Smart Calling | Art Sobczak

Summary of: Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
By: Art Sobczak

Introduction

Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling by Art Sobczak covers the process of cold calling without the usual pitfalls that have given it a negative reputation. The book emphasizes the importance of doing thorough research on prospective clients and adjusting your approach to resonate with them. The main topics include avoiding common mistakes in the initial conversation, discovering the prospect’s worldview, understanding their need, socio-cultural context, and utilizing digital tools for comprehensive research.

Mastering Cold Calling

Cold calling has a bad reputation, but it’s not as difficult as it seems. To avoid common mistakes, start by using the person’s proper name and pique their interest with an interesting idea. Avoid cliches and phrases that sound weak, like “just” or stating obvious facts. Instead, focus on how you can help the other person and be specific. Don’t make the conversation dry or impersonal. Use creative and engaging language. With these tips, you can become a master at cold calling.

Effective Planning for Successful Phone Calls

When making a phone call, it’s essential to know what you’re aiming for. To make a successful call, ensure that you are empathetic towards the person you are speaking with. Consider their daily routine, needs, and how your offer can make their life easier. Keep your contact’s happiness in mind and avoid boring them with irrelevant information. For instance, if you’re selling a vacuum cleaner, tell them only what they might want to know and be clear about how it is assembled. On the other hand, when speaking to a top-level executive, focus on the long-term benefits you can offer them, your price, and reliability as a seller. Understanding your audience and their unique perspective is crucial to accomplishing your goals and forming successful business relationships.

Winning Cold Calls

Before making cold calls, sales reps should consider the socio-cultural context of their target. Economic, political and technological changes can impact individuals, so understanding their influence is vital. Company websites are a good source of information but further research may be necessary. For instance, Google Street View could reveal the tone to strike on the call. Whether being laid-back or professional, humanizing the call is essential as everyone has their own fears and concerns. Awareness and adaptability will help make successful calls.

Mastering Research with Digital Tools

Research is a vital step in making informed decisions. In this digital age, digital search tools have made research more convenient and thorough. One of the widely used search tools is InsideView, which provides basic contact information of individuals and their companies, updates on social media news, and mapping of Facebook connections. Other digital tools such as social networking sites, forums, blog posts, and YouTube can also provide valuable information. These resources provide personal and exclusive information not commonly found on company websites. Investing in digital tools for research is worth it in the end and can improve cold calling skills. To conduct effective research, embrace digital tools that provide a one-stop-shop for data.

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