fbpx
SME Toolkit Caribbean Logo
  • Start Up
    • All
    • Business Planning
    business owner surprised at start up business mistake

    A Brave New Entrepreneur for A Brave New World

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    step by step business plan creation

    A Great Business Plan

  • Grow
    • All
    • Accounting & Finance
    • People & Culture
    • Sales & Marketing
    Why Women Entrepreneurship Boosts Caribbean Economic Growth

    Why Women Entrepreneurship Boosts Caribbean Economic Growth

    Get Ready to Sell Online

    Get Ready to Sell Online

    young business woman sitting on sofa planning her insurance

    Top 10 Do’s and Don’ts of Insurance

  • Scale
    • All
    • People & Culture
    Creating a Business-Friendly Environment – Part 2

    Leading with Integrity; Leading by Example

    Integrity and the Entrepreneur at Work

    Integrity and the Entrepreneur at Work

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

  • Navig8
    • About Navig8
    • Export Development Partnership
    • CEDA THRIVE
  • Resources
    • Business Tools
      • Financial Calculators
        • Business Development Loan
        • Cashflow
        • Commercial Mortgage
        • Debt Consolidation
        • Start-Up Costs
      • Digital Media Calculators
        • Ad Spend ROI
        • Facebook Engagement
        • Instagram Engagement
        • LinkedIn Engagement
    • Media
      • Economic Intelligence Unit Webinars
      • Fireside Chats
        • Sustainable Development Series
          • Part 1
          • Part 2
  • Our Territories
    • Anguilla
    • Barbados
    • BVI
    • Cayman Islands
    • Dominica
    • Ghana
    • Grenada
    • Guyana
    • Sint Maarten
    • St. Kitts & Nevis
    • Suriname
    • Trinidad & Tobago
  • Highlights
No Result
View All Result
SME Toolkit Caribbean Logo
  • Start Up
    • All
    • Business Planning
    business owner surprised at start up business mistake

    A Brave New Entrepreneur for A Brave New World

    business checklist of things to look out for

    Things Entrepreneurs Should Watch Out For

    step by step business plan creation

    A Great Business Plan

  • Grow
    • All
    • Accounting & Finance
    • People & Culture
    • Sales & Marketing
    Why Women Entrepreneurship Boosts Caribbean Economic Growth

    Why Women Entrepreneurship Boosts Caribbean Economic Growth

    Get Ready to Sell Online

    Get Ready to Sell Online

    young business woman sitting on sofa planning her insurance

    Top 10 Do’s and Don’ts of Insurance

  • Scale
    • All
    • People & Culture
    Creating a Business-Friendly Environment – Part 2

    Leading with Integrity; Leading by Example

    Integrity and the Entrepreneur at Work

    Integrity and the Entrepreneur at Work

    Creating a Business-Friendly Environment – Part 2

    Creating a Business-Friendly Environment – Part 2

  • Navig8
    • About Navig8
    • Export Development Partnership
    • CEDA THRIVE
  • Resources
    • Business Tools
      • Financial Calculators
        • Business Development Loan
        • Cashflow
        • Commercial Mortgage
        • Debt Consolidation
        • Start-Up Costs
      • Digital Media Calculators
        • Ad Spend ROI
        • Facebook Engagement
        • Instagram Engagement
        • LinkedIn Engagement
    • Media
      • Economic Intelligence Unit Webinars
      • Fireside Chats
        • Sustainable Development Series
          • Part 1
          • Part 2
  • Our Territories
    • Anguilla
    • Barbados
    • BVI
    • Cayman Islands
    • Dominica
    • Ghana
    • Grenada
    • Guyana
    • Sint Maarten
    • St. Kitts & Nevis
    • Suriname
    • Trinidad & Tobago
  • Highlights
No Result
View All Result
SME Toolkit Caribbean Logo
No Result
View All Result
business owner making cold calls

Making Cold Calls

Adapted from content excerpted from the American Express® OPEN Small Business Network

Cold calls are phone calls or visits to sale’s prospects who don’t know you. The objective of a cold call is to gather information about the prospect’s potential, educate the prospect on the benefits of your product or service, and in many cases, to get an appointment. There are several challenges to cold calls and they include: fear; getting past assistants, secretaries, and other gate keepers; finding the right contact; and finding a way to make a pitch quickly that will move the sales process forward.

The tips below will help you overcome these challenges:

Avoid Completely “Cold” Cold Calls

Ask your current clients for referrals and then use their names to break the ice during your call. To get referrals, engage your clients and customers in conversations that will unearth the referrals instead of simply asking them for names and numbers. For example, if you ask someone if they know anyone interested in buying insurance, they’ll probably say no because they can’t think of anyone on the spot. But if you talk to that person about having kids and whether his friends are having kids too, he’ll realize he knows a bunch of people concerned about planning for the future…who might want insurance.

Plunge Right In

You’re never going to be ready to make sales calls, so don’t wait for the perfect moment. Your fear will never dissipate completely because putting yourself on the line and inviting rejection is never going to be appealing. So instead of coming up with reasons to procrastinate, plunge right in.

Be Forthright

Whether you encounter a secretary, an assistant, or the prospect on the phone, be upfront about why you are calling. Introduce yourself and state the purpose of your call. Be honest and succinct. People are annoyed and suspicious if you are cagey about why you are calling. Find out if it is a good time to talk – if it is, give more information; if not, ask when it would be convenient for you to call back.

Call Early and Late

If someone is difficult to reach, either because an assistant or secretary answers the phone or voice-mail picks up whenever you call, try calling at unusual times. A prospect is more likely to pick up his or her own phone at 8:00 a.m. or 6:30 p.m. Plus, they are more likely to be relaxed and have time to speak, since they won’t be facing the 9-to-5 pressures. If you are making sales calls in person, evening is probably better than morning for making odd-hours calls.

Don’t Expect People to Get Back to You

You shouldn’t wait for your prospects to get back to you. They may not, even if they are interested. Don’t presume that when prospects say they’ll call you back they actually will. Put your ego aside and call them. And when you do, be nice, no matter how annoyed you are that they never called you back.

Be a Human Being

We all know sales people who don’t stop for a breath while they steamroll us with a pitch. Don’t do this. It’s unnatural, and it doesn’t work. People buy from people they like, who they feel understand them and their business. Engage your prospects by asking a lot of questions and being genuinely interested in them.

Talk a Little, Not Too Much

Use cold calls to gather information about your prospect’s needs. You will, of course, need to provide enough information about the benefits of your product or service to make the person want to speak to you. But don’t talk too much. If you launch into a long sales pitch without finding out what your prospect is thinking, you will turn them off. Ask a prospect questions about their problems and needs (you can even write down these questions in advance) and listen closely to their answers. Then target your benefit information to solving those problems and meeting those needs. Try to Get a Face-to-Face Meeting

When someone asks you to send literature, ask if you can come in and present to them for 15 minutes. It might actually be more efficient for them to learn about your business this way because you can encapsulate information and answer their questions. In addition, meeting someone face-to-face humanizes the relationship and will make it easier for them to remember who you are and why they may need your products or services

 

 

Copyright © 1993, 1997-2016, My Own Business, Inc. All Rights Reserved.

0
SHARES
ShareTweetLinkedinMail

Related Articles

Related Posts

Why Women Entrepreneurship Boosts Caribbean Economic Growth
Grow

Why Women Entrepreneurship Boosts Caribbean Economic Growth

April 8, 2025
Get Ready to Sell Online
Sales & Marketing

Get Ready to Sell Online

August 12, 2021
young business woman sitting on sofa planning her insurance
Accounting & Finance

Top 10 Do’s and Don’ts of Insurance

August 12, 2021

Must Read Articles

Archive

Past Webinars

April 30, 2025
Harnessing Entrepreneurship for Sustainable Development
Republic Journal

Harnessing Entrepreneurship for Sustainable Development

April 29, 2025
How Marketing Technologies Can Help Micro, Small and Medium Enterprises To Stand Out
Republic Journal

How Marketing Technologies Can Help Micro, Small and Medium Enterprises To Stand Out

April 29, 2025
Investing In Caribbean Women Entrepreneurs
Republic Journal

Investing In Caribbean Women Entrepreneurs

April 29, 2025

Popular

Archive

Past Webinars

April 30, 2025
Republic Journal

Harnessing Entrepreneurship for Sustainable Development

April 29, 2025
Republic Journal

How Marketing Technologies Can Help Micro, Small and Medium Enterprises To Stand Out

April 29, 2025
Republic Journal

Investing In Caribbean Women Entrepreneurs

April 29, 2025
Republic Journal

The Eco-Entrepreneurship Opportunity

April 29, 2025
Next Post
business owner facing problems

Common Business Problems and Basic Rules to Handle Them

Want to be on our mailing list?

Business Stage

  • Start Up
  • Grow
  • Scale

Commercial Banking Links

  • Choose Your Territory
    • ANG
    • BB
    • BVI
    • DOM
    • GHA
    • GRE
    • GUY
    • KY
    • SKN
    • SLU
    • SXM
    • SUR
    • TT

Additional Links

  • Contact Us
  • About Us
  • Privacy Policy
  • Terms & Conditions
  • Archive

© 2025 Republic Bank Limited. All Rights Reserved.

No Result
View All Result
  • Start Up
  • Grow
  • Scale
  • Navig8
    • About Navig8
    • Export Development Partnership
    • CEDA THRIVE
  • Resources
    • Business Tools
      • Financial Calculators
      • Digital Media Calculators
    • Media
      • Economic Intelligence Unit Webinars
      • Fireside Chats
  • Our Territories
    • Anguilla
    • Barbados
    • BVI
    • Cayman Islands
    • Dominica
    • Ghana
    • Grenada
    • Guyana
    • Sint Maarten
    • St. Kitts & Nevis
    • Suriname
    • Trinidad & Tobago
  • Highlights

© 2025 Republic Bank Limited. All Rights Reserved.