At Rhino We Believe Cold Calling Is Still The Most Cost Effective Way To Prospect For New Business To Business Sales Leads And Setting Sales Appointments.

 Cold calling in a b2b role should not always about making an instant sale. It should be used mostly for qualifying prospects, gathering information, or trying to arrange a face to face appointment to better explain your product or service at a later date.I advise that launching straight in with the breathless description of your product or service may not be the right approach. Calling to confirm names, titles and contact details can be a good way to start. You get the information confirmed, then you might be able to take it to the next level.

If cold calling isn't something that comes naturally, then you might consider a pre-written script, but be very careful because sounding like you're reading from a piece of paper can and most likely will turn the person on the other end of the line off. Perhaps a better way of using a script is to remind you of the points you need to make, (like a road map in a car) rather than be a word for word recital tool. You have to be able to be flexible, and willing to listen to the needs of the person that you're calling.

You will get a few people who slam or hang the phone down straight away, but don't be scared of this outcome or let it get to you when it does happen. It's not personal. Keep calm and smile, and this will come though in your voice and make people more receptive. Monitor your success rate and attempt to strategically perfect your approach.

Ask for information, Try using open questions, and keep your voice friendly and inquisitive, you're then more likely to gain the prospect's interest. The aggressive sale or pushy approach usually won't work in this context because people now are so wary of cold calls. If it looks like you won't be able to make a sale then offer meeting times and confirm them in writing or by email. Most importantly you must always keep an open ear and remember to "be helpful".

Thanks for reading,
 
About the Author: Matt Davis is the Managing Partner of
Rhino Telemarketing Solutions, A Pay for Performance Based B2B Lead Generation Company.

On the web at: http://rhinotelemarketing.com