requirements of the marketplace, so we can adapt our product line (websites in my case) to the continually developing set of requirements that clients have.
 
The thing I found that helped a little when I made cold calls is:
 
- to learn a basic sales spiel (don't know if you spell it that way) so you don't have to think too much on the fly.  Refine your sales patter over time as you figure out what people respond well to.
 
- make your phone calls at your productive times of the day and leave the list making and admin tasks to times of the day when you can't call people, like lunchtime and late afternoon.
 
- agree a realistic number of calls that you are going to make with your boss.
 
- really believe in your product, and in your own ability to overcome obstacles.  Overcoming obstacles isn't all about taking them head on, it's much better to think laterally and work around them.  This kind of thinking can lead to some very enjoyable phone calls every once in a while, which are your brief moments of respite from an otherwise horrid job.
 
- think consultatively, rather than as a salesman.  This might make you less good as a salesman but you'll be able to walk away from work thinking you've helped people.
 
- if you don't like cold calling and that's what your job entails then get a new job.  Sorry if this sounds flippant, but life's just too short to waste it.  Much too short.

[bizal]

The days of true cold calling are long dead and long may it stay that way.
 
The first and most obvious tip is make more than 1 call to the company.
 
On your first call(s) prfile , profile and profile more i.e. find our who the decision maker is, when the contract is up for renewal, what they like and dont like about the current supplier etc.
 
Add this data to your sales database i.e. act goldmine etc. and scedual the call back based on the above information. i.e. if the contract is 9 months away call them in 7 ( if no notice period is required) months time.
 
Stage 2
 
ONLY now speak to the decision maker and provide a solution, not a list of question. You know they need the product / service and what they are looking for so explain the solution. Book meeting and if possible re confirm requirements and any purchasing criteria.
 
Once again cold calling is dead. Find requirements and timescales and then call the decision maker, not before!!!

[feline]

If your job entails cold calling, I suggest you learn the skills on how to be good at it.  The advices given are really worth doing and trying.  If in due time you still don't improve and are not happy with your work, then maybe it is the time to find for another one.

[taiarain]

I loathe cold calling so I'm of no help.

Taia