Urgently need that Sale? Check list on how to get your foot in the door!

Every salesperson dreams about living in a world without cold calls and enjoying a network built solely on referrals. We're becoming more skilful at networking, and understanding the importance of maintaining that relationship with your customers but what happens when it’s time to find that new customer?

Here are 8 checkpoints that will help you get that appointment for your sales pitch,

1. Know your goal; never lose site of the bigger picture. Cold calling is not about the sale, it’s about getting the opportunity to make the sale! Specifically, the purpose of a cold call is to set an appointment to make the pitch. Patience is everything.​

2. Morning calls-most effective; most business people are more energized and probably in a better mood in the morning, so they will be more willing to listen to you.​

3. Know your customer; the better you know your customer and their business, the more likely you are to close them on an appointment. Google the company to understand what their business activities are. Most websites have a great deal of information as well.

4. Receptionist-your friend; the first person to answer will be the switchboard operator, better known as the receptionist. Be pleasant to whoever picks up the phone through taking time to find out how they doing and asking if they may be able to assist you? Develop a way to get them on your side! Get to know their names as they will put you through to your official prospect every time.

5. Decision Maker; most importantly, when cold calling, make sure that you speak to right person for your product/service which you provide. If you are offering a product, approach the production manager or the buyer. If you are offering a service (recruitment), approach HR director or Recruitment Officer. The next step would be to send a company profile of your company’s offerings/catalogue to that respective person.

6. Identify their need before they do; if you have done your research sufficiently, you will be able to structure your pitch to meet their needs in their respective industry. Pick one benefit that the customer can gain from using your service or product. Let them realise their need for your product/service.

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7. Shoulder the appointment; here is where you need to confirm the appointment. Give the client two different options: “Do you prefer to meet on Wednesday at 9 or Friday at 10?” See how best you can meet the needs of the client. It is imperative that you are on time and contact the client before going to ensure that all is in order. Dress smartly and be confident. Know your product and make your presentation flawless.

8. Persistence is vital; often you will get rejected and brushed off. Don’t take this personally, bounce back and call on that person in two or three weeks’ time again. Sometimes you catch the potential prospect on a bad day or they are running late for a meeting. Do not give up!"Eighty percent of new sales are made after the fifth contact, yet the majority of sales people give up after the second call".

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In conclusion, getting that appointment to do your sales pitch comes with practise. As a salesperson, you need to learn to be adaptive and be able to tailor your sales pitch for every different client that you call on.

"You miss 100% of the shots you don’t take." - Wayne Gretzky

Happy selling!

Seaton Guess

Sales Expert