For 99% of the population, cold calling is one of the worst parts of selling. The rejection can be harsh and no one likes to feel that way.

    But what if I told you that cold calling is actually amazing (and profitable) if you just knew how to do it the right way?

    Jennifer Gilbert, founder of Save the Date , an eight-figure, award winning hospitality agency loves to cold call and has figured out the secret formula to make them wildly successful. “Whenever I read about an event we didn't produce or a company or charity gala that I want to do, I just pick up the phone and go for it. I love making cold calls—probably because I’ve perfected closing the deal on them,” says Gilbert.

    Here are Jennifer’s six tips for closing a cold call every time.

    6 Ways To Close A Cold Call Every Time | Stephanie Burns

    Jennifer Gilbert

    1. Do Your Research

    “Try turning a cold call into a warm one by figuring out if you know anyone at the firm that you can use as a referral or if you know anyone your contact also knows,” says Gilbert. “Go through Linkedin or other professional or personal networks. I also always have a cheat sheet with the names of three of their competitors. On the phone, I’ll say, ‘I thought meeting up would interest you because Competitors A and B have already made appointments for me to come in.’ People always want to know what others are doing, and have a fear of missing out.” 

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    2. Use Humor

    “I always try to make the call disarming or funny. Recently, a point of contact picked up the phone and before she could say anything, I said, ‘Why didn't I plan your event with you? Was it something I said?’ Then she said, Ah, huh? Who is this?’ And I started laughing and said, ‘I'm sorry’ and introduced myself. It caught her off guard but I was able to schedule a meeting with her the next week. 

    “When I get someone on the phone that asks me to call them back the next day, and then the day after, I will say “Did we break up?” or “Are you breaking up with me?” I generally get them laughing, then we talk business,” explains Gilbert. 

    3. Ask For What You Want

    “It's amazing what people will tell you if you ask them, nicely. If they are the right person and don't have time to speak to you, ask them if you can swing by, drop them a coffee or lunch and sit with them for 10 minutes. If they aren't the right person, ask them who makes the decision, and if they can transfer you,” suggests Gilbert. 

    “If they haven’t started thinking about their events, ask them when you should call them back. And if they already think you are great, ask them for three other people they may know who would also love you! That’s how you turn a cold call into a pipeline.”

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    4. Make It A Conversation

    Speak slowly and remember it is not a sale it is small talk. If you love and believe in the product or service that you are selling, you are enlightening someone about something they don’t have that they should. It’s about making their life better or easier so you want to come on to the call calmly like you’re sharing the secret with them. I start with, "Jane, I have got to tell you what I do and how we can help you." Make it about you making their life easier, better or more efficient. 

    5. Let Them Do The Talking

    “I made a huge mistake once that I’ll never make again. I had a great vibe going with a point of contact and proceeded to tell her about all the new venues I had access to just in time to book the best dates for their holiday party. Her reply, ‘Oh, too bad. We only do a big summer outing.’ It was a bit late to say well we do those too! I had to wait for another call to re-pitch summer ideas. If I had asked her, ‘What type of events do you have or plan?’ I would have known exactly what to sell,” remembers Gilbert.

    Be sure to listen more than you speak. It’ll give you clues into how to add more value and be a resource for them right when they need it.  Remember, this also plays into how you brand yourself . Being a person who listens carefully and provides the best solution will be your calling card.

    6. Have Your Next Steps Before You Hang Up

    Do not get off that phone without getting some sort of information,” notes Gilbert. “For me, it’s where their event was last year. With that small piece of knowledge, I can figure out how many people went to the event, what their general budget was and what their style is. The next time I call, I am armed with four other venues that are in the same budget and fit their needs. I get them curious, and then my next step is to advise we go see them. They start working with me before they even realize it.” 

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    How do you end a cold call?
    1. Do Your Research. “Try turning a cold call into a warm one by figuring out if you know anyone at the firm that you can use as a referral or if you know anyone your contact also knows,” says Gilbert.
    2. Use Humor.
    3. Ask For What You Want.
    4. Make It A Conversation.
    5. Let Them Do The Talking.
    6. Have Your Next Steps Before You Hang Up.
    more
    Who should end the call first?
    The receiver should always hang up first, never the caller. The caller called the receiver, and should to stay on the line until the receiver is satisfied that the call is complete. more
    How do you end a cold call sales email?
    How To End A Cold Email?
    1. Have a clear CTA.
    2. Don't be aggressive in your CTA.
    3. Ask a question.
    4. Provide a calendar link.
    5. Give a compliment.
    6. Make use of your email signature.
    7. Personalize the last lines of the email.
    8. Avoid using huge logos and unnecessary company info.
    more
    When you call something hot What do you mean when you call something cold What do you mean?
    But hot and cold are just sensations or feelings defined by people. Something is called hot when it's at higher temperature than our body (~37 °C), so a positive heat exchange will take place on contact. The opposite for cold (heat transference from our body to the cold object). more
    What were the factors responsible for the end of Cold War 3 what major changes occured in global politics after the end of the Cold War?
    The global focus shifted to fostering trade relations instead of aid giving, economic interdependencies grew. The United Nations now had a greater responsibility of maintaining global peace and security. Environmental concerns, human rights, gender equality etc acquired a global dimension. more
    Do brokers still cold call?
    Cold calling will likely continue to be a necessary part of being a broker, especially for newer brokers as they build their book of business. Although it may be a hard sell, cold calling doesn't necessarily have to be so problematic. more
    How did the Cold War end and why did it end this way quizlet?
    Dec 1989- Gorbachev and Bush officially declared the end of the Cold War. US offered economic help to the USSR. Gorbachev didn't want Germany reunification because then they would be less of a threat. by 1990, he accepted it was their choice if they wanted to be reunified, he just didn't want them to join NATO. more
    What do you mean by Cold War examine the factors responsible for the end of Cold War?
    Three events heralded the end of the Cold War: the fall of the Berlin Wall in 1989, the reunification of Germany in 1990 and the dissolution of the Soviet Union in 1991. Each was brought about or shaped by the demands and actions of ordinary Europeans, who were determined to instigate change. more
    How do you end the call?
    When this setting is on, you can press your device's power button to end a call, making it faster and easier to hang up.Power button ends call
    1. Open your device's Settings app .
    2. Tap Accessibility.
    3. Turn on Power button ends call.
    more
    How late can you cold call?
    Cold callers may only call you at home between 8:00 a.m. and 9:00 p.m. These time restrictions do not apply if you are already a customer of the firm or you've given the firm permission to call you at other times. Cold callers may call you at work at any time. more
    How do you end a cold call sales email?
    How To End A Cold Email?
    1. Have a clear CTA.
    2. Don't be aggressive in your CTA.
    3. Ask a question.
    4. Provide a calendar link.
    5. Give a compliment.
    6. Make use of your email signature.
    7. Personalize the last lines of the email.
    8. Avoid using huge logos and unnecessary company info.
    more

    Source: www.forbes.com

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