Comment maîtriser le démarchage téléphonique ?

"Research your prospects" is the cornerstone of mastering cold calling. Before picking up the phone, delve into your prospect's world. Explore their industry, challenges, and recent developments. Social media platforms offer valuable insights into their preferences and pain points. Tailor your pitch to resonate with their specific needs. This preparation empowers you to initiate meaningful conversations, addressing their concerns directly. Research transforms cold calls into warm connections, making your approach more personal and impactful. Remember, the effort you invest in understanding your prospect sets the stage for a successful conversation.

First, before any research, you must know exactly what ICP you will be focusing on. The approach of a transactional vs an Enterprise sell; it is way different. The approach from an HR company vs a Warehouse Logistics industry is also way different. Take that info into consideration.

Group calls together that are similar. When I had my catering company, I would contact all medical offices in the same session. You could learn a lot during the calls (acronyms being used, decision makers having like titles, etc). The more you can group things, the more learning you may find from that session.

Mastering cold calling is a difficult proposition. There are keys that will allow you to gain traction and immediate success: Create small, incremental goals to hit throughout the day, week, and month. These goals shouldn't be direct number of sales but more committing to behaviors that drive the sales numbers. Remain consistent: 1. Work ethic: Get out there in the morning and push right through the end of the day. Always make that 1 last call everyday. 2. Follow up: This builds reliability and trust. Remember, you are a stranger until you aren't. 3. Showing up: If you are knocking doors and keep a consistent schedule then you'll show you can be counted on. This is just a small example of what it takes to master cold calling.

Be yourself and make sure you're bringing positive energy to the room (usually a lobby or reception area). Deliver a concise message to be respectful of the gate-keepers time. Don't be afraid to comment on things you notice in the area, be a human, not a machine. You've done well if you leave with new contact information, you've done exceptional if you've met a new contact.

You certainly want to have a strong opening, but I like asking questions and letting the person guide what I share. Too often people go through an entire rehearsed pitch and most of the information is just white noise. Cold calling is like surgery, it should be planned out and precise. Imagine performing surgery before asking someone where the pain is.

The process of cold calling is very tiring and challenging but, Your introduction and opening should be very catchy so that it can get client's attention so they can give you time to propose your business. Do research on client's and know date of birth of client and his/her family, they might have a birth day coming or had one recently or maybe one of the family members, know client's favorite sports and teams, know products client's have with your company and advise what's products can benefit client and also allow client to ask questions/talk, Be glued up with the product you're selling so that you can be able to answer and give client more info and benefits of product. Offer your contacts to client for more opportunities and referrals

I believe the key to cold calling is knowing the product you are selling. The elements listed above are essential, but the key is figuring out how to use your product knowledge to give you the confidence to know you will help someone see a better, faster, or more profitable way to do business. That mindset prepares you to ask the right questions, tailor your pitch, and take control of the conversation.

I've always advocated planning what you're going to say. Early on in my career it was glaringly missing and I tripped over my words many a time. With experience, it became sub-conscious, but I'd always jot something down before calling. Then I'd play with the language for many years, until it became fluent and done without thought. Here's a tip. ALWAYS ask for permission (i.e. to speak) and try "is it ok to speak just briefly?" (or 'just quickly'). Play with the words and language always...

Yes, you need to plan your script from introduction to how to end the call. Having in-depth knowledge of your products and services is key for good delivery. Also, prepare your mind for rejections in case the feedback is cold, do not make your conclusion cold.

People 100% can hear you smile through the phone. You need to warm up your voice while also making sure your mind is right! If you are having a tough day or just came out of a difficult meeting, that is not the best time to contact people. I find that I like to pace around when doing cold calls. Helps work through the nervous energy while also letting me get my steps in for the day.

Be human. Don't set off your prospects radar by sounding like a Sales robot. Be clear and to the point. Who you are, who you're with, why you're calling them, and why they should care. Be ready. Know the most common objections you'll hear and have the ability to respond to each naturally.

It is a good point to warm your voice and maintain a good pace of speech. Learn to speak confidently all through the conversation. Should in case, you are asked a question that threw you off balance, ensure you don't loose the pace of your speech, in worst case, confidently tell them you will get back to them.

Don't listen to anyone, including myself, who tells you any way to get better at cold calling other than practising. Calling is like a sport; you won't get better at talking about or reading books (or LinkedIn articles) on it. Get calling.

Practice and more Practice. Record yourself - test - rewind, repeat. Preparation is key, together with tonality. Just pick-up the phone and let your uniqueness flow.

Remaining positive and resilient is the absolute must here. If you're positive it will shine through. If a caller is already negative before they start the call...it's never going to succeed.

Have a positive mental attitude and be optimistic you will get a good response. Have a list of the people you wanted to call and update it based on their responses. This will help you for follow up call and track your progress.

Early in the sales process, you should do less that 30% of the talking in my opinion. When you are talking, you aren't learning. The only way you will truly understand if you can help someone is by asking quality (open ended questions) and allowing the other person to tell you about their journey. I think stories are a great way to fill the 30% of the time you have. If they potential customer identifies an opportunity you have supported someone else with, tell that story!

'Active' listening is a true skill and art form. It's not easy, and I'm definitely NOT an expert. However it's something everyone can work on throughout their careers, and just knowing about it, and how it should be done, is a great start.

During cold calling, pay close attention to what the person is saying through active listening and also ensure you do not interrupt as a sign of respect. Engaging your prospect through open-ended questions is a great approach. Summarizing the prospect questions or needs before ending the conversion will give such person an impression that you truly understood his concerns.

If your prospect feels like they aren't heard, you've lost them. Start the call with an engaging value statement, and then turn your ears on. Chime in when necessary but let them speak!

Follow-Up is king; if it is done correctly. In your Cadence, have various calls touches. Every industry is different and the Cadence must be update accordingly.

Make sure you have a quality CRM you are using to track your sales efforts. Stay diligent with your follow ups and do what you say you are going to do. If you said you were going to connect on Friday, then do it. A small think, but this is a small way to show your dependability. If in doubt on what your follow up schedule should be, review the last few deals you closes and analyze the time between contacts and use that as a base. You don't want to be overly aggressive, but you can run the risk of letting a good thing slip away if you aren't careful.

100%....always 'agree next actions' and 'follow up'. Even if you think it's going to be a negative outcome. The follow up is absolutely essential and vital to positive future communications, relationship building, self reputation etc.

After cold calling, follow up via email by thanking the prospect for his/her time and audience. Briefly summarize the discussion to remind the prospect what you discussed and is also a means to pick what you mentioned but the prospect cannot remember after ending the discussion. Ensure you capture the action items, who is responsible for the action items and time frame for the response.

Business is best done face to face, so the goal of Cold Calling is to book a personal meeting. Never sell tour service or product, sell the meeting. Sellers with the most meetings sell the most.

Mastering cold calling (and face 2 face) will also require you to manage your Sales Call Anxiety (SCA), should you experience any of its facets/dimensions. In short, SCA has 4 dimensions: 1. Negative Evaluation of One-Self - Concerns of past failures, the thought of calling a stranger and exaggerated expectations of what can go wrong during the sales call. 2. Imagined Negative Evaluation - Exaggerated fears of public failure. 3. Physiological Responses - Elevated heart rate, sweaty hands and face to a dry mouth. 4. Urge to Perform Protective Actions - Speaking quickly, gazing away and avoiding eye contact as well as avoiding asking direct questions.