How to book appointments through cold calling

It would be incredibly easy, in this day and age, to promote the sales benefits of social media, rather than extolling the virtues of cold calling; after all, everyone has access to social media, while the term ‘cold calling’ has become a phrase we’re all reluctant to use – particularly around, and with regards to, potential clients. However, despite the increased revenue that there is to be earned via platforms such as Facebook, Twitter, and LinkedIn, cold calling is still an integral part of business, and to neglect it all together would be akin to professional suicide. So, how do you ensure you’re making the most of cold calling, and just how do you continue to book appointments with potential clients that may have grown weary of answering the phone to such propositions?

Embrace cold calling as a means to business

One of the first things you should be doing if you have any hope of booking appointments over the phone is to stop yourself from dreading each call; stop assuming that every recipient of your calls is going to be abrupt or unresponsive. Cold calling is still one of the most effective ways to hook clients and book appointments, so embrace the opportunity to connect with people on such a personal level.

Plan your calls

It’s certainly true that the public has grown wise to sales patter, and you’ll fall at the first hurdle if your calls are rather obviously based around a script. Be prepared to deviate from the script every now and again, make your calls light, yet straight to the point, and always ring with a purpose; you know that your product is the bee’s knees, so let this potential client know why they should stick around to hear what you have to say. Now is also the time to find out with whom you should be speaking, locate their details, and prepare your diary with the potential dates you’d be able to book; very few calls are converted on a, “bear with me just one moment…”

FOCUS!

I cannot stress this point enough; if you’re hoping to book any appointments at all you need to focus. The call is about the client, rather than you, so give them the attention they deserve, be patient, answer their direct and indirect queries, and clear your workspace of any distractions before you begin. How would you feel if the person attempting to buy your time sounded as though they were on a different planet, or if the line was abuzz with office chatter? Quiet, calm, and steady wins the race – or books the appointments, in this case.

It’s time to get excited

While you may have a lot to say, and plenty of details to remember, when it comes to cold calling the battle is half won if you can demonstrate a little personality. Rather than reading your script in a monotone inject a little humour (where appropriate), engage with the client, and add a positive spin to everything you say. No one is likely to book an appointment if there’s no chemistry, so create that spark.

When it comes to booking appointments and selling your services over the phone there’s no big secret; call with a purpose, with confidence, and be as prepared as you can for every question, or scenario, thrown at you. Focus, demonstrate the very best of that personality, and remember; if you can’t hook the person on the other end of the phone in 60 seconds, you’re doing something wrong. Prepare, engage, and convert those calls into appointments – the sense of achievement for each booking will do wonders for you confidence during each call thereafter.