Cold Call Tactics That Increase Sales

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Information about Cold Call Tactics That Increase Sales
Business & Mgmt

Published on December 19, 2013

Author: AAyuja

Source: slideshare.net

Description

This presentation provides few cold calling tips from HBR to help increase appointments with prospects.

Cold Call Tactics That Increase Sales us at www.aayuja.com *Via  HBR Blog Network Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013

1 Get the direct line of the person that you are cold calling This doubles the probability of the person answering the phone.

2 Separate your cold calling into two activities: prospecting to find the right person, and call blitzing to get that person on the phone.  We  recommend  prospecting  during  normal  business  hours  (starting  around  10-11:30  am)  when  administrative  assistants  are  in  the  office  and  call  blitzing  during  “call  windows,”  before  8:30 am and after 5:30 pm when admins  are gone. Some other great times to call  are  five  minutes  before  the  top  of  the  hour,  catching  the  executives  before  their  next  conference  call  meetings,  and  holidays  like  President’s  Day,  when  executives  are  likely  to  be  in  the  office  and other business may be slow.

3 Know the difference between persistence and annoyance Follow  these  rules  of  thumb  to  be  professional  while  consistently  reaching  out  to  prospects:  manage  the  flow  of  information  (make  sure  it’s  a  constant  flow),  personalize  each  message,  vary  the  medium  (use  an  alternating  combination  of  voicemails  and  emails),  and  always  add  value  with  each  subsequent touch.. AAyuja Internal and Confidential © 2012

4 Utilize online resources There are so many new tools to help you out, including information sources like LinkedIn, Jigsaw, InsideView, and ZoomInfo. With ConnectAndSell you can even outsource your dialing and block an hour to sit at your desk to only talk to live prospects when they get a “connect.” AAyuja Internal and Confidential © 2012

4 Utilize online resources There are so many new tools to help you out, including information sources like LinkedIn, Jigsaw, InsideView, and ZoomInfo. With ConnectAndSell you can even outsource your dialing and block an hour to sit at your desk to only talk to live prospects when they get a “connect.” AAyuja Internal and Confidential © 2012

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