Reach out to your warm and sizzling hot prospects first!
1.Make a list of where those prospects are likely to hang out
2.Go in dressed as professionally and as sharply as possible
3.Add a touch of elegance to your “identity”, by paying closer attention to the type of pen you carry, the watch you wear, the briefcase that you use and how well presented your shoes (or stilettos) are.
If you dress like a “businessman”, you’ll be seen as a businessman (and occasionally as a bloodsucking politician). If you dress up as a bandit, you’ll either be seen as a news reporter or bandit.
4.Be about as well-groomed as you were (or hope to be) on your Wedding day starting with your hair, nails, earlobes, and teeth. If you notice any horns sticking out of your head, now would be a good time to file those down too.
5.Be cheerful and smile with your eyes and teeth. Yes, that does mean showing all your teeth and fangs (inside and out). If you just smile with your teeth, you could send a completely different (and somewhat frightening) message.
6.Always greet the person by their first name and lead with a firm handshake. A firm handshake will work in your favor provided you don’t completely crush the other person’s hand. And leave them howling with pain.
7.Present yourself as a Consultant who’s there to make the quality of their lives better in some way. Salespeople are generally viewed as vampires who are out to bleed them dry.
8.Have your sales script prepared beforehand, so that you know what to say, what not to say, who to say it to and when. Otherwise you could end up pitching your products and services to just about everyone in the building (including the janitors). But not to the decision makers who generally live in burrows (and away from the bright light).
9.Have contingencies in place for each scenario. If things go awry, do you have a plan B, C, D and EEE to seamlessly transition into? And if none of it still works, do you have a getaway vehicle or chopper on standby?
10.Attend every good Sales Seminar that you can think of starting with Brian Tracy (or just watch a few prerecorded ones instead)
When Cold calling becomes a necessary evil, aim to get through about a million calls at once, whilst prioritizing your appointments by their geography, not by who called first or by who “sounds the nicest”. Otherwise it may take a couple of years (and a ton of gas) just to get through the appointments. Also, you may wanna adopt Will Smith’s cold calling strategy from the movie “Pursuit of Happyness” of not hanging up between calls.