The 4 Tools of a Successful Cold Caller
There's not one sales management tool that fits all of the processes of a sales organization. To get a perfect fit, you need to use multiple, specialized tools and make them work together.
Cold calling is definitely not dead, and you can load up your sales tracking software with quality leads when you use these four critical cold calling tools.
1. Lead Generation Tools
It is important to have strong lead generation tools to develop a strong cold calling list. Database services such as Hoover's will provide you with the details you need to create comprehensive lists. A service such as InfoUSA offers tools that will allow you to develop lists based on a wide variety of pertinent criteria.
2. Research Tools
A cold calling method without research is destined to fail. The internet is filled with online research tools such as BizJournals.com, Google Business that can give you a lot of information about the prospects you will be calling. Social media platforms such as Linkedin, Twitter and Facebook are also great researching resources for your cold calls. The more research you do before you start calling, the easier it is to make your prospect feel comfortable.
3. Lead Tracking Software
Good lead tracking solutions are essential for a cold caller because they help keep all your opportunities organized. When dealing with cold leads, a strong system for organizing clients based on various criteria is critical. For example, your pitch for companies with 10 employees will be different than your pitch for companies with 500 employees.
Lead tracking software allows you to take your research and use it to put your cold leads into an efficient system. Your lead tracking software should also include tools that allow you to immediately send off follow-up emails and help you to track the progress of each lead. Myphoner has features that allow you to schedule call-backs, and alert you when it is time to follow-up with a prospect.
The follow-up after a cold call can be just as critical as the call itself, but the process can be cumbersome. With the follow-up email feature from Myphoner, you can enhance your customer relationship management skills and keep your company name in front of your prospects.
Cold calling is a critical start to the sales process. If you do not have the right tools to be a successful cold caller, then you are not helping your sales department to be successful.
4. Proper Practice
A good pitch is researched, written, and rehearsed. You should have a product database at your fingertips that gives you the information you need to capture the attention of your prospects immediately. In a cold call, you're limited to only a few seconds to make a good first impression. Strong product knowledge is going to allow you to make that first impression and turn a prospect into a sale.
Your pitch should be written, re-written, and practiced to be as smooth and natural as possible. If it sounds like you are reading a script, then you will lose the interest of your prospect. But when your pitch is smooth, you can engage your prospect in a conversation.
Your pitch improves the more you allow it to evolve. As you talk to more prospects, be sure to alter your pitch based on the feedback you get. As you change your pitch, continue to rehearse it to keep it flowing naturally and engage your prospects.