Tag: cold calling

The Do’s and Don’ts of Cold Calling

Posted on | by Sienna

Primary do is “Get your S!@#T together and just do it.” Put time aside every day.

Primary don’t – Put it off because you don’t like it.

Cold calling is an effective sales technique, when done correctly, where a salesperson contacts potential customers who have not previously expressed interest in the offered products or services. The goal is to introduce the product or service, generate interest, and potentially set up a follow-up meeting or sale. Cold calling can be daunting, but as one of the oldest forms of marketing, it really can work.


Here are some do’s and don’ts to help you make the most of your cold calling efforts:

The do's of cold calling

Do’s:


Do Research:

Research your prospects thoroughly before making the call. Understand their business, needs, and potential pain points.


Do Prepare a Script:

Have a well-prepared script that outlines the key points you want to cover. Be ready to adapt based on the conversation.


Do Personalise the Call:

Start with a personalised introduction that references something specific to the prospect, such as their recent achievements or relevant industry news.


Do Be Professional and Courteous:

Maintain a professional and courteous tone throughout the call. Respect the prospect’s time and preferences.


Do Establish a Connection:

Build rapport by showing genuine interest in the prospect and their business. Ask open-ended questions to encourage dialogue.


Do Focus on Benefits:

Highlight the benefits and value of your product or service rather than just listing features.


Do Handle Objections Gracefully:

Be prepared to handle objections with well-thought-out responses. Listen to the prospect’s concerns and address them calmly and confidently.


Do Follow Up:

If the prospect shows interest but isn’t ready to commit, schedule a follow-up call or send additional information.


Do Keep Track:

Use a CRM system to keep detailed records of your calls, including notes on the conversation and next steps.


Do Respect Do Not Call Lists:

Ensure you are compliant with all relevant regulations, including respecting do-not-call lists and other privacy laws.

The don'ts of cold calling

Don’ts:


Don’t Sound Scripted:

Avoid sounding like you’re reading from a script. Practice to make your delivery natural and conversational.


Don’t Be Pushy:

Don’t pressure the prospect into making a decision on the spot. High-pressure tactics can damage your credibility and rapport.


Don’t Talk Too Much:

Avoid dominating the conversation. Aim for a balanced dialogue where the prospect feels heard and valued.


Don’t Ignore Rejections:

If a prospect clearly states they are not interested, respect their decision and end the call politely.


Don’t Focus on Negative Aspects:

Don’t speak negatively about competitors or dwell on potential problems. Focus on the positive aspects of what you offer.


Don’t Overwhelm with Information:

Avoid bombarding the prospect with too much information at once. Keep your pitch concise and to the point.


Don’t Forget to Listen:

Don’t neglect active listening. Pay attention to what the prospect is saying and respond accordingly.


Don’t Schedule Calls at Inconvenient Times:

Be mindful of the prospect’s time zone and typical business hours. Avoid calling too early, too late, or during lunch hours.


Don’t Fail to Identify Yourself:

Always introduce yourself and your company clearly at the beginning of the call. Transparency builds trust.


Don’t Make False Promises:

Never promise something you can’t deliver. Honesty and integrity are crucial for building long-term relationships.

Cold Calling

Effective cold calling is a powerful tool in Sales, offering direct engagement and numerous opportunities for business growth and development. By following these do’s and don’ts, you can increase the effectiveness of your cold calling efforts and build stronger connections with your prospects.

Contact KONA today to discuss our tailored Sales Training Programs and the benefits they can bring to your Sales Team.

Call 1300 611 288 or email info@kona.com.au

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How can I master Cold Calling with Confidence?

Posted on | by Sienna

Cold calling, despite its reputation, can be a valuable tool for expanding your network, generating leads, and building meaningful business relationships.

While it might seem intimidating, a well-prepared and personable approach can turn cold calls into warm conversations.

Garret Norris, CEO of the KONA Group’s take on Cold Calling:

“I still find time to and value in cold calling and consider it an important skill. Cold calling can indeed be an effective method for reaching out to potential customers, clients, or partners. It can help you establish new connections, generate leads, and promote your products or services.

However, I acknowledge that cold calling can be challenging and sometimes met with resistance. As technology and communication methods evolve, some people might find cold calls intrusive or inconvenient. That’s why it’s essential to approach cold calling with a well-prepared and respectful strategy. So what I do to help me is:

Research: Before making a cold call, I research the person or company you’re reaching out to.

Preparation: I never have a script; I have a general outline of what I want to say.

Value Proposition: I clearly communicate the value or benefits of my offering.

Politeness and Respect: I am respectful of the person’s time.

Listening Skills: I shut the !@#$ up and pay attention to what the person is saying and ask open-ended questions to engage them in a conversation.

Follow-Up: If the person is interested but not ready to commit immediately, I make sure to follow up at a later time.

Adapt and Learn: I continuously assess my cold calling strategies and adapt based on the outcomes. “

We will explore easy and effective ways to make cold calls that can yield positive results.

Many people fear cold calling. But by following some simple and effective tips, you can master cold calling with confidence.

Preparation is Key

Before picking up the phone, take the time to research the person or company you’ll be calling.

Understand their:

  • Needs
  • Challenges
  • How your product or service can provide value

Preparation not only helps you tailor your conversation, but also demonstrates your genuine interest in their success.

Craft a Friendly Opening

  • Start your call with a warm and friendly greeting.
  • Introduce yourself and your company succinctly.
  • Avoid launching into a sales pitch right away.
  • Focus on building rapport and establishing a connection.

Have a Clear Value Proposition

Clearly articulate how your product or service can solve a specific problem or address a pain point for the prospect. It’s always helpful to communicate the value you bring in a concise and compelling manner. You should avoid jargon and technical language that might confuse or alienate the person you’re speaking to.

Listen and Engage

Cold calls are not just about talking; they’re about listening and engaging in a genuine conversation.

Ask open-ended questions to encourage the prospect to share their needs and challenges.

Listen actively and show empathy. This not only builds rapport but also provides valuable insights for tailoring your pitch.

People answer cold colds, contrary to popular belief.

Address Objections Gracefully

Expect objections and be prepared to handle them.

Instead of brushing objections aside, acknowledge them and provide thoughtful responses.

Demonstrating your willingness to address concerns shows that you respect the prospect’s perspective and are committed to finding solutions.

Keep it Short and Relevant

Respect the prospect’s time by keeping your call concise and to the point.

Focus on the most relevant information and benefits.

If the prospect shows interest, you can schedule a follow-up call or meeting for a more in-depth discussion.

Follow Up

After the call, send a personalised follow-up email summarising the key points discussed and expressing your gratitude for their time.

This reinforces your professionalism and commitment to their needs.

Practice and Refine

Cold calling, like any skill, improves with practice. Make several calls to different prospects, adapting your approach based on the responses you receive. Over time, you’ll gain confidence and refine your technique.

Cold calling improves with practice. By adapting your approach, overtime you will gain confidence.

Cold calls don’t need to be daunting. With the right approach, they can be an effective tool for expanding your business and building relationships.

Through preparation, engaging in meaningful conversations, and addressing objections, you can turn cold calls into valuable opportunities for growth.

Remember, every call is a chance to learn, connect, and make a positive impact. So, pick up that phone, and start building bridges one conversation at a time.

Contact KONA to discuss tailored training programs for your team.

Call 1300 611 288 or send us an Email:  info@kona.com.au

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9 Important Tips For Setting Appointments

Posted on | by Sienna

How to start a sales call the right way - CrankWheel

Business owners and salespeople often use phone calls to book appointments with clients and prospective customers. To do this successfully you need confidence in the relationship-building aspect of telemarketing. You have the responsibility of displaying your product or service in an honest and professional way and you are aware of the value of what it means to exceed the expectations of your customer.

But what steps can you take to guarantee your best chance of securing an appointment?

1. Have A Plan

 Preparation is vital. When you go into a conversation prepared with what you want to say, you can be confident that you are covering all important matters. You will be able to keep control of the conversation and bring it back if it drifts off-topic.

2. Make Your Offer Early
It is important to spark interest early on and to combat objections promptly with an offer that is full of benefits. You need to be quick to ensure negativity does not affect the customer’s decision.
3. Conversation Is Key
Ask short, open questions to gage as much information as possible from the customer. Your questions should be relevant to ensure you keep their attention and you should repeat their answers back to them when suitable. Talking for too long and confusing the client with your questions can lead to them tuning out of the conversation.
4. Handle Objections
Show the customer that you understand their situation by recognising their objections. Use phrases like ‘I understand how you feel.’ Let them know that you have had other customers that had similar objections when they first came onboard. This will demonstrate that you are experienced. Clarify that the purpose of the appointment is to understand their position and then suggest an appointment time. Competitive Objection Handling 101: Your Guide to Knocking Competitors out of Deals and Earning the Trust of Your Buyers - Klue
5. Don’t Give In The First Time
Objections are inevitable and when they happen, it is important not to repeat the objection back to the customer or go too much into it. Don’t take any objections personally and ask the right questions to better understand their answer. It is common for it to take a number of conversations with the prospective customer before they accept your offer of an appointment, so don’t get disheartened if they do not accept the first time around.
6. Don’t Be Afraid Of Uncertainty
Admitting when you don’t know the answer to something or needing to check with someone else is not a bad thing. Building a foundation of trust with your customer is so important and if you bluff your way around their questions, it is likely they will find out and that relationship will be damaged. If you have uncertainty around an objection or question, tell them that, and get back to them with the right information.
7. Research Before You Call
The more you know before picking up the phone, the better. If you have just a name and a phone number, you can still make an effective sales appointment. If all else fails, you can always turn to Google. Or, if you’d rather, you can reach out to your connections on LinkedIn. You can even check with your network contacts to see if you know anyone who knows the prospect. You may be able to get a referral from a mutual contact. The 18 Best Places for Sales Reps to Research Prospects [Expert Tips]
8. Create A Good Opener
Once you get the prospect on the phone, you have about 10-20 seconds before they’re ready to hang up on you. Most people automatically reject you as soon as you start trying to sell them. If you want to get past a potential customer’s rejection filter, you’ll need an opener that surprises or intrigues them. Something that will make them sit up and take notice. Once you have their attention, you can set up an appointment or at least get them to listen to what you have to say.
9. Pick A Benefit That Most Interests Your Prospect
When you have done your research and know more about your prospect, you can better customise your pitch to fit their needs or pain points. This way, you are more likely to get their business. Pick a benefit of your product or service that you think will most appeal to your prospective customer. Explain how that product or service provides this benefit to them. Our billing system helps give you peace of mind.

7 Essential Tips to Set Sales Appointments Geared for Success • Bookafy

Timeless Advice Is The Best Advice. Sell the benefits and value, not features. Come prepared, find out what the customer’s concerns are and present them with solutions. When you offer them the chance to find out more about something that they may have a hard time saying no to, offer an appointment.

Are your team following these appointment setting tips?

Contact KONA today for customised training for your business!

click here to contact the KONA Group red button or call 1300 611 288

437 Reasons Why Cold Calling is Not Dead

Posted on | by Sienna
437 Reasons Why Cold Calling is Not Dead

I used to work with a Business Manager who in a previous life had been an officer in the Australian Military. In all senses of the word he is a tough man. He used to jump out of planes at 30,000 feet in the pitch black of night; swing in through windows on the end of a rope to free hostages; a master at non armed combat.

Then he got into the world of business and realised to survive in the commercial world one key skill he needed to have was – how to prospect, including how to cold call people he had never met.

After all of his past life or death experiences, this was the greatest fear he had ever had to overcome. It resulted in him procrastinating and finding other things to do, other than picking up the phone to build his business.

Most people dread cold calling a prospect even though it could lead to a sale.

In our experience in running Power Hour training, the 3 biggest mistakes that many people make is that:

  1. They don’t plan enough contacts beforehand so never get on a ‘verbal roll’;
  2. They don’t practise what they are going to say and therefore get tongue tied;
  3. They actually try to gain a commitment on a cold call by talking about their products/services rather than what they can do for customers

The reality is people have never appreciated being interrupted at work to talk to a complete stranger and then having to make a commitment, unless there is going to be a real benefit to them.

Trying to sell a particular product or service the first time you talk to somebody is a huge mistake.

Here are 5 Easy Steps to Improve Your Team’s Prospecting

KONA include these five steps in many of our Sales Training and Power Hour Prospecting programs that have resulted in Participants achieve the following results:

  1. Making 437 appointments in ONE POWER HOUR!
  2. Another team made 361 appointments in ONE POWER HOUR
  3. A third team SOLD over $1,200,000 of stock in ONE POWER HOUR

Step 1. The first thing is make a list of 50+ target contacts, including names and numbers (preferably mobile).

Step 2. Then develop some sort of script. (You do not have to follow every single word but a script can help you avoid blunders that most people commit when under pressure).

Step 3. With a little bit of Research and Customer Insights you should know what are potentially some of the issues and problems your prospect might have in their business, either by position/role, industry/market segment or business environment that you can help overcome.

Step 4. Clearly develop a WIIFT – “What’s In It For Them” – benefit to with meet you

Step 5. Then ask for a time and date but don’t try to book it too soon. Aim for a couple of weeks away when people typically have more space in their diaries than this week.

Becoming Proficient at Cold Calling

With experience and the right mindset that you are helping prospects with a solution to their problems, you will gradually improve and become proficient at Cold Calling.

And the Business Manager I mentioned at the beginning? He is now highly successful and the driving force behind one of Australia’s most recognised brands

Note: KONA’s Power Hour and Sales Training programs are about results and appointments, NOT theory and promises. 

Therefore, as part of the training workshop we can actually have participants on the telephones calling real life customers and prospects so that you gain an immediate ROI!

So if your sales team needs to generate more sales and more clients, call KONA’s Power Hour Specialist today on 1300 611 288, or email info@KONA.com.au, or text 0425200883

The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & Coaching, Key Account Management Training, Call Centre Training & coaching, Negotiation Skills Training & Coaching, Motivational Speakers, HR Consulting; and more.

To increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or text 0425200883 or email info@kona.com.au to discuss how we can help you to improve your organisation’s results.

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