Calls and sales
Conventionally, all attempts to sell something on the phone is divided into two categories: "cold" and "hot" calls. "Hot" calls is calling customers from your own database. It is the people and organizations with whom you have ever worked, that is, a contact is adjusted, and you just have to offer them new services and products or inform their actions.
"Cold" calls is an attempt to find new clients. It is the primary phone calls to those people and organizations that would never have worked, during a conversation, you can introduce yourself and make an offer.
Why such calls are called cold? Is anyone not exactly known but one can assume that the point is, how does a potential client call Manager: usually the reaction is quite cold. Old customers are more friendly calls, because if they have already used your services and was satisfied, then it is probably not averse to continue the cooperation.
Why cold calls are perceived as cold
First, if the organization works in a big city and there are some years, such calls a day is received very much. Even if you offer something worthwhile, imagine the person to suggestions several times a day!
Second, not so often managers, make cold calls, do offer something worthwhile. Often companies have specific needs, but they usually try to solve as quickly as possible. What is the probability that the Manager will make a cold call at precisely the moment when the client has a need for his service or product? Of course, not 100%.
Thirdly, the fact that the Manager made its offer, it takes time. And if such calls a day a lot, then imagine how much it takes to listen to someone's offer, then politely decline.
Effective cold calls
If you want your "cold" calls of the clients were truly effective, you should stick to a certain strategy.
To make the right call, conduct pre-training. Finding out the size and specifics of the business a prospective client, you will understand more about whether he needs your product. And awareness that you will demonstrate in a short telephone conversation will allow you to break the ice which will be present before a person will pick it up.
Do not put a goal to ring up more customers per working day. It is better to choose fewer companies, but those that do are your potential customers. This will give a much greater effect.