Cold Calling Part 2 – The DON’Ts

One of the first steps to employing cold calling successfully in a business is to realize that it’s not just about making an on-the-spot sale. Earlier this week I shared the 6 DOs.  Here are six “DON’Ts” about cold calling that can help:

Six DON’Ts of Cold Calling

1. DON’T be rigid. Each person is different, and the conversation might take turns. Be prepared to ask more questions and adjust your message to the situation.

2. DON’T forget that it’s all about what’s right for the customer, and not just about making the sale. Tailor your approach and let them know you are OK with it if they decline, if that’s what’s best for them.

3. DON’T focus on the “close.” Sure, you want to get a meeting or make a sale, but what you’re really after is the truth of where the prospect stands, so make it easy for them to tell you.

4. DON’T try to counter all objections. That’s likely to generate resistance. Instead, dig a little deeper to find out what’s really behind the objection.

5. DON’T hang up without suggesting some type of follow-up — another call, a meeting or something.

6. DON’T take it personally. Prospects who say no — and there will be lots — aren’t rejecting you personally. They are just saying the product or service is not a good fit for them right now. Move on. Somewhere out there are customers who will say yes.

Please don’t forget about the “DOs” in my previous blog. When expansion stage companies’ management teams are building their lead generation systems, cold calling should be a part of it as well!