When you need to make an outgoing call for sales, there are very clear things that you can do to improve results.
1. Improve Your Mind
Making outgoing sales calls can be very challenging mentally. This is because we are likely calling people that are not expecting our call and we stand to face some sort of rejection. This can stir up some cold call anxiety that is comparable to how a young man feels at a high school dance when he needs to walk across the dance floor to ask a young woman to dance. In both of these scenarios, there is an awareness that rejection is possible and this can cause a decent level of discomfort.
To decrease this stress and improve your mental state, there are a few things that can be done:
Know your value: It is likely that your business helps customers or clients in some way. It is helpful to be aware of this value that you deliver and have it at the top of your mind when making outgoing calls.
Go through sales affirmations: It can help to go through some sales affirmations that summarize why your company, your products and services, and you as a sales person are good and possibly better than the competition.
2. Have a Value Statement
One thing that you can use on every outgoing call is to have some sort of value statement. This is a one to two sentence statement that summarizes the core value that you have to offer the prospects that you are calling.
3. Prepare for Objections
You will face objections on just about every outgoing call that you make. With that being the case, to improve sales results, we can easily prepare for these objections by outlining which ones are likely to get thrown at us and then script out the best responses that stand to keep the call going.
4. Cold Call Script
One of the most challenging things about outgoing sales calls is that you never really know what direction the call is going to go. One way to decrease this uncertainty is to develop some sort of cold call script.
This does not need to be some lengthy and verbose script that needs to be read word for word. But some sort of outline that one can either use as a guide or as a tool to figure out what direction to take the call at least right out of the gate, can greatly improve results and make the outgoing call easier.
5. Perform Some Research
We can always stand to improve outgoing calls when we do some research prior to the call. This could be doing some research on the company, on the individual we are calling, and some research on any history between your company and the prospect. There are many online resources that should be able to provide valuable data that can help your call in some way or another.
The information that you collect during research may enable you to modify the questions that you ask to make them more tailored to the prospect, which can make your questioning more powerful.