10 cold calling tips and techniques to help you win a deal

Cold-calling is an activity in sales when reps reach out to potential customers, who haven’t expressed any interest in the offered products or services. It’s quite a challenge to sell something to someone, who hasn’t heard or known about you before. In a logical way, the customer intends to say “no” more than “yes”

Even though I have been in this field for more than 6 years but my heart is still pounding every time that I make a call. Truth to tell.

However, there are techniques and tips that you can use to reduce your stress. Here is the list:

1. Understand your product
2. Do not waste anyone’s time, even yourself
3. Watch your tone of voice
4. Know when to stop
5. Choose the right time
6. Prepare to get a rejection and understand the reason behind that
7. Practice, practice, and practice
8. Use different methods
9. Do not multi-task during the call
10. after the call

Let break down:

1. Understand your product

Leasing is another form of sales job. Your product is your project, your slot, your available space, your banner ad. Anything that relates to lease is in your property. The rule number one before taking a call to anyone that you have to UNDERSTAND CLEARLY (yes, clearly) about your product.

You can create a leasing script to predict any possible questions from your pipeline tenant. When I say leasing script, I meant all the information about your project. More you prepare, more chance to nail them. You do not need to read it out like a machine but you do need to learn it by heart.

2. Do not waste anyone’s time, even yourself

Find the right person to talk to. How many times you lose your time and someone else to pitch a project then they told you that they are not the person in charge? Yes, it happens in real life and a lot.

I understand that it’s not easy to find the right contact if you are a freshman. Been there, done that! When I was in Hanoi and worked for an agency company, I was a fresh fish with no idea about the leasing world, no real mentor. The only advice that I can give you is getting it through your connection. It’s a business world and like everyone says:” it’s all about who you know”.

It is much easier for you to engage with someone, who has the same connection with you.

In the case you have no connection at all, there are some tips that you should know:

3. Watch your tone of voice

I am serious. Your voice is your first thing that your customer will connect with. It’s not about who you are or what will talk to them, it’s the sound of your voice, which can catch their attention. Commonly, a person with a warm, soft tone can connect better with an aggressive seller.

4. Know when to stop

It happens all the time with real estate agencies. There is 1234567 phone calls that I need to pick up in one day for those sellers. There is no hard feeling but I have to be honest that half of them need to relearn how to approach customers.

Here is an example:
Me: Hello
Sales: Hi! Are you Hoang Anh? I am … from …. We are having a project at …. (1 min length)

Can you see what is wrong?

They even don’t care that is it really me on the phone. They don’t care about how the customer reacts. They are like a robot and tries to finish their script as soon as possible.

One big mistake of sales in cold-calling is not having a conversation with customers. They go to the point too fast to even realize how customers feel. When I don’t know what the call is actually about, I get a ton of information and a shock. So please note, it’s really important to have a conversation with customers. When I say conversation, it means “you say, customer feedbacks”.

Another big issue is being stubborn. I don’t know if I use the right word for it. It happens when the customer wants to end the call but the sales keep continuing with the call. You should know when to stop.

5. Choose the right time

The right time is not in the evening, is not in a lunch break, and is for sure not 7 AM. The perfect time will be around working hours from 9 to 5. You will need to sense the situation for the first time of calling to see what the best is for your customer. You can ask them directly what will be a suitable time for them to catch up if it’s possible.

6. Prepare to get a rejection and understand the reason behind that

Being rejected is a common thing in cold-calling. Instead of being sad, you should find the reason behind the customer’s “NO”. Being honest and getting feedback is the key to help you to improve your leasing skills.

I am pretty sure that you will surprise by what you may get. I got one time when the customer told me that he doesn’t like to work with my company. Eventually, he took it back after signing a contract for 2 slots in Can Tho.

7. Practice, practice, and practice

Nothing comes for free and no pain, no gain. Unless you are born to be a salesperson, you will need to practice a lot to get used to rejections and smooth conversations. You can practice cold call with your colleagues or your friends.

8. Use different methods

Its industry 4.0. Nowadays, we have plenty of applications and software, which can help you keep track of your call and also not waste your time. In case that your prospect doesn’t want to pick up for the phone. There is another way that calls SMS.

Of course, I am not happy to receive 1234567 calls per day for all kinds of sales. I always try to avoid them as much as possible. I may miss some important calls and so does your customer.

Another way with SMS, you can also use social networks or email. As long as it will get you a result.

9. Do not multi-task during the call

Cold-calling is important as a face to face meeting. You need to focus on your customers. I am sure multi-tasking during the call will get you lost at some point. One second and the deal will be gone.

Choosing a right and comfortable position to seat down is a help. However, I am more than a type of standing people. I usually stand and look at a window when I am having a cold call.

10. after the call

The sign of a successful call is when the customer said: “send me more information” or having an appointment.

How can you respond to “send me more information”?

Try to send the email with full detailed information as soon as possible. Review it carefully is a plus. Do not delay the email because the longer you make them wait, the more chance that they will forget who you are and also the conversation they had with you.

Hi, I am Hoang Anh - a leasing geek! I am basically naturally curious. If you love working in the real estate industry like me, you are in the right place. Let reveal all the secret and my secret will help you to understand more about retail and commercial leasing in Vietnam.

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