Cold calling is still a powerful way to get your message in front of new people and potential customers. But there are some cold calling mistakes that send customers running for the hills—and don’t help you make any progress.
Avoid these common pitfalls to ensure you’re making the best possible impression on your prospects:
Mistake #1: Sounding like a salesman
To avoid sounding like a pushy salesman, you should:
Avoid using terms like “purchase,” “buyer,” and “spend.” Instead of saying, “When you buy this product, it’ll save you money,” try something along the lines of “You’ll find that this product will help you save time and money.” This is a subtle difference but one that makes all the difference in coming across as genuine rather than someone who is trying to sell something.
Avoid using scare tactics (“This offer expires tomorrow!”) or exaggerations (“You won’t believe how much money we saved our customer last month!”). These are common tactics used by salespeople because they work. But if you’re cold calling people who don’t know who you are or what company’s products or services they might be interested in buying from them yet—and most likely aren’t interested—they could come across as manipulative instead of helpful.
Mistake #2: Having a lack of confidence
Confidence is a key factor in your success as a sales person. If you don’t believe in yourself, how can you expect anyone else to? Confidence goes hand-in-hand with being able to sell.
It’s hard not to be impressed with someone who exudes confidence. Their presence is captivating, their voice resonates and they just seem like they know what they’re talking about. They are an expert at their craft and it shows through their actions and words.
People want to do business with people who know what they’re doing because they feel safe knowing that the person will do everything within their power to ensure them a positive experience and outcome of whatever venture or project the two parties decide upon working together on next time around too!
Mistake #3: Talking more than listening
When you’re cold calling, you need to show the other person that you care about what they have to say. That means listening more than talking and asking questions so that they will feel comfortable enough to keep talking. If someone has spent a few minutes on the phone with you, it’s likely because they’re at least somewhat interested in what you have to offer; use that as an opportunity for them to open up about their problems or needs.
If there’s any way for them not to interrupt each other during a conversation then avoid doing so by all means possible! Even if one person starts speaking before the other one finishes their sentence then quickly cease all activity until everyone has finished speaking their piece before moving forward again with whatever task was intended at hand (this includes typing into an email client). This ensures that both parties involved can fully express themselves without feeling rushed or pressured into finishing up quickly so as not waste anyone else’s time!
Here’s a great video from a TEDX talk about how to actively listen:
When you’re cold calling, it’s important to remember that the person on the other end of the phone isn’t going to be interested in what you have to say unless they already know who you are. Start with a friendly introduction and keep things conversational. Your goal is to build rapport so that when you get around talking about your product or service, there won’t be any resistance from your listener!