Hate cold calling? We would too without the right training. Sometimes, however, it is necessary to make a cold call & appointments sales appointments. We have some helpful tips that will make cold call and landing appointments a snap.
Cold-calling is an art, and it takes a lot of practice, but you can do it.
Cold Call and Land Appointments take careful preparation and research. Yes, research. If you call a business to sell them a mobile app without bothering to research what they do or what their needs are, you aren’t going to get very far. The more research you do about a business, the more likely you are to get that mobile reservation with them.
You don’t have to delve into years’ worth of business history or know the back story of every employee, but you DO need to have a basic idea of who is in charge before you Cold Call and Land Appointments, what goods and services they offer, what kind of web presence they have, and what their needs are.
All these bits of info are crucial to making a sale. You need to be able to chat with a potential client about their business needs and know, without a doubt, how you can improve upon them.
The client needs to know that you are aware of their specific, unique situation and can offer them a needs-based service they will benefit from. Take the time to research the company – it will help you form a bond with the client, and make the cold call so much easier.
Grab their attention.
But all of that means nothing if I can’t get them to listen to me, you might be saying. That is true. When cold calling, it is important to get the attention of the person you’re speaking with and grab their interest before they shuffle you off the phone. Everyone is busy these days, and most companies screen sales calls out. Try to catch the potential client off guard if you can, by offering them figures that are relevant to their business.
Be as specific as you can, even by pointing out errors or glitches you may have seen on their website, or giving them key numbers about a competitor’s success with a mobile app. The info you give them has to be eye-opening, and pertain to their business, or it won’t be effective. Avoid boring generalizations that they’ve heard a million times. The key to getting that mobile app appointment is to grab their attention and keep it.
Instead of flash, give them substance.
Find out what issues or problems the business is most concerned about, then tie it in with the mobile app. Don’t bother telling them about bells and whistles and perks that don’t apply to them, that they don’t need. A potential client won’t be impressed, they’ll be annoyed. Hook them with real, honest solutions that apply to their business.
Again, this goes back to research – you need to find out what those needs are. If you have to ask the potential client, ask! But make sure that they know that a mobile app can deliver the features they need to make their business grow. No matter what the business, a mobile app can only help them – it’s up to you to find out how.
Stay the course.
Some clients are going to say no. They just are. Don’t get discouraged. Never harass a potential client, and accept their “no” every time. But it never hurts to place follow-up calls. Sometimes the needs of a business can change, or a client might suddenly decide they do want to try out an app for their business after all. After one or two follow-ups, if the answer is still “no”, move on.
There are over 100 million small businesses to sell to worldwide.
Cold calling can be fun when done correctly. Once you get the hang of it and are closing appointments left & right, it can definitely be easier on your day. So follow these tips and get to work, because cold calling is a numbers game. The more calls you make, the more appointments you are bound to get. Good luck with your potential new app clients!
