What makes a good cold caller
What makes a good cold caller:
The survival instinct, or desire to move their career forward, or fear of failure, that manifests in following ways and in sufficient quantity when calling:
Understands:
· that no one wants to be sold, to be solicited, or to be cold called, to be bothered, to have their privacy invaded by someone they don’t know…, to not be in control.· That no one trusts someone who just calls them up and tries to sell them…..· That credibility enables access· That people want attention
And responds by:· persisting thru this stage (maybe one call, maybe seven!) with value…not just with persistence….value· By sensing what level of trust building and information delivery and demonstration of capability and demonstration professionalism is required to move beyond this stage and has a tool kit to help get there……· By losing debates or arguments with clients· Remembers that beyond this stage is a person eager for information, everyone wants someone to help them make crucial investment decisions and present opportunities.
· Somehow, finds a way to get an appointment out of the call. Or moves the relationship forward, not backward, and gives and gets market knowledge
1. Maintains the intention to get an appointment. Avoids qualifying clients as to their intention (to sell or not) until later.
2. Persists like a child, but knows when to back off:
· Be hungry for windows of opportunity: turns on a dime and closes. · Asks for the appointment. · Converts features to benefits, this means speaking in terms of the value to the client. Focusing on what’s important to the client.· Yet knows that the long term relationship may be better served by coming back another day, realizes that sometimes an inch of progress is all you can make.
3. Gets a two way conversation going, elicits participation; Knows what the client says is more important and Listens very carefully to the hello and any other answer for cues.
4. Prepares by asking yourself what you have to offer, CONTENT, (opportunity in deals or information) constantly refreshing and searching for market knowledge; ask yourself “why shouldn’t they hang up on me?” Knows where they live, how they hold title, what else they own, etcClears his desk of distractions other than info that may aid the call.
5. Uses questions;
· To hunt for windows (alleviate problem or take advantage of opportunity), · To demonstrate knowledge and make the person respond. · That don’t bore the client or indicate that the caller hasn’t done his homework. · Avoids yes or no questions. (How do you keep up with rents in your area?)
5. Listens: Trains himself to be focused on listening when spoken to, avoids interrupting and avoids planning responses while listening, and uses every clue in tone and content to respond, to learn, and to know where to go next.
6. Volume calling on a daily back to back basis. This refers to the value of calling consistently not every other day.
7. Be curious: “just out of curiosity….” Clients often only give pieces of information that make you naturally wonder-who, what when where or why.
8. Uses stories and anecdotes to