Lead generation companies know that no one likes cold calling, so helping staff to pick up the phone confidently from day one is essential. However experienced you are with making telemarketing calls, and however confident you are in your products or services, picking up the phone and dialling someone who’s not expecting your call can be daunting. But with cold calling continuing to top the leader board of successful marketing methods for building relationships and securing leads, it’s a discipline that no business will want to ignore. What’s more, lead generation companies understand the power of telemarketing, to reach infinitely more companies than face to face meetings.
At Blue Donkey, we know a thing or two about transforming cold calls into warm business relationships, keep reading to find out how.
One: Have faith in your products and services
If you’re confident about your products and services, this enthusiasm will come across as soon as the other person picks up the phone. Most good lead generation companies would recommend you write down 10 excellent facts about your business and its products. These should be aspects of your business that will excite and enthuse your target audience because they make you special in some way. They are the things that set your product or service apart from the competition.
Be clear about how these 10 features could benefit the company you’re calling. Consider their business needs and company goals. If you can demonstrate how your product or service can save them time, save them money, make their life easier or improve the quality of their work, you’ll be onto a winner.
Two: Use your senses
The more senses you can use when making a business call, the better. Though the telephone takes a number of senses out of play, you can increase your awareness of the situation by using visualisation. Next time you make a cold call, try to visualise the face of the person you’re speaking to before you begin. When they answer, talk to them as if you were speaking face to face. Lead generation companies find this technique helps make the conversation flow more smoothly and makes picking up the phone less daunting too.
Many professional sportspeople use visualisation techniques to improve their performance in big competitions. As well as helping them to focus on their ultimate goal, visualisation helps to build confidence and create an expectation of success, two things that are incredibly important to lead generation companies when making cold calls.
Three: Smart objectives
SMART stands for Specific, Measurable, Achievable, Realistic and Timed. By setting yourself these parameters at the beginning of a call, you can push yourself to achieve tangible goals and maximise your impact. According to career management and learning experts Mind Tools, SMART goals are an effective tool that provides the clarity, focus, and motivation you need to achieve your goals. It can also improve your ability to reach them by encouraging you to define your objectives and set a completion date. SMART goals are also easy to use by anyone, anywhere, without the need for specialist tools or training.
If you can get yourself into the right mindset, use positive visualisation techniques and set yourself clear, achievable goals systematically, regularly and in a disciplined manner, you won’t only find your cold calling is more successful, you may even find it empowers you.
At Blue Donkey we call this process, intelligent telemarketing. We’ve seen our client companies go from good, to great by embracing the opportunities presented by systematic, intelligent use of the telephone.
Talk to us today to learn how we can develop and train your in-house telemarketing crew, or outsource your lead generation to Blue Donkey’s seasoned teams of expert communicators, and transform your business.