Small Business Tips for Cold Calls

Small Business Tips for Cold Calls
by Jeff Gross

Being a small business simply does not afford you all of the opportunities for sales and marketing available to larger corporations. You need to be smart, nimble and deliberate with your entire budget, and that includes the different sales tactics employed. While the internet of course and even television and radio spots certainly have their place, there is still real value in the art of cold calling. There is a huge difference between a successful cold call campaign and a poor one however so we are going to help you out with some tips aimed specifically at small business:

1. Keep your eyes on the prize -- One of the first and biggest mistakes companies of any size make when conducting a cold call campaign is putting any one individual sale over your brand and image. Here's a fact; for every old lady or naïve youngster a salesperson bludgeons with used-car fast talk and selling tactics into buying, that person tells 10 friends and relatives what a terrible experience it was. That's fine for the carpet-bagger fly-by-night con-artists out there, but to be a successful business in the long term your brand needs to be more important than any single sale. Always be polite, if they say anything about you it should be what a pleasant experience it was speaking with you. That compliment is with a hundred, even a thousand sales real life sales in the long-term.

2. Your target -- Not every product is right for every person. You need to know exactly who your target is and never have a "generic" pitch that appeals to everyone. Even though you don't know necessarily who is going to be answering the phone in a cold call situation, speak to each as if they are that exact target. A focused pitch always ends in more conversions.

3. Don't fit the stereotype -- We all know the cold call stereotype. Be the exact opposite of that. Never rude, never desperate, ask for a call back politely if they are trying to hang up and you may be surprised how many people say "okay" -- more surprising how many call backs end in a sale.

4. Introduce the company -- You want them to know who you are. Part of cold calls is creating brand awareness. If you are trying to hide something you are not doing it right. If you are polite, courteous, friendly and have a great script people will think more highly of your brand and product so make sure they know who they have a higher opinion of since the phone call.

5. Write information down -- Make sure there is a simple way for salespeople to keep track of a conversation for any call backs. People don't want to go through the entire pitch again in this situation.

Peter Ekstrom is one of the top names in sales and has helped countless companies improve their figures through smart salesmanship. Learn more about how to increase your sales by visiting Peter Ekstrom at Cold Call techniques.

Jeff Gross may be contacted at jeffreyedmonton@yahoo.com

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