There are golden rules to the game when it comes to any profession. These rules remain timeless, and sales as a profession is no exception. While the digital revolution has impacted the way you engage with customers, there is one golden rule in sales that still works wonders and is still relevant - cold calling!
One of the benchmarks of a b2b appointment setting service would be their experience in cold calling. If you want more clients, you need to have cold-calling experience. Here are some techniques that appointment setters need to use for better sales:
For higher sales, you need to know who your prospects are. You have to research the prospects to find out general information like their industry, company size, total experience, designation, or qualifications. You can move further to more personal information like the school they attended or the kind of music they like.
You need to focus on the target audience and do proper research to open doors and improves the chances of conversion.
It's not just the movies, sales too, needs a great script! Cold callers need a script so that the call time is managed well from introduction to closing, and they are prepared to handle any objections or questions.
Scripts will also help them in goal setting. Whether it is arranging the initial meeting or closing a sale, a script improves your chances.
Cold callers need to get their act right, and this requires practice. Use relevant parts of the script to make sure that you look well informed and not rehearsed. You need to improvise and be lively when engaging with the client.
You could be just another aggressive salesman for the gatekeeper or the receptionist. Successful appointment getters strike a rapport with the receptionist because she's your passport to the client!
Be at your most impressive behaviour and ensure that you have something her boss wants, and you're through.
It's not a 100-meter race, so you need to be smart and steady. Cold callers need to ask the right questions to convert a 5-second introduction to a 30-minute deal clincher! The more you listen, the greater your chances of conversion.
Nothing works better in cold calling than a common connection. This arouses the curiosity of the prospect, and they are more likely to hear your proposal. If you've been instrumental in helping a mutual friend achieve greater business success, then you've got the attention of the prospect.
To ensure a higher conversion rate, you should combine cold calling with cold emailing. An email to a prospect is a great reason to follow up with a call.
This will help you to start talking about your value proposition faster and closing the sale sooner. If you can't get the client on the phone, you could leave a voice message.
If you are from the same location as the prospect, this gives you a better start with the prospect as you are not focusing on sales. The prospect is eager to talk to you, and it becomes easier to shift to the sales pitch.
At the end of the day, you need to analyze their call, regardless of how it went. If it went well, it could still be improved. If it failed, you need to see which part of the call needs to be corrected.
You need an experienced b2b appointment setting service for higher revenues if you don't have experience in cold calling. If you are looking for appointment setters in Georgia, you could try Exclusive Calls who have more than 12 years of experience in providing trained and experienced appointment setters.