With a shift toward new digital sales techniques and technologies, it’s easy to forget the value of traditional cold calling in building business relationships. Cold calling has been around for years, and in the world of insurance, we continue to lean on this method because it works.
Here are three recommendations to help you achieve cold-calling success:
Get Comfortable With Your Script
Becoming an excellent salesperson can take time, but following your script can help as you get started. Scripts are a great tool to guide you. Before beginning an outreach campaign, prepare an outline and research the topic.
Before making a call, take the time to learn how to create a viable conversation with your prospect. Additionally, providing thought-provoking and relevant information during a phone conversation or when leaving a voicemail often can go a long way.
Shadow Your Peers
Leaning on a fellow teammate for advice can be valuable. Spending time with a peer or senior sales partner can help you understand the best ways to navigate conversations. Learning new cold-calling techniques and best practices from the perspective of another teammate can help provide insights and arm you with additional ways to be successful. Whether or not you are new to cold calling, it never hurts to absorb new tips and tricks.
Know Your Audience
The final point to focus on when making cold calls is having the ability to read your audience. People are busy, and their schedules leave little room for getting slowed down. In some cold-call situations, they may try to get off the phone with you as quickly as possible. In these occasions, it’s crucial to think quickly and pivot the conversation appropriately. Be prepared, and have product and sales materials handy. This helps save time and energy for both the prospect and you!
Make sure you have done your research and are familiar with certain products and solutions that your company offers, so you are able to pivot these phone conversations to better suit the prospect’s needs and responses. It is also imperative to practice active listening. Picking up on what the prospect is sharing goes a long way, especially when you have to relay all of that information to your more senior sales partners and you need to avoid messages getting lost in translation.
Apply these three steps to your next phone call. Your confidence will build as you will start using these techniques on a daily basis. Improving your cold-calling skills won’t happen overnight, but with a little practice, this advice will help you on the journey.
Brooklynn Slaughter is a direct sales representative, Crump Life Insurance Services. Contact Brooklynn at [email protected].