What is Cold Calling? – Definition, Differences, and More
Cold Calling Definition
Cold calling is a sales strategy to capture potential customers without them expecting interaction at that particular time.
In a cold calling, the purpose is to meet potential customers, carry out prospecting of them to include in a second subsequent phase in which made telephone sales calls made.
What are the Differences between telephone sales and cold calling?
Although initially, they can be confusing, each one has a series of different characteristics and objectives.
- It is the initial step to telephone sales; its objective is to undertake a more advertising and persuasive action.
- For example, when they suddenly call to give information about car insurance.
- It is a call not expected, and an investigation made during the call of the possibilities of that potential client.
- In this action, the seller is directly trying to persuade the user to buy his product or service.
- Previously, they have prepared through different techniques to exercise pressure and very persuasive work.
How to make a cold calling?
There is no concrete formula for success when making a cold calling.
- What is certain is that each seller has their tricks, but there are proven recommendations that can make that cold call become a success.
- The time of the call influences a lot the profile to which the company directed has a lot to do with assessing.
- And also, what time will be the most recommended so that the recipient’s attitude is more open to receiving information.
- The security that the telemarketer implements when calling is essential, and a subsequent sale can be closed in a second phase or meeting in person.
Some of the steps that work to make effective cold calling are as follows:
- Present yourself formally at the start of the call: The receiver needs to identify who is calling.
- Explain the reasons for the call: Giving information will always build confidence to know the potential customer about the unexpected call.
- Ask, but do not interrupt: Avoid continuous interruptions, leaving the client to express his doubts and questions.
- Verify the data: It is very important to recapitulate and make clear the client’s data, possible meeting if there is one or next call.
- Ingenious and effective exposition: To leave the information clearly and exposed in a way that surprises and benefits the potential client.
- Writing a script: Having a guide handy is important to focus on important comments and not getting carried away by other unnecessary issues.
- Call log: Carrying out a guide and a call order will make the work easier and will improve the planning to follow. Since if a call to the same user repeats by mistake, it will lessen the credibility of the job done.
The person in charge of making cold calls will find it easier to carry out his work. And also, obtain results if the fact of knowing how to listen and speak to people regularly pleases him.
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