9 Tactics To Heat Up A Cold Call (Part 2)
Today’s topic is what many of you have been waiting for: Part two of 9 Tactics to Heat Up Your Cold Call. If you missed it, check out the first video for the first 4 tactics.
Here’s a quick recap of what we’ve learned about already:
- Making a value product to give to your target market
- Asking current customers WHY they picked YOU
- Speaking in front of your target market
- Being in front of your target market consistently
Let’s take a look at the final 5 tactics:
- Break the Ice: The key is to find common ground fast. Use the tools available to you to find out more about your client, such as information from a website. Finding common ground fast works because people like people who are like them.
- Use Social Media as a Tool to Build Relationships: Social media is a huge tool to building relationships. LinkedIn is a popular service that can help connect you with potential clients. Some people even use Facebook as a tool to create groups that attract the target market.
- Make it Easy for People Working with You: Whether you’re making cold calls or meeting people for the first time, find a way to make it easy for them to talk to you. People are busy, and if you aren’t able to make an impression immediately, they’re not going to remember you.
- DO NOT discount a Gatekeeper: A common mistake people make is thinking they need to get the decision-maker the first time they make a call. If you call and there’s a gatekeeper, do not treat them poorly, or it’s over. You want to make friends with the gatekeeper, so you will be able to ask them for help later.
- Do Something Different: The people you are calling are most likely bombarded with sales people and phone calls every day. Do something that will help you stand out among them.
Cold calls really aren’t that bad, it’s just a matter of how much fun you make them and what tactics you employ for them to be successful.
Today’s topic is what you’ve been waiting for. It’s part two to the 9 Tactics to Heat Up Your Cold Call. (Go head over there to see the first 4 Tactics!)
A quick recap:
1. Make a value product to give to your target market
2. Asking current customers WHY they picked YOU.
3. Speaking in front of your target market.
4. Being in front of your target market consistently.
So onto part two and the final five tactics.
5. Break the Ice. The key here is finding common ground fast. So if you have to cold call- whether it be in person or on the phone, the way to warm it up is by finding common ground fast (aka building rapport). And what I mean by this is use tools available to you to find out more about your client, whether you look on their website and compliment them on something that they’ve achieved or something they’re working on. Maybe you share a particular article that you know would help enhance what they’re doing in their business. Look for ways that you can break the ice and find common ground fast because people like people who are like them. It’s a very simple strategy.
If you want the advanced strategy… you want to mirror them as much as possible. What I mean by mirroring is mirroring their breath, what they do or how they move. Are they direct and to the point, do they like to talk a lot? We can talk about this in a future article. The point here is to find common ground ASAP.
6. Use Social Media as a Tool to Build Relationships. (This is another way to find common ground). You can use social media as a tool to build relationships. Many people use LinkedIn as a way to connect with potential clients and start building that relationship there. Or you could even use Facebook as a tool and create groups that attract your target market who would all be cold calls that now become warm calls because you’re helping guide them and lead them to the next step. You could do three day challenges, seven day challenges. I mean there’s so much you could do with social media.
On top of that, there’s a tool that you could use that I’ve actually used before called Refresh. Refresh is an app you can download. I have an iPhone so I’m not sure if it’s on both Apple store and Android. It connects to your calendar and your social media. What will happen is it will pull from your calendar the names of the people you have meetings with and then it will search them on social media and it will give you insight. It will notify you about a half hour before and it will ding and say, “Hey, I have insights for you meeting with Joe Smith.” You can look at that and see what the highlights are of what they’ve done on social media. So this would be a great way if you know you’re going to a client, you can bring in some of those insights. Be sure not to be creepy though. Make sure that it’s things that would compliment what they’re doing or give them appreciation for the hard work or whatever the case is.
7. Make it Easy for People Working with You. When you’re out there cold calling, or you’re meeting people for the first time, or you’re trying to find ways to warm up that cold call, give ways to make it easy to talk to you. Make it easy to have a conversation. Make it easy for them to find you after. Make it easy to where they don’t have to do a lot of the work because you know as well as I do that people are busy. And unless you make a huge impact, or you make a huge impression on them or their business by bringing massive value immediately, they’re not going to remember you. It’s going to take some time to build that up.
And this is also a sales tip. This isn’t just a heating up a cold call tip. When you are making it easy, let’s say that you had a call with someone. You promised them something, maybe they asked for a resource. Then you gave them that resource, and then you’re asking them for the business or the next appointment but they don’t respond. And you’re sitting on your end saying, “Well, I already emailed them. I’m waiting for them to respond back. I want to be polite.” Well, a lot of times, emails get lost in the shuffle or they don’t see them or whatever.
If you’re waiting on them to reply or you’re waiting on them to fill out the contract or you’re waiting on them to do something that causes extra work for them- I suggest you find ways to make it easier on them. For example: having a contract already filled out with their information, giving them a link to your schedule to book the meeting. Or following up with them and providing value when you follow up so that you’re not re-introducing a cold call in the sequence. If you wait too long and they forget about who you are, it’s almost like every time you follow up, it’s a brand new cold call because they’re saying, “Who the heck are you? What? I’m confused.” So you don’t want to recreate a cold call for yourself.
Number eight and number nine are in-person strategies. So if you have to do any cold calling in-person, make sure, make sure, make sure, make sure that….
8. DO NOT discount a Gatekeeper. A common mistake of people who are in sales or selling their business is that they think, “I have to get the decision-maker. I have to get the decision-maker. I have to get the decision-maker.” (This is also on the phone!!) If you’re calling and there’s a gatekeeper involved, do not treat them poorly. If you treat them poorly, it’s over.
You want to make friends with that gatekeeper as soon as possible so that when it gets to the point when you’ve followed up and you’ve honored them and treat them like a person, treat them like the decision-maker. When you’ve gotten to that point, you can then earn the trust and earn the space to ask them for help.
“Hey, you know what? Can you help me? Do you know how I can get to Bob, the General Manager. Because you think there’s benefit in using us but do you think he would? Can you help me out with that?”
It gives you more leverage. Then for the decision-maker, it makes that cold call much warmer if his trusted assistant, executive manager, whoever it is that you’re calling on is walking you into the relationship. Could you imagine? That would be amazing.
9. Do Something Different. These people are bombarded with sales people, offers, and phone calls each and every day. Try something different to stand out. For example, a lot of other people take cookies or candies or whatever. What if you took a flower? I mean just a single rose. People like getting flowers, especially if it’s unexpected. Maybe you know of gift that would enhance their business or maybe it’s a $5 Starbucks gift card. Think of ways to be different than the other people who are contacting them and asking them for business. Use this as a way to stand apart.
You could send a care package to your potential clients or maybe you’re going to call them and just tell them, “Hey, I’m thinking of you. I just wanted to say, ‘Have a good day.’” What are some ways that you can be different and break down that barrier that goes up in a cold call?
So those are the nine ways, and I really want to close this by having you ask yourself this question:
What can you do that honors you and that’s what’s different than what the competition is doing? What can you do different that honors you and that’s different than what the competition is doing?
Cold calls really aren’t that bad, it’s just a matter of how much fun you make of them!
Please let us know how we can create more content and resources and answer your questions. What’s the most burning thing in your business that you need help with in relation to sales and lifestyle? Email us, let us know and we’ll definitely make a podcast or an episode or a video to serve your needs. Until next time, signing off…