9 Tactics to Heat Up a Cold Call – Part 1
Do you feel like cold calling hinders your sales? I have four strategies for you that will help you heat up those cold calls. They might not be 100% fool proof, but they will definitely get you started on a successful path. It’s important to have a clear understanding of WHO your target market is and how you serve them.
Tactic 1: Make a Value Product
Put together a free product that you can give to your potential client, and be sure to follow up. Sometimes you won’t have to follow up directly, especially if you have an email marketing system that is doing the work for you.
Tactic 2: Contact Your Current Customers
Getting in touch with those who already work with you will help you know what you’re doing right. Ask questions, and make sure to take notes!
Tactic 3: Speak in Front of Your Target Audience
This may sound a bit intimidating, but a captive audience of prospective customers is one of the best things you could ever have.
Tactic 4: Networking
Make yourself available in places where your target market hangs out. Attend networking events, join Facebook groups, and spend time getting to know how you can serve them best!
Try putting these four things into action and watch your sales turn around!
(Stay tuned for part 2 of 2 where I reveal the final 5 Tactics!)
I am asked all the time:
“How do I sell when I hate cold calling?”
“Do I have to cold call in order to be a good sales person?”
“I hate getting rejected and the phone slammed on me. How can I heat my cold calls?”
This article will go into the first first four strategies on how to heat up your cold calls. Now I want you to keep in mind these are not 100% fool proof. Your business, role, or career is different and unique than anybody else’s out there. Some of these strategies may be a perfect fit, and some may not because every sales cycle, target market, and business is different. I encourage you, better yet – I challenge you to listen so that you can get at least ONE thing you can take back to your business. I also challenge you to listen and if it doesn’t apply 100%, see how you can modify it and make it work for you.
Everything I’m about to share is based on you knowing who your target market is and knowing exactly who you serve because that will make it so much easier to make your cold calls warm calls. If you are going out there and you don’t have a target market, and you’re just out there reaching out to people, many of your calls will feel like cold calls. So these will be even better maximize-able and implementable if you already know your target market.
Tactic #1: Make a Value Product.
This could be an ebook, a free gift, a DVD, a YouTube video series, etc. Put together a free product and give it to your potential client (aka your target market). Be sure you follow up.
Caveat: not every free gift needs you to follow up directly.
Sometimes you will have an email marketing system that’s doing the follow up for you. Or your freebie will be an attraction marketing type of product just like a client who I’ve worked with, Christine of www.ChristineMJ.com.
My client Christine works with moms to help them find the value in honoring themselves so that they can be a better wife, mother, and parent in their family unit. She finds that a lot of moms out there spend a lot of time focusing and giving all of their energy to their family, which is really amazing — but not if it’s at the detriment of being the best YOU that you can be in your family unit. She helps moms to find the joyful you inside of themselves.
We were working on a way for her to approach moms and get her name and business out there. She created a business card that she’s giving to moms when she’s out and about in the community.
The other side of the business card has her contact information.
She’s using this as an attraction marketing tool to get her name in front of her clients but giving something valuable that makes them feel honored and loved. If she sees a mom who’s struggling or feeling down, she will give them this card to remind them of how amazing they are. They keep it and on the other side is her contact information. I love this as a way to create value for your clients and potential clients. It’s an excellent way to heat up the cold call so to speak when you’re out there meeting moms. She’ll drop this in their cart or their purse or wherever she can do it inconspicuously. She may even hand them to them straight up.
The thing I love best is when she gives them to the moms who are out there and their kids are throwing tantrums in the aisles or they’re throwing food all over the restaurant. Any type of horror situation that any mom has gone through where they’re already feeling embarrassed that their kids are acting up and being crazy because they’re like, “Oh my god, I swear I’m a good mom” but everyone’s looking at them thinking that they’re not doing a good job. So this is a way to let them know that they’re being encouraged.
Tactic #2: Contact Your Current Customers
Call up your current customers and treat them out to lunch or schedule a phone appointment with them (If you don’t have any customers yet, then reach out to friends or family who have helped or worked with). You want to have a conversation with them and ask them why they chose to work with you. Why you? Why did they continue to do business with you? Make sure you take plenty of notes because this is great copy that you can use for your websites or marketing material. So bonus tip!
The real reason that you’re talking to them is to ask them for help. Ask how you can serve them more. After, transition into asking them if they’re willing to help you out. You could say, “Hey, I’m actually looking to expand my business. And I really like working with clients that are of your caliber. Do you know anybody who has the same values and beliefs that you do who my services would be a good fit?”
After they name off a few, then say, “Can you introduce me?” or “Can you call them and let them know I’ll be calling?”
This is a great way to warm up the cold call because this is like a lay down opportunity. They already are able to take down the trust and barriers and everything else you have to break down when you’re doing a cold call. This is a huge, huge, huge way to heat up your cold call.
Tactic #3: Speak In Front of Your Target Audience
Now, I know that you may be thinking, “Oh my gosh. I cannot imagine talking in front of my target market. I hate speaking.”
Consider this: Let’s say that you’re out and about and it takes you a full week to make 20 sales calls, whatever they are, to get 20 prospects in your funnel. Just imagine if you could go get in a room with those same 20 people all at once so that you can spend an hour or two hours, four hours, whatever the format of the presentation is, you could spend that time providing value and helping them solve a common problem that they have.
Now the big thing here is you’re not just speaking to speak, number one. Number two, you’re not just speaking to anybody who will let you in front of their group. You want to get in front of your target market and your potential decision-makers so that you can provide value and give them an idea of what it would be like to work with you. You have a captive audience who then you bring into your funnel. It’s all warm calls. So there’s a lot of different ways to strategize on the back end. But this is a very fast way and effective way to maximize your time on warming up the cold call.
Tactic #4: Networking
Networking = Getting in front of your target market. Put your happy face at every place where your can find your target market. Now if they’re at networking events, go there. If they’re on Facebook groups, go there. Where do your people hangout? Make sure you are there. This is a great way that you can speed up the process of going through the “know, like & trust” phase. If you’re cold calling out in person or on the phone, how many calls do you think it’s going to take to get to that point?
Studies show that it takes 7 calls/7 points of contact before someone will actually move forward and make a decision. Wouldn’t it be great if you could speed that up? PLUS you’re right there in front of them, you’re kicking it back. Maybe you’re having a drink, you’re sharing things in common and you’re providing value but you’re right there in front of them. So networking is an excellent, excellent, excellent way to heat up your cold call.
Those are 4 out of 9 powerful tactics that you can take into your business. Stay tuned for Part 2!
We look forward to your feedback and comments. Let us know what you’d like to learn more about so we can help you to elevate your sales & lifestyle to the next level.
Go out there & Rock Your Sales Style,