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Effective Cold Calling Techniques: How Do the Pros Do It?

written by: Sharon Katzman•edited by: Linda Richter•updated: 2/3/2011

Are you wondering how difficult it is to master effective cold-calling techniques? Several techniques are reviewed in this article about what you can do in order to be more comfortable with making cold calls--like a pro.

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    Tips from the Pros on Cold Calling

    When it comes to effective cold calling, there are some that do it better than others. Chances are these are people who have been in the industry for a FreeDigitalPhotos, phone, Ambro while and have learned that this is one of the best ways to get new business. While you may not be good at it now, with a bit of training and mastering a few tricks, you can be an expert at it.

    Attitude – One of the biggest things you can do to be successful at cold calling is having a good attitude. This means you believe that the call will be a success and that you will make that sale or accomplish your purpose. It is like smiling when you make a phone call--the person at the other end can tell if you are smiling and it will make a difference in the success of the call.

    Focus on the person – Focus on the person you are calling, not on yourself. This means interacting and remembering the conversation and asking about it the next time. Keep a notepad with you when you are making calls and make notes about what you discussed. Understand that now may not be the right time but a few months down the road it may be a better time.

    Do not focus on the sale – When making calls, focus on what the other person is saying to you. What you are calling about may not be a good fit for him or her, and it's important to recognize this and not try to sell him on it. This will help to build trust with your customer and he may give you the name of someone else that would be a good fit.

    Preparation - One of the best things you can do to lessen your dread of cold calling is to prepare. That means you are prepared to make the call and discuss whatever you are calling about. You may want to have a script ready, plus notes about product details or anything else that will make the call easier for you.

    Calling space – When you are making your calls, stand instead of sitting as this does affect your attitude when you're on the phone. The set-up of your office can also make a difference in how you come across on the phone. Make sure that you are relaxed and focused and that there are no distractions when you are ready to make your calls.

    Know your purpose – When you make your call, be clear and concise about why you are calling. Be concise with your opening proposition, not detailed and specific. You can get into details later once you determine that it is a good time to talk to the person you are calling. If it is not, ask him when would be a better time to chat.

    When you're cold calling, being prepared and confident in your abilities will help you achieve good results. It does not have to be difficult, and effective cold calling is only as hard as you think it is.

    Image credit: FreeDigitalPhoto, Ambro