London, UK
Sometimes the hardest part of cold calling or telephone sales are the opening remarks. Before you create interest by posing a question or making statement, you have to introduce yourself correctly and professionally, then you must establish rapport between you and your prospect. In most cases you’ll be speaking to gatekeeper who tend to give poor telemarketers or cold-callers short thrift if they are impolite, evasive or downright rude. Another one of the worst things you can do is to sound too slick, or putting it another way your script sounds as though it’s a script! My advice is to calm down, speak slowly and simply say something like:
“Good morning/afternoon, I’m Jeremy Jacobs calling from GDM marketing, we specialise in cross-cultural sales training”. Then pause, before continuing, “I need to speak to Mr Jones please”, or if you don’t have a name (less likely nowadays because you will have done your research) “I would like to speak to the person who holds authority for your training budget”. Alternatively, you could ask “Is Mr. Jones the right person I should be speaking to, or is it one of his colleagues in Procurement”?
Once through to “Mr Jones”, then you can start thinking about creating interest. More on that tomorrow.
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[...] This post was mentioned on Twitter by JeremyJacobs, ambrosine Shitrit. ambrosine Shitrit said: RT @JeremyJacobs: Is Monday morning a good time for cold calls? http://lnkd.in/_aYwAt // no [...]
Jeremy, you can make coldcalls anytime in the working day. Your “TCBF” is a great idea. I’ve found that making calls before the 9am start can be very productive.
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[...] annoying habit of telemarketers when cold-calling in the mispronounciation of people’s names. If your record file or CRM system says you need [...]