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.