Hvordan til kolde opkald uden en “Pitch” – gør din kolde kald om dem, ikke om dig!

I den gamle måde at gøre kolde opkald, vi tilbyder en salgstale til en perfekt fremmed, krydse fingre og håbe på bedst… er ikke det rigtige?

Dette virkelig arbejde ikke meget godt i opbygning af en forretningsforbindelse (eller nogen andre forhold, for sags skyld).Dette gøres bedst ved at træde ind i verden af anden personen og finde et problem vi kan løse for ham eller hende.

Det er, hvordan vi begynde en samtale med en anden person – taler om dem i stedet for at tale om os selv.Det er bare en meget almindelig dynamik, der opstår i enhver menneskelig interaktion. Når du dating nogen, for eksempel, hvis du bare tale om dig selv, de ikke kommer til at lide dig meget, lige?

Det er det samme i cold calling.Ikke tale om din løsning for et stykke tid.

Tal i stedet om deres problemer for lidt.

Det er en bevægelse af dialog.Denne dialog er omkring taler om deres verden og ikke om dit produkt. Der er skiftet. Alt du skal gøre er identificere tre eller fire store problemer, som dit produkt løser, og bruge disse problemer som sætninger til at indlede en dialog af din koldt opkald.

Du se, denne nye kolde kaldende tilgang har at være bundet til en bestemte, virkelige problem, som personen oplever i deres verden.Dette er nødvendigt for at få dem til at føle sig komfortable at have en samtale med dig. Når du er relevante for dem og deres verden, stole de på dig. De fornemmer, at du er der til at hjælpe dem med at løse et problem – ikke sælge et produkt.

Så fjerne dig selv for et øjeblik fra hvad du har at sælge, og Tænk, om hvilket problem løser din løsning for nogen.

For eksempel, hvis du i coaching-branchen, mener om hvilke problemer du løse for dine kunder.Man kan sige, “Jeg lige ringer til se hvis din virksomhed er åben for ideen om at bruge trænere til at forbedre håndtering ydeevne.”

Når du bruger ordet “åbne,” folk reagere positivt.Hvem ville sige “nej” til at være åben? Du ikke udfordrende dem. Du ikke tvinge en løsning. Du siger ikke engang hvad du tilbyder at sælge. Du simpelthen spørge rundt om de har et særligt problem.

Dette opfordrer også et spørgsmål til dig.Potentielle kunder spørger vil ofte på dette punkt, hvem du er og hvad du gør. De kan sige, at de allerede har en service, men de kan brug for mere hjælp. Det åbner så endnu mere samtale.

Her er et eksempel på, hvordan sælgere fokusere deres kolde ringer omkring noget, der synes at være behov, men de har ikke bundet det til et specifikt problem.

Lad os se på finansielle tjenesteydelser.I dette tilfælde begynder folk, der sælger finansielle tjenesteydelser koldt opkald med fokus på fremtiden for personens situation. De kunne sige, “Jeg lige ringer til se, om du vil være åbne for nogle nye ideer til at hjælpe dig med at øge din indkomst.”

Den bedre tilgang her ville blive at problem løse.For eksempel, “jeg bare ringer til se, om du ville være åben for at identificere eventuelle huller i din portefølje, der kan holder dig tilbage på nogle måde.”

Det handler om problemløsning og lukke huller, i stedet for at fremme en smuk fremtid.”Hyre mig og jeg vil gøre dig en masse penge!” Alle gør det. Der er problemet. Det bliver gamle og meget forslidt.

Du ser, der er ingen tryk her.Der er ingen salgstale. Der er ingen præsentation. Samtalen er fokuseret på virkelig at se hvis personen har et problem, og hvis de ønsker at løse den.

Efter de første par sætninger har du en naturlig samtale frem og tilbage.De kan sige, “Hvad er din service?” “Hvor meget koster det?” Og det er tid til at begynde at virkelig fortælle om din service– men ikke før.

Hvis du ikke taler om din løsning for et stykke tid og i stedet tale om deres problemer, vil du finde dig selv at have bedre og dybere dialog, med større tillid.

Så vær forsigtig ikke til straks at gå ind i en præsentation og tilbringe samtale taler om din service.I denne nye måde at kolde opkald, er du spørger i en meget konverserende tone om anden personen har et problem, som du kan løse.

Du vil ikke tro, hvordan denne simple teknik kan gøre sådan en forskel i den måde, potentielle kunder modtager din kolde opkald.Spænding og modstand er voldsomt reduceret, og resultaterne er væsentligt forbedret.

Dette indlæg blev udgivet i Generelt. Bogmærk permalinket.

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