Cold calling remains one of the most effective ways for commercial relocation service providers to generate more sales leads. Assuming you have a list of prospective customers who might be interested in your services, can call them to pitch your service. It's doubtful that you'll generate a sale on the first call, but there are steps you can take to increase your chances.
Don't Feel Discouraged by Rejection
Newcomers to cold calling often feel discouraged when a prospect rejects their offer. You invest your time and energy into pitching your relocation service, only for the prospect to say “no, thanks.” When this occurs, you have to view it as a learning experience rather than a failure. Even if the prospect declined your offer, you still came away something – knowledge. And using this knowledge, you can adjust your approach in the future to yield more sales. Be sure to do a quick post call de-brief after each call; you can do this by simply asking yourself, "What could I have done differently to improve that call". It should only take 30 seconds to process and move on to the next lead.
Know Your Prospects Before Calling
It's always a good idea to research and know your prospects before attempting to call them. What is the prospect's name? For whom do they work? Where is their office located? How large is their company? These are just a few of the many questions that you should try to answer before calling a prospect. With this information in hand, you can personalize your call to create a stronger connection with the prospect. Using Sales Leads' Office Moving Leads can give you the pre-call insight you need.
Your confidence, or lack thereof, will play a key role in whether or not a prospect purchases your commercial relocation service. If a prospect hears doubt and/or reluctance in your tone, he or she may think twice about purchasing your service. Speak with a strong, clear and authoritative voice to instill a sense of confidence. If prospects view you as being confident, they'll feel more comfortable purchasing your service.
Search For Pain and Explain the Benefits
When cold calling prospects, ask open ended questions that can reveal a prospect's pain from a prior office relocation project, or to better understand what is important to them. This will help you to explain how your commercial moving service can benefit THEM, not every other lead on your list.
Don't Sell on Your First Call
Some marketers and salespersons may argue otherwise, but it's generally best to avoid pitching your commercial relocation service on the first cold call. Instead, take this opportunity to introduce yourself while learning more about the prospect. You can still explain that you work for a commercial relocation service provider, but don't aggressively push your service – not yet, at least. As the prospect warms up, you can make follow-up calls to promote your service.