In 1876, Alexander Bell made the first-ever telephone call, calling his assistant Thomas Watson. The first words every mentioned were;
“Mr Watson, come here.”.Alexander Bell
But even though it’s considered as Bell’s greatest success, what most people don’t realise is that the telephone was actually created by accident and Bell refused to have a phone in his home as he considered it a distraction.
We’ve advanced a lot since 1876 moving on to testing wireless systems in 1918 (originally claimed to have been achieved in 1908), the first fully automated mobile phone system for a vehicle in 1956.
It goes on, a mobile phone with a base station in 1965, a mobile phone without a base station in 1973, 1G in 1981, 2G in 1991, 3G in 2001, 4G in 2009 and the current release of 5G.
There’s no doubt that phones have had a very large impact on our lives, and as long as technology is to play we can be sure that mobile technology will be there at the forefront along with the need for cold calling.
Although the advancement of the mobile phone industry is out of our hands, as a salesperson the ability to develop and enhance a cold call strategy is not.
This last month I’ve been focusing on post-call reports, and how they can improve your cold calling.
Here are the three top tips distilled from this months focus:
Write it down!
This tip is a bit like telling you to buy eggs at Easter.
It should be completely obvious but yet so commonly missed. If you need a post-call report to help write down key notes and the information that you might need later on, then please head to my website for your free post-call report template.
Sales is very unpredictable and as a sales coach I try to avoid predicting precise outcomes, but the one thing I can say with a high level of certainty is that to have an efficient sales process you will need this information again.
Don’t just focus on the sales-y stuff!
Every call should be focused on achieving the outcome set out in the pre-call plan (WOPPA).
Check out the WOPPA free video sales training course.
But when writing down your post-call notes don’t just focus on the information regarding that sale, take note of personal information relevant to the person you’re speaking to.
Do not bluntly ask, but if it comes up in conversation write down things such as birthdays, engagements, hobbies, interests, planned holidays, special occasions anything you can use during your next conversation.
Opening up with:
How was your birthday?
So, let’s talk more about you buying my product.
This will put the prospect at ease and make them feel part of the conversation, not just a sales target.
Analyse the report!
Having a report that allows you to remember key information about a prospect is great.
You know where in the sales process the next phone call should start, you know what that person wants and needs, and you know enough personal information to make that conversation friendly.
But post-call reports also allow you to summarise a collection of data and find common issues on why your cold calls are getting rejected, the most common objectives and also what’s working.
Using this information, you can develop your cold calling strategy to focus on a target audience that works, the messages that convert and thus increase your ROI.
As we move into a new tax year, and through the bank holiday season I find it’s a great time to reflect on the how the first quarter of 2021 has gone and what we can do to move forwards.
Also, with the continuing uncertainty of COVID 19 and only a few months away from the end of furlough, we really should be analysing all the data we have and adapting.
If you are still unsure and need help, head over to my free Facebook group and join for more great information from myself and others business owners and sales professionals.
You can also grab a copy of my latest book “Funnel Vision, Selling Made Easy” from Amazon either as a digital download or in paperback.