Without Sales, we don’t have a business.
The dictionary definition of selling is to “exchange a product or service for money.” But how do you get someone to buy your product?
Sure, in today’s technical world, you can launch a product/service and sell said product/service online without ever seeing or speaking to your customer. And I’m sure each and every one of you has bought a product or service like this. However, this method takes a lot of time marketing your product and a lot of money focusing on campaigns, social media posts, email lists and advertising.
What if I told you there was a way to attract customers to your business that actually works? It’s a method that has been around for years and has a bit of a bad rap.
How COLD CALLING can help you build your business faster and more profitability
Prospecting, filling your sales funnel, building your pipeline. Whatever name you want to give it, it is the simplest, most cost-effective methods and has the highest ROI for your time.
Social media has a sneaky way of making us think that we are actively prospecting for new customers. You put out a post on your personal page or your business group about your product or service, sit back and wait for the customers to roll in.
Right? Wait, what? You don’t get many customers that way?
Ok, all kidding aside, social media can be our friend in business. However, it can also waste a LOT of time. And now with all of the algorithms and sponsored ads, some social media posts aren’t even getting seen by the people we want to see them.
What is a COLD CALL anyways?
If you google it, the definition you will get is: “an unsolicited visit or telephone call made by someone trying to sell goods or services.” This is where the bad rap comes in. That word “unsolicited”. It just sounds dirty, doesn’t it?
Let’s think about it in a different manner. Instead of making an unsolicited call to someone trying to sell them your products, what if you were to offer something to this prospective customer? Something that could potentially change their lives? That’s what your product or service is!
You need to believe
This is the first step to making a successful cold call; you need to believe in your product/service and want to share it. You truly have to believe, that if your prospective customer does not purchase what you have to offer, that they are really, truly missing out. Your passion for your business has to shine through. And this cannot be a “fake it, until you make it” kind of passion. It has to be real. So, if you are trying to sell something that you wouldn’t buy yourself, it might be time to look for other options. If you are living the passion, then move onto step two.
Who are your Prospects?
The second step to successfully cold calling is to determine who you are going to call. Make a list of every single person or business you can think of. Then make sub-categories. What do these people have in common? They might be co-workers, have similar interests, have mutual friends or be in the same business sector. You are going to write down everyone you can think of. Don’t even think about whether or not you think they might buy what you are selling, because really, who are you to decide that?
What can you offer these people that will benefit them?
This is going to be specific to your product/service and it is extremely important to have a clear picture of what it is you are actually selling. Think about what makes your product/service special. Often times it might not actually be the product itself, but what they get from using the product. Or, that special something might even be YOU! Take some time to really think about this. Write it down and get really good at explaining to people what it is you are selling them.
EDITOR’S NOTE: This post is part of a two-part series. Come back for part two next week. In the meantime, catch Laura talking about how to plan and make a full day of sales calls happen on this Fempire LIVE replay.