The Ten Commandments of Cold Calling: 6. Be pleasant, empathetic and professional
We have already completed a four-part preparation, so as in the previous part, we can also talk about the telephone itself this time.
Last time we thought it was good:
- know the name of the person on the other end of the “wire” (including pronunciation and inflection),
- use this name naturally,
- mention the position the person holds in their company,
- to explain why we phoned him.
Today’s policy is:
Be pleasant, empathetic and professional
What exactly does that mean?
A few tips:
- Even though you may be nervous, try to relax and smile naturally (it’s only over the phone, but your voice will tell).
- But don’t overdo it with relaxation. You should still be matter-of-fact and professional , not overly jovial.
- Be considerate and empathetic . Ask the person if they have time at the moment. If not, arrange another date with him.
- Notice the tone of voice of the person you are talking to. If you sense he is stressed or irritable, offer to call another time.
- Don’t overwhelm the person with a lot of words and information. Strive for a dialogue, not a monologue .
- Listen actively.
- Remain polite and courteous at all times.
Cold calling is not a simple discipline. And always being pleasant, empathetic and professional can take a lot of work.
But don’t forget that your way of communication can be the important first impression a potential customer gets about your company.
And that you can significantly influence whether a potential customer becomes a real one.
Want to make sure you’re calling the right people at the right companies?
Contact us and arrange a free consultation.
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