What do you think about cold calling? In this Expert Insight Interview, the Queen of cold calling Wendy Weiss discusses how to build pipeline opportunities faster, easier, and with more profitability. Wendy Weiss, a former ballet dancer is now a sales and marketing expert, author, and speaker.
This Expert Insight Interview discusses:
- Three-Phase Process
- Positive Mindset
The key to improving your pipeline management is to talk to the people. Spoken communication is way more effective in this case than written communication. If people hear your voice instead of reading an email or text, there is more chance that they will act on what you just communicated to them. Nowadays people have become more comfortable texting and hiding behind technology rather than having oral communication with each other. However, with the quarantine situation that we face, people crave human contact and are more willing to pick up the phone even from unknown numbers. And when people do pick up the phone, there is a three-phase process to help you be more productive. The first thing to do is to simply warm up by doing the research. Find out who is your target audience and then through discussion find out how your target audience expresses its challenges. The second thing is to practice your telephone prospecting. And lastly, perform sales skills. The problem that many people face is that they want to perform right away without doing the research and rehearsals before. The point is to learn to explain to your customers how they will be better off from what you are doing instead of explaining to them what you are doing.
No Space for Negativity
Target market is great, but what is even better is microtargeting. And it is possible to have many different micro targets. With microtargeting, focus on a specific target market is so narrow that messaging becomes more productive. With messaging to the right target audience, the chances for the positive feedback are greater. Furthermore, prospective calling is seen negatively as a job in which you must deal with a lot of rejections. But this is part of the business process. Prospective calling is a skill that can be learned and improved. The important thing is to invest time in it and to have the right mindset. This is an introductory calling. You call to introduce yourself and to ask for the agreement to have a deeper conversation about the service or product you promote. And down the road, hopefully, this becomes your client. Think of it this way. You are not going to get married until you go for a couple of dates first. Thus, you have to introduce yourself first and ask for a date. In conclusion, having a positive mindset and being fearless regarding the answer will help to excel in prospective calling.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.